Territory Sales Manager - Nevada

$90,000 - $110,000/Yr

Firestone Walker Brewing Company - Las Vegas, NV

Full-time - Senior

Las Vegas, NV

Merchant Wholesalers, Nondurable Goods

About the position

Firestone Walker Brewing Company (FW) is seeking a Territory Sales Manager (TSM) to join our team in Nevada. As a TSM, you will be responsible for increasing the sales of our award-winning beers across your designated territory. This role involves overseeing a high-volume distributor and managing relationships with all distributors in the territory to ensure the growth of FW brands. You will be tasked with direct local chain account responsibilities, securing distribution in both existing and new accounts, and implementing sales and marketing plans that align with our Annual Business Plan. Your responsibilities will include achieving territory and individual distributor goals, managing pricing, inventory, and revenue responsibilities, and developing key accounts in collaboration with the National Accounts team. You will also be responsible for training distributor sales teams and new FW salespeople, evaluating distributor performance, and maintaining strong relationships with account staff and distributor personnel. Regular travel to company sales meetings and participation in market focus days will be required to execute and achieve the sales plan effectively. In this role, you will need to challenge the status quo with distributors and retailers, identify opportunities for incremental volume, and maintain all sales goals and personal budgets outlined for your territory. Your ability to communicate effectively, persuade others, and manage your time and priorities will be crucial to your success as a Territory Sales Manager at Firestone Walker Brewing Company.

Responsibilities

• Achieve territory and individual distributor goals set forth in the Annual Business Plan each year
• Implement sales and marketing plans across the territory
• Conduct weekly work-withs in the market with key wholesaler personnel
• Manage overall distributor daily operations in the territory including pricing, inventory, and revenue responsibilities
• Develop, communicate, and track all distributor programming
• Collaborate with the National Accounts team to develop key accounts
• Manage chain execution with the National Accounts Manager for the territory
• Serve as the key contact person representing FW to all important distributor personnel
• Train distributor sales teams and any new FW salespeople for your market
• Evaluate each distributor in your territory every Trimester during Trimester reviews
• Own all Territory Budgets and Spending in the territory, including planning and tracking processes
• Develop and maintain strong, positive relationships with account staff and distributor sales personnel
• Travel to company sales meetings and participate in market focus days in other territories
• Maintain all sales goals and personal budgets outlined for you and your territory
• 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
• Conduct distributor sales meetings monthly and each trimester
• Challenge the status quo with distributors and retailers
• Identify and prioritize opportunities for incremental volume at local and regional levels

Requirements

• Minimum bachelor's college degree or equivalent experience
• Cicerone or other Beer certification strongly preferred
• 3 years of beverage/consumer goods selling experience (preferred) and prior management experience
• Must understand IRI, Nielsen, VIP, and other data sources to evaluate business and make recommendations to retailers and distributors
• Strong oral and written communication skills
• Strong persuasion skills to influence decision making
• Active listening skills to understand retailer needs
• Excellent time management skills
• Excellent organization and coordination skills
• Social perceptiveness to be aware of others' reactions
• Decision making skills to collect, assess, and interpret relevant information
• Negotiation skills to reconcile differences

Nice-to-haves

• Experience with the use of a CRM program such as VIP Karma, Lilypad or similar
• Competence with the use of a laptop and associated programs (Windows, Microsoft Office suite, and HR Systems such as Paycom or similar)

Benefits

• Health Insurance - 100% paid premiums for employee
• Medical
• Dental
• Vision
• Life insurance
• Accrued PTO (rate of 13 days per year to start)
• 10 paid holidays per year
• Paid Sick Leave (48 hours per year)
• 401(k) retirement plan including company paid profit sharing and 4% matching
• Company Vehicle
• Business Expense account
• Cell phone allowance
• Computer/internet allowance
• Flexible Spending Account (FSA)
• Employee discounts on beer, merchandise, and meals