Area Sales Manager, Pacific Northwest Division

Deschutes Brewery; Spokane (WA); On-site; USD 90,000 - 130,000; Full time

Job summary

Deschutes Brewery, a top craft producer, seeks an Area Sales Manager to lead the PNW division's distributor sales network, manage budgets, and drive growth through key accounts and markets. The role emphasizes leadership, strategic planning, and hands-on field activity across Idaho, Washington, Alaska, and Hawaii markets.

You will collaborate with distributors to optimize brand visibility, execute national account programs, and mentor a team to achieve aggressive revenue targets while

Qualifications

• 5+ years in brewery or distributor sales management.
• Experience with 3-tier system and National Accounts.
• Strong budgeting, forecasting and market analytics skills.
• Excellent verbal, written and presentation communication.
• Top organizational and planning abilities.

Responsibilities

• Provide sales leadership across the division and set the standard for excellence in leadership, management, and communication.
• Develop and implement distributor relationships to achieve Preferred Supplier status.
• Direct annual business plans and monthly reviews with distributors.
• Oversee pricing, margins, marketing spends, and budget allocations.
• Identify growth opportunities and align national accounts execution with division strategy.
• Lead talent development, performance reviews, and training programs.

Skills

Distributor processes

National Accounts

Forecasting

Budgeting

Market analytics

Retail execution

Leadership

Education

Bachelor's degree preferred

Tools

KARMA/VIP

MS Office

Job description

Founded in 1988 in Bend, Oregon, Deschutes Brewery has been pushing the craft beer movement forward for more than three decades. Today, we're proud to be the 6th largest independent craft brewery in the United States, with a reputation built on innovation, quality, and a whole lot of passion for producing a great product. Deschutes continues to grow, with a footprint in all 50 states one of the fastest growing non-alcoholic portfolio's in the country. We've also partnered with brands including Patagonia Provisions, Boneyard Beer and PARTYBOMB, a new-to-world flavored malt beverage. From hop-forward classics to creative seasonal releases, award winning non-alcoholic beers to flavor forward malt beverages, we're driven by one simple goal: brew damn tasty beverages that bring people together. If you're looking to do meaningful work with people who care deeply about their craft -and know how to have fun along the way- Deschutes Brewery is a place where you can grow and make an impact.

The Area Sales Manager (ASM) is a key leadership role in the PNW Division, the largest Division in the company, accountable for sales performance in the in the geography covered by The Odom Corporation (Eastern Washington, North Idaho, Alaska & Hawaii) and Hayden Beverage (South & East Idaho). With two direct reports (Regional Sales Manager Idaho and Field Sales Representative Eastern Washington), the ASM will work closely with the Division Director to both strategically manage distributor relationships and ensure first-class sales execution. This position can be based out of Spokane WA or Boise, ID.

The Area Sales Manager (ASM) will largely work through distributor sales teams to drive the performance of the growing portfolio of Deschutes Brewery brands (including Fresh Squeezed IPA, Boneyard Beer, PARTYBOMB & FireLyte Flavored Malt Beverages) but will also spend time in the field, developing relationships with key retail accounts and unlocking sales potential both with and independent of distributor representatives. The ASM will have budgetary responsibility, working to maximize the impact of marketing dollars, and pursuing sales leads in an entrepreneurial and cost-effective manner.

What You’ll Be Doing:

Sales Leadership

• Sets and represents the standard of excellence in sales, leadership, management, communication, contribution, training, development, and character for the entire sales organization and Brewery senior staff.
• Exemplifies an entrepreneurial spirit in all interactions with Brewery Co-Owners to adapt to changing business conditions to achieve all goals and objectives.
• Lives & brings to life the Deschutes Sales Values of Passion, Knowledge & Discipline every day.

People Development

• Maintains a skill and career development mindset for all team members.
• Executes and directs the annual Performance Review & Development Plan process.
• Oversees ongoing development plans and professional growth for all direct reports.
• Advocates for an ensures Implementation of existing and new training modules and sales systems.
• Completes and manages weekly 1x1s, annual performance reviews, and divisional meetings.
• Responsible for budget management and budget approval for all direct reports.
• Communicates all Brewery priorities, standards, goals, objectives, supporting and educational materials.

Distributor Development

• Consistently manages the availability, visibility, and velocity of brands as controlled by Distributor partners.
• Maximizes Distributor execution share of mind. Drives Distributor relationships to "Preferred Supplier Status" with all key Distributors as the senior-level business, relationship and communications manager for the Brewery.
• Directs the Annual Business Plan (ABP) and Monthly Business Review (MBR) processes for all Distributors with frequencies set by VP of Sales.
• Leads ownership and communication to the Brewery on all Distributor forecasts, goals, programming, trends, analysis, and actions.
• Holds accountability and oversight for all regional Distributor budgets, spending plans and approvals for all sales managers.
• Aligns with the VP of Sales and acts as a lead analyst on all pricing (margins, price increases) brand priorities, budgets (marketing spends and commitments) and spending recommendations.
• Oversees inventory analysis and orders.
• Maintains monthly senior-level (Branch Manager, GM, President, etc....) Distributor communication and connection.

Market Development

• Identifies incremental brand and sales growth opportunities within their Division and works with Brewery resources to develop goals, strategies, objectives, tactics and accountabilities to achieve success.
• Aligns all National Accounts execution and programming opportunities with the National Accounts team and communicates plans and expectations through Division sales team.
• Oversees pricing and portfolio strategy for all Division territories.
• Provides recommendations or approvals for all significant marketing opportunities, events and sponsorship opportunities with guidance from the VP of Sales and CMO.
• Must follow and adhere to all Deschutes Brewery company policies, procedures, and Core Values.
• Performs other duties as assigned.

What You Need for this Position

• 5+ Years of proven excellence in Brewery or Distributor sales management. Must have excellent working knowledge and demonstration of skills relating to Distributor processes (3 tier system), National Accounts, achieving results, market analytics, inventory management, market trends, retail execution, forecasting, and budgeting.
• Bachelors Degree Preferred.
• Demonstrated excellence of verbal, written, and presentation communication skills.
• Top level organization and planning skills.
• Demonstrated self-starter and motivational skills.
• Ability to work proficiently with all standard Microsoft Office Applications (Word, Excel, Outlook, PowerPoint).
• Preferred previous knowledge of KARMA/VIP or similar system.
• Must have a reliable, registered and insured personal vehicle used for business travel purposes.
• Must have a valid driver's license and be able to pass pre-employment motor vehicle record (MVR) screening and 7-year criminal history background check.

Physical Requirements & Working Conditions:

• Must be able to travel 3-days a week within designated territory.
• Ability to perform physical activities required by the job duties including occasionally lifting and moving up to 55 pounds individually and greater weights with assistance; ability to bend, stretch, stoop, climb, and perform other physical acts associated with selling, demonstrating, and marketing products in an assigned territory.
• Must follow all company safety protocols and requirements.
• Personal vehicle for business travel purposes.
• Varied conditions and temperatures during travel throughout territory. Typical work environment is indoors at designated accounts.
• Computer, cellphone and general office tools.