Territory Sales Manager - Michigan

Sapporo USA and Stone Brewing have come together to form one of the top 15 largest breweries in the United States, building on the strong legacies of our celebrated heritages. We brew badass beers on both coasts at our breweries in Escondido, CA and Richmond, VA, and create amazing experiences at our Stone Brewing World Bistro & Gardens and Taproom locations. We’ve enjoyed a rich history following our passion and are in search of people who are equally passionate about pursuing their craft to join the team.

Summary

The Territory Sales Manager leads our efforts with select distributor partners capitalizing on the overall sales potential of our brand portfolio. This role reports to the Area Sales Manager or Regional Sales Manager. The Territory Sales Manager is responsible for the achievement of key business objectives including sales, distribution, brand priorities, budget management, and market share growth as created through our annual business planning process for a designated territory.

Responsibilities

• Execute the plan to achieve our volume, distribution, and execution targets for distributors in designated territory
• Support all distributor facing communication, strategy, and relationship within area
• Manage pricing along with the Regional Director/Manager throughout the specific region, including FOBs, recommended PTRs and PTCs for every distributor within territory
• Introduce accounts and distributors to our existing and new beers, brands, packages, and draught
• Build and sustain quality relationships with the key distribution and decision makers in key retail accounts to enhance our sales capabilities and drivers
• Ensure flawless execution of programs by distributor personnel
• Drive execution of all chain programs (i.e. distribution, promotions, programming) and authorizations through distributor execution and sales team support
• Stay current within the competitive landscape both in the retail and beer space, and seek out new opportunities to increase sales and penetration within territory
• Provide market insights to the Regional Director/Manager and other cross functional team members as needed
• Maintain self-education on all our beer brands, the local market, and the beer industry in general
• Work with distributors approximately 30% of the time, with the remaining 70% of the time focused on getting out in the market

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree in related field preferred
• 3-5 years of related sales experience within the food or beverage industry, preferably in craft beer sales and working within three-tier system
• Ability to manage complex sales, sales programs, and portfolios of initiatives through excellent influence and customer service skills
• Effective and persuasive communicator with outstanding presence, presentation and negotiation skills that constantly strives for simplicity and clarity?
• Solid execution skills with a passion for getting into the details where appropriate to make effective decisions and drive results?
• Cicerone Certified Beer Server certificate or higher desired
• Proficiency with Microsoft Excel, Word, PowerPoint, and Outlook
• Flexibility to travel as needed, including weekends where necessary to drive sales and connect with customers
• Regular travel required to retail accounts. Must have a clean Motor Vehicle Record and reliable transportation with vehicle insurance in good standing

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear; and taste or smell. The employee frequently is required to sit. The employee is frequently required to stand, walk, and occasionally stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, and ability to adjust focus.

Work Environment

While performing the duties of this job, the employee is regularly exposed to fumes or airborne particles. The employee is frequently exposed to outside weather and traffic conditions. The noise level in the work environment is occasionally loud.

Compensation, Benefits & Perks

• Annual Salary Range: $68,000 - $72,000
• Annual Sales Bonus Plan: 30% of Annual Salary
• Comprehensive Health Insurance, 401K, and Bonuses for Eligible Team Members
• Company beer perks program and discounts
• Paid Time Off - including Vacation accrual, Sick Leave, and 12 paid Holidays
• Benefit programs supporting Financial Wellness, Health & Wellness and Career Development

Sapporo USA and Stone Brewing is an equal employment opportunity employer and does not discriminate against applicants or employees because of race, color, religion, national origin, sex, age, citizenship status, various ability status, genetic information, sexual orientation, or gender identity or expression of an otherwise qualified individual, or membership in any other class protected by applicable law. Sapporo USA and Stone Brewing hires and promotes individuals based on their qualifications for the job to be filled.

Sapporo USA and Stone Brewing seeks to build a culturally diverse staff where differences are valued and respected. Women, minorities, individuals with various abilities, veterans, LGBTQ+ and intersectional individuals are encouraged to apply.