Sales Execution & Excellence Manager - hybrid, based in Petaluma, CA

There’s Always a Seat at Our Bar 

The Lagunitas Brewing Company began on a kitchen stove in Northern California in 1993 and has always looked to the future – whether supporting local communities by turning beer into money for the cause, or fueling stories, songs, and experiences with our IPA. Wherever you go: Beer Speaks, People Mumble. 

 

What You’ll Get

• Benefits – Awesome coverage for: Medical, Dental & Vision
• Time off - Approx 33 days off in your first year (combo of vacay, holidays and personal days)
• Retirement – up to 5% contribution on 401K plan
• BEER – and non-alcoholic Lagunitas beverages
• Schwag – 50% off food and merch
• Gym Membership – $50 monthly reimbursement for that beer belly (or at least to prevent it)
• Pet Insurance – keep your fur babies covered with pet insurance options
• Wheels - Eligible for Wheels automobile reimbursement program 
• Skills to Pay the Bills – professional development, 24/7 operation
• Opportunities – Expand your horizons in CA, Chicago . . . the world!
• It’s Friday, Ya’ll – Get Paid every other Friday, starting at: $114,811-$129,163

 

Please note - pay band may vary, based on where you reside.  The listed pay band is reflective of the city associated with this opening: Petaluma

Relocation is not required for this US-based national role

 

The Gist

The Execution Manager will design, plan & execute the sales execution strategy for Lagunitas, including Picture of Success implementation through our Field Sales Managers.  To do so, they will: develop and prioritize channels, identify negotiation strategies, coordinate services, communicate client needs, and meet consumer needs - based on the guidelines of each brand of the portfolio.

What You’ll Do

Channel Strategy

• Participate in the development and implementation of the commercial strategy which includes concrete sales plans and budgets for its channel/customers by:
  • providing and analyzing relevant information:
  • monitoring the performance of assigned brands/products/Field Sales Managers/Distributor partners
  • executing in accordance with channel strategies and brand guidelines
• Develop and manage priority channels, customer plans and customer relations.
• Responsible for designing, managing, and directing (strategically and operationally), all those actions carried out at the point of sale.
• Identify priorities, weaknesses and opportunities of the teams on the ground and:
  • develop marketing plans and strategies for our products
  •  supervise their implementation
• Ensure the execution of sales objectives at all points of sale. The 6 objectives are:
  • Price
  • Availability
  • Visibility
  • Promotions
  • Space
  • Payment conditions and volume
• Analyze information pertaining to the development and growth of your team, to identify possible threats or sales losses at points of sale.
• Develop and provide continuity to the annual events strategy, collaborating with sales and marketing stakeholders.
• Design the annual events execution strategy, according to brand guidelines and the role of each product in the company's portfolio.
• Manage the events budget and follow up to comply with the annual agenda and policies.

Channel Development and Brand Activities

• Identify customer needs and opportunities through ongoing relationships with operational marketing coordinators and key customers.
• Design annual activity plans (Promotion / Merchandising) by channel.
• Develop and execute brand and/or promotional actions with clients.
• Development of innovative and effective POS material.
• Provide training and qualification to the Sales Force for correct commercial execution (visibility, price, among others).
• Carry out control and monitoring (quantitative and qualitative) of the different activities.
• Verify the appropriate display of products in the best locations within the businesses.
• Coordinate the needs of materials for the point of sale (refrigerators, buckets, among others), as well as their use, control and maintenance
• Efficiently provide the required elements within the assigned budgets and within the usage policies.
• Analyze and organize the opportunities generated from the trade census and market opportunities according to budget.

Budget Management

• Develop, track and implement best in class budget management tool for best in class ROI structure
• Prepare annual budgets for brand activities for your channel, for approval by the Head of Sales
• Provide monthly monitoring of expenses