We are currently hiring a Brewery Area Sales Manager in East Bay, CA. Ideal candidates will live in Solano, Alameda or Contra Costa Counties.

NEW GLORY AREA SALES MANAGER – East Bay, CA

DESCRIPTION

This position requires visiting retail accounts and working closely with distributor personnel to increase distribution, influence rate of sale, and drive volume. This position requires effective collaboration with wholesale partners to achieve sales, distribution, and marketing goals. This position will be required to work evenings and weekends on occasion. This position requires self-management and structuring of a work week.

Weekly Structure (subject to change):

• MONDAY – Admin. (Half Day)
• TUESDAY – Trade visit.
• WEDNESDAY – Trade visit.
• THURSDAY – Trade visit.
• FRIDAY – Trade visit.

Territory Geography (subject to change):

• Contra Costa County
• Sonoma County
• Marin County
• Napa County
• Mendocino County
• San Francisco County
• Lake County
• San Joaquin County
• Alameda County
• San Mateo County
• Calaveras County
• Tuolumne County
• Stanislaus County
• Santa Clara County
• Mariposa County
• Merced County
• Madera County
• Fresno County
• Kings County
• Tulare County

Wholesalers (subject to change):

• Delta Pacific Beverage
• Morris Beer Distributors

Market Development:

• Constantly identify business opportunities for New Glory Craft Brewery in the market.
• Work with retail accounts to sell in draft and package items at retail.
• Execute visibility/velocity activities to influence rate of sale, including but not limited to:
• Shelf positioning improvements.
• Retail and distributor staff educations.
• Implementation of point of sale (POS).
• Selling in and building displays.
• Implementing price promotions.

• Develop rapport/relationships with retailer and distributor personnel.
• Maintain product freshness of New Glory brands by monitoring distributor warehouse rotation, retail back-room rotation, display rotation, and shelf rotation.
• Remove all expired beer from shoppable retail locations and notify the Sales Manager and wholesaler with unit quantities and code dates.

• Maintain sales bag and have at minimum these items on hand daily when visiting the trade:
• Business cards, cold samples, coasters, sales bag, pens, note pad, large black marker, sales sheets, cooler statics, shelf strips, measuring tape, zip ties, UPC sheet, distributor pricing, and profitability chart.

• Maintain a list of retail contacts and communicate weekly beer releases and availability via e-mail.

Distributor Collaboration:

• Build and execute an Annual Business Planning meeting annually with each wholesaler.
• Meet with distributor management a minimum of once per quarter to recap a previous quarter, discuss current initiatives, plan for a succeeded quarter, and more.
• Execute 2 general sales meeting presentations with each wholesaler per year.
• Maintain clean and current distributor inventories by focusing on rotating and seasonal beers, as well as focusing on SKUs with an excess of inventory.
• Presell upcoming limited beer quantities to retailers prior to their arrival in the market and communicate presale commitments to distributor.
• Schedule a minimum of 2 distributor work-withs per month.
• Communicate to distributor sales rep when in their territory and plan account visits to assist them.
• Submit weekly e-mail to distributors communicating upcoming beer releases, quantities, expectations, and more.
• E-mail weekly trade visit recaps to pertinent distributors and personnel weekly to include:
• Thorough attached KARMA recap.
• Actionable distributor follow-up items.
• Newly booked events.
• Upcoming events for that week.

• Produce quarterly performance recaps for each distributor and e-mail to appropriate distributor personnel. Recap to include:
• Volume, distribution, ROS performance.
• S.W.O.T. analysis.
• Personnel acclaim when warranted.

Communication:

• KARMA – Thorough and accurate notes entered in to KARMA after every account visit.
• Include pictures when necessary.

• Maintain professional and open lines of communication.
• Communicate any and all successes, opportunities, issues, and threats in the market to Sales Manager and, when necessary, to distributor personnel.

Management:

• Maintain a general work calendar.
• Submit a weekly planner every Monday to the Sales Manager to include the following items:
• What geographic area you will be working in each day, which accounts and occasions you will be visiting each day, 3 goals listed for each account visit, a list of upcoming events and promotions, status of quarterly focus goals, and time off.

• Plan weekly account visits by utilizing the following, but not limited to, reports in iDig:
• 30-day On-Premise Lost Account Report
• 90-day Off-Premise Lost Account Report
• New Placement Report
• Top 25 On/Off-Premise Reports by Volume (CEs) by Zip Code

• Schedule appointments with retailers to sample buyers and staff on existing and new New Glory beers for consideration.
• Track and manage spending budget.
• Submit company credit card expenses, out of pocket expenses, and mileage at the beginning of every month.

Measurables:

• Minimum of 40 quality account calls per week.
• 100% completion of weekly, monthly and quarterly focus goals set by VP of Sales.

Allowances:

• Company car.
• Or $0.62 per mile reimbursement.

• Company cell phone.
• Company laptop/computer or tablet.

Job Type: Full-time

Pay: $62,500.00 - $70,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Employee discount
• Health insurance
• Mileage reimbursement
• Paid time off

Schedule:

• 8 hour shift
• Day shift
• Monday to Friday

Supplemental pay types:

• Bonus pay

Education:

• High school or equivalent (Preferred)

Experience:

• Sales Experience: 1 year (Preferred)

License/Certification:

• Driver's License (Required)

Work Location: On the road

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