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Form of workWho We Are:
Firestone Walker Brewing Company (FW) began in 1996 as a small brewery with roots in the wine country on California’s Central Coast. Now a regional craft brewery, our singular purpose remains – to craft the world’s best beers. We are passionately in pursuit of the perfect beer… and never satisfied.
What the job involves:
As a Territory Sales Manager, (TSM) your role is ultimately charged with increasing the sales of the most awarded
beers in America. You oversee an area territory including several high-volume distributors and a team of FW full-time Market Managers (MM). You are responsible for managing their time, their development, and their training. A key aspect of the role and critical factor to your success is the business planning and relationship management for all distributors in the territory as well as growth of FW brands within each distributor. This position also includes
indirect account responsibility for key on and off- premises accounts, assisting your MMs to secure new distribution
in existing and new top accounts, and working closely with the MM and the distributor network in the assigned territory to maintain/develop all accounts.
The responsibilities of the position include, but are not limited to, the following activities:
- Achieve territory and individual distributor goals set forth in the Annual Business Plan each year
- Implement sales and marketing plans across the territory
- Weekly work-withs in the market with MMs and key wholesaler personnel
- Overall distributor daily management in territory including pricing, inventory, and revenue responsibilities
- Development, communication and tracking of all distributor programming
- Development of key accounts in collaboration with the National Accounts team
- Manage chain execution with the National Accounts Manager for the territory
- Be the key contact person representing FW to all important distributor personnel
- Training of distributor sales teams and any new FW salespeople for your market (if applicable)
- Evaluate each distributor in your territory every Trimester (performed at Trimester reviews)
- Ownership of all Territory Budgets and Spending in territory, including the planning and tracking process
- Develop and maintain strong, positive relationships with account staff and distributor sales personnel
- Travel to company sales meetings; participate in market focus days in other territories and work with other members of the FW team to execute/achieve the sales plan
- Maintain all sales goals and personal budgets outlined to you and your territory
- Achieve FW’s market plan, sales & revenue goals through distributor collaboration
- Follow and maintain monthly, trimester, and annual distribution and volume goals for each distributor
- Achieve and/or maintain FW market and quality standards throughout the territory
- Develop relationships with all distributors in the assigned territory
- Conduct distributor sales meetings monthly and each trimester
- Challenge the status quo with distributors and retailers
- Identify and prioritize opportunities for incremental volume at local and region level
What you should have to apply:
- Minimum bachelor’s college degree or equivalent experience
- Cicerone, or other Beer certification strongly preferred
- 3 years of beverage/consumer goods selling experience (preferred) and prior management experience
- Must understand IRI, Nielsen, VIP, and other data sources to evaluate business and make recommendations to retailers and distributors
- Strong oral communication skills: Ability to talk to others to convey information effectively; strong written communication skills
- Strong persuasion skills: Ability to influence others decision making or persuading others to change their minds or behavior through superior skill and knowledge of all our beers and the craft beer community
- Active listening skills - This is the key to all sales presentations, understanding your retailer can only be achieved by listening to their needs and then filling those needs
- Excellent time management: - able to be proactive and take initiative
- Excellent organization and coordination - detail oriented & able to manage priorities and routine functions effectively and efficiently
- Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do
- Decision making skills – able to collect, assess, and interpret relevant information and make sound judgments
- Negotiation skills - bringing others together and trying to reconcile differences
Other things you need to have:
- Competence with the use of a laptop and associated programs (Windows, Microsoft office suite of programs and HR Systems such as Paycom or similar)
- Experience with the use of a CRM program such as VIP Karma, Lilypad or similar
- A Valid Driver License with a good driving record, a reliable, registered, and insured vehicle, and ability to drive to and from accounts continuously
- Be available for overnight travel: 3 nights per month average
- Available to work nights and weekends and work more than 40 hours per week; and lift and or move up to 50 pounds
- Extensive Travel Required. Monthly average of 6 days/4 nights away from home supporting 5 state territory: Idaho, Alaska, Washington, Montana, and Oregon
- MUST RESIDE IN Seattle Metro Area
- MUST HAVE SUPPLIER OR DISTRIBUTOR EXPERIENCE PREFERABLY IN THE BEER DISTRIBUTOR NETWORK
What Firestone Walker Offers:
- Competitive compensation inclusive of a base salary and bonus.
- An excellent benefits package including:
- Health Insurance - 100% paid premiums for employee. Out of pocket family options are available.
- Medical
- Dental
- Vision
- Life insurance
- Accrued PTO (rate of 13 days per year to start)
- 9 paid holidays per year
- Accrued Sick Leave (1 hour for every 30 hours worked) 48 hours max usage per year
- 401(k) retirement plan including:
- Company paid profit sharing
- 4% matching
- Vehicle allowance
- Business Expense account
- Cell phone allowance
- Computer/internet allowance
- Flexible Spending Account (FSA)
- Company “Culturvation” initiatives inclusive of Service Awards
- A hosted Orientation Week that includes visiting all 3 CA facilities, within 6 months of hire
- Employee discounts on beer, merchandise, and meals
- Health Insurance - 100% paid premiums for employee. Out of pocket family options are available.
Remember:
Please submit a cover letter and resume with your work experience when applying.
Firestone Walker is an Equal Opportunity Employer and is committed to sustainable brewing practices inclusive of solar and water conservation initiatives.
