Distributor Sales Manager

Heartland Food Products Group; Arizona; On-site; USD 90,000 - 120,000; Full time

Job summary

Heartland Food Products Group is seeking a Distributor Sales Manager to drive revenue for Java House Espresso Martini Mix across Indiana and Arizona, coordinating with our distributor partner SGWS to expand distribution and strengthen execution in both states.

The ideal candidate has proven distributor sales experience, strong relationship-building skills, and a hands-on approach to achieving results, including training distributor teams and expanding account penetration.

Qualifications

• Proven ability to grow sales and develop accounts.
• Strong understanding of distributor sales processes and execution at account level.
• Ability to train, motivate, and influence distributor sales teams.
• Excellent communication, presentation, negotiation, and organizational skills.

Responsibilities

• Develop and execute sales plans for Indiana and Arizona across on-premise accounts and standalone liquor stores.
• Manage the distributor partnership with SGWS and align priorities for execution.
• Identify and secure new account placements; grow sales and reorders in existing accounts.
• Support on-premise menu placements and beverage adoption with decision-makers.
• Collaborate with standalone liquor stores to improve availability, visibility, and sell-through.
• Provide product training and participate in sales meetings with distributor reps.
• Build relationships with owners, buyers, managers, and bartenders to drive trial and long-term growth.
• Monitor revenue, distribution, account activity, and opportunities; address gaps in execution.
• Share customer feedback and market opportunities with the Java House team.
• Maintain active field presence in Indiana and Arizona.

Skills

Distributor sales

Account development

Relationship building

Training & coaching

Communication & negotiation

Travel readiness

Indiana & Arizona markets

Job description

Brand: Java House Espresso Martini Mix Location: Indiana-based Markets: Indiana and Arizona

Position Overview

Java House is seeking a Distributor Sales Manager to grow revenue for the Java House Espresso Martini Mix brand across on-premise accounts and off-premise standalone liquor stores in Indiana and Arizona.

This Indiana-based role will work closely with our distributor partner, Southern Glazer’s Wine & Spirits (SGWS), to expand distribution, increase sales in existing accounts, and strengthen execution in both markets. The ideal candidate brings previous distributor sales experience, strong relationship-building skills, and a hands-on approach to driving results. Experience working with SGWS is preferred.

Key Responsibilities

• Drive revenue growth: Develop and execute sales plans for Indiana and Arizona across on-premise accounts and standalone liquor stores.
• Manage the distributor partnership: Build productive relationships with SGWS leadership, sales managers, and sales representatives to align priorities and drive execution.
• Expand distribution: Identify and secure new account placements while increasing sales and reorders within existing accounts.
• Develop on-premise business: Work with account decision-makers to secure menu placements and support adoption of Java House Espresso Martini Mix.
• Grow off-premise sales: Partner with standalone liquor stores to improve product availability, shelf visibility, merchandising, and sell-through.
• Support distributor sales teams: Conduct product training, participate in sales meetings, and work alongside distributor representatives on account visits.
• Build account relationships: Develop relationships with owners, buyers, managers, and bartenders to support trial, repeat purchases, and long‑term growth.
• Monitor performance: Track revenue, distribution, account activity, and reorders to identify opportunities and address execution gaps.
• Share market insights: Communicate customer feedback, competitive activity, and market opportunities to the Java House team.
• Travel across assigned markets: Maintain an active field presence in Indiana and Arizona.

Required Qualifications

• Demonstrated ability to grow sales, develop accounts, and manage business relationships.
• Strong understanding of distributor sales processes and account‑level execution.
• Ability to train, motivate, and influence distributor sales teams.
• Strong communication, presentation, negotiation, and organizational skills.
• Ability to work independently and manage priorities across two markets.
• Based in Indiana and able to travel throughout Indiana and Arizona.

Preferred Qualifications

• Previous experience working for or directly with SGWS.
• Experience selling into both on‑premise accounts and standalone liquor stores.
• Established distributor and account relationships in Indiana and/or Arizona.
• Experience supporting beverage brands through product education, menu placements, merchandising, and account activation.

What Success Looks Like

• Revenue growth across Indiana and Arizona.
• New account placements and expanded distribution in both channels.
• Increased sales and repeat orders within existing accounts.
• Strong engagement and consistent execution from SGWS sales teams.
• Improved brand visibility and customer adoption across target accounts.