Regional Sales Manager - San Diego/Orange County, CA

Description

 Sapporo brewed the first beer of Japan in 1876. It’s now the number one selling Asian beer brand in the U.S. thanks to its best-selling Sapporo Premium. Sapporo acquired Stone Brewing in 2022 to brew all of Sapporo’s beer for the U.S. market. Stone Brewing, established in 1996, pioneered the West Coast Style IPA helping to fuel the modern craft beer revolution. Now one company, Sapporo-Stone Brewing is among the 15 largest breweries in the U.S. and operates production facilities in Escondido, CA and Richmond, VA plus seven Stone Brewing taproom and bistro locations. We’ve enjoyed a rich history following our passion and are in search of people who take great pride in building our legacy for the future.

Summary

 This Regional Sales Manager leads our efforts with our distributor partners, capitalizing on the overall sales potential of our brand portfolio typically across multiple states and territories. This role reports to the VP, Regional Sales and may lead Area Sales Manager(s) and/or Area Sales Representatives(s) in their designated territory. The Regional Sales Manager is responsible for the achievement of key business objectives including sales, distribution, brand priorities, budget management, and market share growth as created through our annual business planning process for designated territory. This role plans, organizes, and controls sales functions from conceptual stages through distribution cycles to optimize sales, profits and meet or exceed sales, marketing and growth objectives while providing optimal customer service.

Responsibilities

• Partner with VP, Regional Sales to develop volume, distribution, and execution targets for distributors in designated territory
• Lead and coach the Regional Sales team in developing the activity and plans for each key distributor, ensuring clear and measurable objectives that will deliver our KPIs are set
• Lead all distributor facing communication, strategy, and relationships within territory
• Manage co-op budgets with distributors, ensuring that the budgets and spending are always updated
• Manage pricing throughout the specific region, including Freight on Board (FOBs), recommended Price to Retail (PTRs) and Price to Customer (PTCs) for every distributor within territory
• Build relationships with key wholesaler team members including General Manager, sales leadership, each channel manager, and other key personnel
• Ensure flawless execution of programs by distributor personnel and internal sales team
• Drive execution of all chain programs (i.e. distribution, promotions, programming) and authorizations through distributor execution and sales team support
• Build skills and capabilities of Area Sales Manager(s) and/or Area Sales Representative(s) by working with them on a weekly basis and providing coaching and development on sales core competencies
• Adhere to agreed-upon dollar budgets and all company policies as set by management and the company
• Stay current within the competitive landscape both in the retail and beer space, and seek out new opportunities to increase sales and penetration within territory
• Provide market insights to the VP, Regional Sales and other cross functional team members as needed
• Promote ongoing education for regional sales team on both our brand portfolio as well as the broader beer industry
• Work with distributors approximately 80% of the time, with the remaining 20% of the time focused on getting out in the market. Visit an average of 5-10 retail accounts per week and document all activity

Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree in related field
• 7-10 years of related sales experience within the food or beverage industry, preferably in beer sales and working within three-tier system
• Proven track record managing complex sales, sales programs, and portfolios of initiatives through excellent influence and customer service skills
• Effective and persuasive communicator with outstanding presence, presentation and negotiation skills that constantly strives for simplicity and clarity
• Experience coaching, developing and leading direct reports preferred
• Solid execution skills with a passion for getting into the details where appropriate to make effective decisions and drive results
• Cicerone Certified Beer Server certificate or higher desired
• Proficiency with Microsoft Excel, Word, PowerPoint, and Outlook
• Flexibility to t