State Manager - California

Sazerac Company; California (MO); On-site; USD 146,000 - 220,000; Full time

Benefits offered by this job

Medical, dental, vision

401K

Paid time off

Location: California

Job summary

Sazerac Company seeks a State Manager to own the California market, overseeing a complex distributor network and driving performance across channels. You will translate brand strategy into execution and lead a high-visibility team responsible for volume, pricing, and market competitiveness.

The role requires leading multiple business priorities, strong analytical skills, and the ability to travel as needed.

Qualifications

• Bachelor’s degree required; Business/Marketing or related field preferred.
• 5+ years in sales and distributor management within beverage, non-alcoholic beverage, or CPG.
• Experience with supplier and/or distributor organizations; understands DSD and three-tier systems.
• Proven ability to lead large, complex markets and mobilize distributor or field sales teams.
• Strong financial and commercial acumen including budgeting, forecasting, pricing, performance analysis.

Responsibilities

• Own California market performance across volume, distribution, and KPI goals; hold distributors accountable.
• Lead distributor strategy and execution; align resources to top brands, customers, and channels.
• Identify growth opportunities across brand categories; own pricing, distribution, and programming planning.
• Use data sources to drive decisions, monitor performance, trends, and opportunities.
• Build and influence key customer and distributor relationships for market-wide execution.

Skills

Distributor management

Team leadership

Strategic thinking

Budgeting & forecasting

Travel willingness

Education

Bachelor’s degree in Business/Marketing or related field

Job description

Sazerac Company Overview

Build your career at Sazerac! With almost 400 years of rich history, Sazerac Company has thrived as an independent, American family-owned company with operations in the United States and around the world. Since the 2000s, Sazerac has averaged double digit growth every year! Sazerac Company produces and markets the most award-winning bourbons and whiskeys in the world, including Buffalo Trace, Pappy Van Winkle, Eagle Rare, Blanton’s, and Sazerac Rye. Additionally, Sazerac owns many popular brands across a range of spirits, including Fireball, Southern Comfort, Seagram’s V.O., Myers’s, Goldschläger, Parrot Bay, 99 Brand, and Platinum Vodka.

We’re proud of our award-winning culture and distilleries. Our Louisville office has been named one of the “Best Places to Work in Kentucky” four times, and our Buffalo Trace Distillery has earned the title of “world’s most award-winning distillery” through the dedication of our craftsmen for well over 200 years. Whether you’re a recent graduate or an experienced professional, Sazerac provides extraordinary opportunities for growth with competitive salaries and benefits in an exciting, entrepreneurial industry.

Company/Location Overview

Why Sazerac?

• Innovative and Forward-Thinking:Join a company that values innovation and excellence and is driving the future of the beverage industry.
• Rich Tradition:Join a team with a strong heritage of craftsmanship and quality, creating memorable experiences for our customers.
• Collaborative Environment:Work in an inclusive, collaborative atmosphere where your ideas and expertise are valued.
• Career Growth:Benefit from continuous learning opportunities and career development programs to advance your career.

Job Description/Responsibilities

This State Manager role owns the growth and performance of Sazerac’s California market, one of the most complex and the highest-volume market for Sazerac. You’ll serve as theprimary lead to our fragmented distributor network, setting clear priorities,driving performance-based accountability, and translating brand strategy into execution acrosson- and off-premise independent channels.This is a high-visibility leadership role where you’ll influence volume, distribution, pricing, profitability, and market execution while building strong partnerships across the three-tier system. If you know how to lead through complexity, mobilize partners, and turn strategy into results, this role gives you significant ownership of the market.

What You’ll Do

• Own Californiamarket performance across all metrics including volume, distribution and KPI goalsand holding distributor partners accountable to results
• Lead distributor strategy and execution, aligning resources and programs to Sazerac’s highest-priority brands, customers, and channels
• Identify and act on growth opportunities acrossbrand categories and own pricing, distribution, programming and innovation planning.
• Use various data sources to drive decisions, monitor performance, competitive activity, consumer trends, and emerging opportunities
• Build and influence key customer and distributor relationships, ensuring strong execution market-wide

Qualifications/Requirements

Required

• Bachelor’s degree in Business, Marketing, or a related field
• 5+years of sales and distributor management experience within beverage alcohol, non-alcoholic beverage, or CPG
• Demonstrated experience working with both supplier and/or distributor organizations, with a strong understanding of DSD and three-tier systems
• Proven ability to lead large, complex markets and mobilize distributor or field sales teams against multiple business priorities and KPIs
• Demonstrated track record of leading teams, developing talent, and driving business results
• Strong financial and commercial acumen, including experience with budgeting, forecasting, pricing, and performance analysis
• Valid driver’s license, willingness to travel throughout California, and ability to work non-traditional hours as needed

Preferred

• Experience managing national or key accounts across on- and off-premise channels
• Experience in brand marketing, trade marketing, or commercial strategy
• Experience managing a large, highly competitive market within a national supplier or distributor organization

Culture and Benefits

Sazerac offers a comprehensive compensation and benefits package that includes medical, dental, vision, 401K, paid time off, and more. These benefits may vary depending on location and work type. Learn more about how we support our employees here.

The annual salary range for this role is $146,400 - 219,600. Final compensation will be based on relevant experience, qualifications, geographic location, and internal pay equity considerations.

For roles within our commercial team - the Salary range refers to base salary only and does not include car allowance, annual bonus, fuel or cell phone reimbursement. Please ask your Talent Acquisition Partner for more information about our total rewards package. Sazerac is committed to equality of opportunity without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.