Sales Division Director, Mountain West

Nombase; Denver (CO); On-site; USD 120,000 - 180,000; Full time

Job summary

Deschutes Brewery, a leading craft brewery, seeks a Division Director to oversee the Mountain West sales division from Denver, CO. You will manage key distributor relationships, drive growth, and execute strategic sales plans across Montana, Wyoming, Colorado, and Utah.

You will lead pricing strategy, budgeting, and ABP/MBR processes, while traveling within the territory. Strong leadership, analytics, and communication skills are essential for success.

Qualifications

• 8+ years of proven excellence in Brewery or Distributor sales management, including 3-tier system knowledge.
• Bachelor's degree preferred.
• Proven leadership credentials and results in team management and sales growth.
• Excellent verbal, written, and presentation skills.
• Strong organization and planning capabilities.
• Self-starter and motivational mindset.
• Proficient with MS Office (Word, Excel, Outlook, PowerPoint).
• Valid driver's license and ability to travel within territory.

Responsibilities

• Sets and represents the standard of excellence in sales, leadership, management, communication, contribution, training, development, and character for the sales organization.
• Owns and represents their Division; communicates business conditions, trends, analytics, and needs to Brewery senior staff.
• Maintains weekly Division Director calls with VP of Sales covering market and distributor conditions.
• Maximizes distributor execution and achieves 'Preferred Supplier Status' with key distributors.
• Directs the Annual Business Plan (ABP) and Monthly Business Review (MBR) processes for all distributors.
• Leads pricing, budgets, and inventory oversight for the division.
• Aligns with VP of Sales; acts as lead analyst on brand priorities and spending recommendations.

Skills

Distributor sales management

Market analytics

Forecasting

Budgeting

Team leadership

Communication skills

MS Office

Education

Bachelor's Degree

Tools

KARMA/VIP or similar system

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 Division Director is a key leadership role at the Brewery, accountable for sales performance in the newly created Sales Division of Mountain West, covering Montana, Wyoming, Colorado and Utah. Reporting into and working in close partnership with the VP Sales, the Director will be the strategic relationship manager for key customers in the four Mountain West states, including the new Reyes Beverage Group Colorado division, Carlson Distributing in Utah and Summit Beverage in Montana, as well as other key partners in Montana and Wyoming. The Director will also be execution lead, working closely through distributor partners to achieve first-class growth and execution. This position is based out of Denver, CO.

The Division Director will be a member of the Brewery's Sales Leadership team, and will play a leading role in developing and implementing sales strategy on the growing Deschutes Brewery portfolio, including Fresh Squeezed IPA, Boneyard Beer, PARTYBOMB and FireLyte flavored malt beverages.

• 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.
• Owns and represents their Division and is responsible for communication of business conditions, trends, analysis, action plans and needs to Brewery senior staff.
• Maintains and executes weekly Division Director calls with VP of Sales covering market & distributor conditions, feedback, actions and needs. (Weekly)
• Exemplifies an entrepreneurial spirit in all interactions with Brewery Co-Owners to adapt to changing business conditions to achieve all goals and objectives.
• Acts as the Division's loudest advocate and toughest critic to constantly strive for nothing short of excellence.
• Lives & brings to life the Deschutes Sales Values of Passion, Knowledge & Discipline every day.
• 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:

• 8+ 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.
• Proven leadership credentials and results in team management and sales growth over a period of 4+ years.
• 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.

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