Essential Functions and Duties

Strategic Alignment

• Actively support the company’s strategic goals, values, and Triple Bottom Line initiatives.

• Ensure all market activities align with company objectives, brand standards, and sales priorities.

Field Sales and Execution

• Conduct regular sales calls to on and off premise accounts to sell in initiatives, secure new placements, increase velocity, and execute marketing programs.

• Execute retail samplings, on premise promotions, beer dinners, and consumer-facing activation events.

• Perform account surveys, placement checks, display execution, and point of sale utilization to ensure strong brand representation in the market.

• Conduct brewery visits with key retailers as needed.

• Plan and direct daily activities across the assigned territory to ensure results align with goals.

Distributor Management and Market Operations

• Review distributor orders and weekly inventories, ensuring stock levels align with forecasts and demand.

• Ensure distributor and retail inventories are properly rotated, in code, and merchandised according to brand standards, including monthly warehouse walks for rotation checks.

• Collaborate with distributor management on programming, action plans, sales goals, and quarterly reviews.

• Present and communicate sales plans, priorities, innovation launches, and promotional programs at distributor sales meetings.

• Track program execution, ads, displays, and distribution performance for the assigned area.

• Ensure timely and accurate processing of distributor billing, invoicing, and administrative needs.

• Maximize use of co-op dollars and available marketing assets.

• Work regularly with distributor sales reps and managers in trade across on and off premise accounts.

Sales Strategy, Planning, and Forecasting

• Review and approve sales forecasts and evaluate monthly performance results to maintain forecast accuracy.

• Create market and seasonal sales plans and recap programs as required.

• Assist National Account Managers with planning, executing, and reviewing chain programming in the territory.

• Monitor competitive activity, category trends, pricing, and local opportunities to inform strategic decision-making.

• Submit weekly and monthly recaps and reports on time, providing clear insights and market analysis.

Team Leadership and People Management

• Hire, lead, coach, and motivate field sales staff (Sales Reps and Brand Ambassadors) in assigned markets.

• Conduct regular one-on-one check-ins, create performance objectives, and deliver annual performance reviews.

• Provide on-the-job training, tools, and development opportunities for team growth.

• Ensure proper scheduling and support for Brand Ambassadors during activations.

• Manage and hold team accountable to expense budgets and company standards.

Budget, Administration, and Compliance

• Manage and operate within assigned expense budgets, ensuring compliance for all direct reports.

• Maintain strong organization, prioritization, and reporting habits across all responsibilities.

• Follow company policies and ensure team compliance with brand, legal, and safety standards.

Qualifications

Education

Bachelor’s degree in a related field preferred, or equivalent work experience.

Work Experience

Minimum four to five years of relevant experience in beverage sales, distributor management, or field sales roles.

Strong working knowledge of the beer or brewing industry required.

Required Qualifications

• Proven ability to build and manage distributor relationships.

• Strong leadership skills with experience managing people.

• Proficiency in Microsoft Office and sales tracking systems.

• Excellent oral and written communication skills, including group presentation abilities.

• Strong organizational and decision-making skills.

• Ability to lift 35 pounds.

• Able to work autonomously and within a team.

• Must have reliable transportation and a valid driver’s license with an acceptable driving record.

• Willingness to work flexible hours, evenings, weekends, and travel as needed.

Preferred Qualifications

• Deep familiarity with the territory.

• Prior experience managing salespeople and working with wholesalers.