Territory Sales Manager - Arizona and New Mexico
Who We Are:
Firestone Walker Brewing Company (FW) began in 1996 as a small brewery with roots in the wine country on California’s Central Coast. Now a regional craft brewery, our singular purpose remains – to craft the world’s best beers. We are passionately in pursuit of the perfect beer… and never satisfied.
What the job involves:
As a Territory Sales Manager, (TSM) your role is ultimately charged with increasing the sales of the most awarded beers in America. You oversee an area territory including several high-volume distributors and a team of FW full time Market Managers (MM). You are responsible for managing their time, their development, and their training. A key aspect of the role and critical factor to your success is the business planning and relationship management for all distributors in the territory as well as growth of FW brands within each distributor. This position also includes indirect account responsibility for key on and off- premises accounts, assisting your MMs to secure new distribution in existing and new top accounts, and working closely with the MM and the distributor network in the assigned territory to maintain/develop all accounts. The TSM partners with the Sales Director to set priorities and execute the business plan for a high priority sales territory.
The responsibilities of the position include, but are not limited to, the following activities:
Achieve territory and individual distributor goals set forth in the Annual Business Plan each year. Implement sales and marketing plans across the territory. Weekly work-withs in the market with MMs and key wholesaler personnel. Overall distributor daily management in territory including pricing, inventory, and revenue responsibilities. Development, communication and tracking of all distributor programming. Development of key accounts in collaboration with the National Accounts team. Manage chain execution with the National Accounts Manager for the territory. Be the key contact person representing FW to all important distributor personnel. Training of distributor sales teams and any new FW salespeople for your market (if applicable). Evaluate each distributor in your territory every Trimester (performed at Trimester reviews). Ownership of all Territory Budgets and Spending in territory, including the planning and tracking process. Develop and maintain strong, positive relationships with account staff and distributor sales personnel. Travel to company sales meetings; participate in market focus days in other territories and work with other members of the FW team to execute/achieve the sales plan. Maintain all sales goals and personal budgets outlined to you and your territory including the use of all point-of-sale materials in accordance with budgeting market objectives. Achieve FW’s market plan, sales & revenue goals through distributor collaboration. Follow and maintain monthly, trimester, and annual distribution and volume goals for each distributor. Achieve and/or maintain FW market and quality standards throughout the territory. Develop relationships with all distributors in the assigned territory. Conduct distributor sales meetings monthly and each trimester. Provides support and follow through for the National and Regional accounts (E.g., closing mandated distribution gaps). Challenge the status quo with distributors and retailers. Identify and prioritize opportunities for incremental volume at local and regional level.
Beer Before Glory