Stone Brewing

Sales

• Partner with Regional Sales Manager to develop volume, distribution, and execution targets for distributors in designated territory
• Lead distributor facing communication, strategy, and relationship within area
• Manage distributor inventory and shipments to ensure appropriate in-stock rates of all Sapporo-Stone items
• Manage co-op budgets with distributors, ensuring that the budgets and spending are always updated
• Manage pricing along with the Regional Director/Manager throughout the specific region, including FOBs, recommended PTRs and 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 any team members 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 Regional Director 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 60% of the time, with the remaining 40% of the time focused on getting out in the market, approximately 25-30 retail account visits a week

Area Sales Manager

Account Executive

• Manage weekly sales route, visiting an average of 50-55 retail accounts per week
• Prospect and secure new business by determining focus areas within designated territory, setting up presentations and utilizing stop-by techniques
• Develop and share a monthly route plan and recap to Regional Sales Manager
• Introduce accounts to our existing and new beers, brands, packages, and draft
• Drive accurate execution of programs by distributor personnel
• Build and sustain quality relationships with the key distribution and decision makers in the retail accounts to enhance our sales capabilities and drivers
• Ensure company standards and quality control are met in both the on/off premise channels
• Deliver the target volumes and distribution goals as stated in the specific region plan and documented through our KPIs
• Set up and execute in-store promotions and special events as needed
• Oversee execution of all marketing programs within retail accounts
• Manage chain execution (distribution/promotions/programming) with assigned accounts
• Place point of sale (POS) items in retail accounts as directed
• Audit accounts for pricing surveys to document price points on the shelf for portfolio
• Identify and establish new relationships with target accounts through persuasive and effective selling techniques
• Communicate daily with management team to ensure issues are resolved in a timely basis
• Maintain self-education on all our beer brands, the local market, and the beer industry in general
• Participate in sales meetings, training sessions, shows, and events at the customer and distributor level as it pertains to assigned industry segment
• Send weekly recaps to distributor sales managers communicating secured placements, upcoming events, chain gaps, out of code, or other action items

Area Sales Manager

Area Sales Representative