Distributor Sales Manager

Heartland Food Products Group; Indiana; On-site; USD 90,000 - 130,000; Full time

Job summary

Heartland Food Products Group is seeking a Distributor Sales Manager to grow revenue for the Java House Espresso Martini Mix brand across Indiana and Arizona. This Indiana-based role collaborates closely with SGWS to expand distribution, strengthen account execution, and drive menu placements and product availability in both on-premise and off-premise channels.

The ideal candidate has proven distributor sales experience, strong relationship-building skills, and a hands-on approach to achieving

Qualifications

• Experience in growing accounts and managing distributor relationships.
• Ability to train, motivate, and influence distributor sales teams.
• Strong communication, negotiation, and organizational skills.

Responsibilities

• Drive revenue growth by developing and executing sales plans for Indiana and Arizona across on-premise and liquor stores.
• Manage the distributor partnership with SGWS to align priorities and drive execution.
• Expand distribution by identifying new accounts and increasing sales/reorders in existing accounts.
• Develop on-premise and off-premise sales through menu placements, merchandising, and activation.
• Train and support distributor sales teams; participate in account visits and meetings.
• Build relationships with owners, buyers, managers, and bartenders to foster trial and repeat purchases.
• Monitor performance and share market insights to improve execution and opportunities.

Skills

Sales growth

Distributor sales

Relationship building

Training teams

Communication

Travel

Tools

CRM software

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.