Territory Sales Manager

Deschutes Brewery; San Jose (CA); On-site; USD 90,000 - 130,000; Full time

Job summary

Deschutes Brewery in San Jose, CA is seeking a high-energy Territory Sales Manager to grow the Deschutes portfolio in Northern California. You will manage distributor relationships, drive account performance, and execute national accounts programs.

Travel four days a week and be the primary field contact for distributors. Responsibilities include growing market share, merchandising, promotions, and events, plus maintaining strong retailer partnerships.

Qualifications

• 2-4+ years in Brewery or Distributor Sales Management.
• Excellent distributor processes knowledge and market analytics.
• Strong communication, organization and planning skills.

Responsibilities

• Execute account calls with key on/off premise accounts.
• Grow share of mind with distributors, retailers, and consumers.
• Maintain partnerships with key accounts through visits and reviews.
• Ensure merchandising, displays, and inventory across the market.
• Lead pricing, promotions, sampling, and ad activity under programs.
• Act as field connection to distributors and drive partnerships.
• Support launching new brands and sponsor events.
• Communicate pricing to distributors/retailers and manage budgets.

Skills

Brewery/Distributor Sales Management

Sales forecasting

Market analytics

Budgeting

MS Office

Relationship building

Education

College degree preferred

Tools

KARMA/VIP

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.

We are currently recruiting for a high energy, experienced sales professional to join the Deschutes Brewery team as a Territory Sales Manager based in San Jose, CA. The Territory Sales Manager will be responsible for growing the Deschutes Brewery portfolio in the assigned Northern California market. This role will serve as a key member of the sales team and will be responsible for building and maintaining relationships with our distribution and account partners to promote Deschutes Brewery brands within the territory. Territory Sales Managers are accountable for achieving assigned volume and profit goals, assigned distribution goals, volume per outlet goals and securing all account standards. This role is a first level business leader, responsible for management of multiple distributors and retail accounts. Travel is required in this role; time in the market is ideally 4 days per week. This position is based in San Jose, CA.

What You'll be Doing:

• Responsible for successful execution of account calls with key on and off premise accounts.
• Grow share of mind with Distributors, Retailers and Consumers while increasing market share.
• Build and maintain strong partnerships with key accounts through conducting visits and business reviews.
• Ensure proper Merchandising, POS, displays and account inventory across market.
• Executes all National Accounts programming which include pricing, features, sampling, displaces and ad activity.
• Acts as the primary field/street level connection to Distributors and drives Distributor partnership.
• Assist with launching new brands, executes brand promotions, events and sponsorships.
• Communicates pricing and programming to Distributors and Retailers.
• Responsible for achieving all outlined sales goals and tracking and managing designated budgets.

Position Requirements:

• Must live in the market and have excellent established relationships within the territory.
• 2-4+ years of proven excellence in Brewery or Distributor Sales Management preferred. College degree preferred.
• Must have excellent working knowledge and demonstration of skills relating to distributor processes (three tier system), national accounts, achieving results, market analytics, inventory management, market trends, retail execution, forecasting, and budgeting.
• Excellent verbal, written, and presentation communication skills.
• Top level organization and planning skills.
• Demonstrated self-starter and excellent motivational and influencing skills-set.
• 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.
• Must be able to travel 4 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 product in an assigned territory.