Area Sales Manager, Pacific Northwest Division

Deschutes Brewery • Spokane, WA

22h • Hybrid

About The Position

The Area Sales Manager (ASM) is a key leadership role in the PNW Division, the largest Division in the company, accountable for sales performance in the in the geography covered by The Odom Corporation (Eastern Washington, North Idaho, Alaska & Hawaii) and Hayden Beverage (South & East Idaho). With two direct reports (Regional Sales Manager Idaho and Field Sales Representative Eastern Washington), the ASM will work closely with the Division Director to both strategically manage distributor relationships and ensure first-class sales execution. This position can be based out of Spokane WA or Boise, ID.

The Area Sales Manager (ASM) will largely work through distributor sales teams to drive the performance of the growing portfolio of Deschutes Brewery brands (including Fresh Squeezed IPA, Boneyard Beer, PARTYBOMB & FireLyte Flavored Malt Beverages) but will also spend time in the field, developing relationships with key retail accounts and unlocking sales potential both with and independent of distributor representatives. The ASM will have budgetary responsibility, working to maximize the impact of marketing dollars, and pursuing sales leads in an entrepreneurial and cost-effective manner.

Requirements

• 5+ Years of proven excellence in Brewery or Distributor sales management.
• Must have excellent working knowledge and demonstration of skills relating to Distributor processes (3 tier system), National Accounts, achieving results, market analytics, inventory management, market trends, retail execution, forecasting, and budgeting.
• Demonstrated excellence of verbal, written, and presentation communication skills.
• Top level organization and planning skills.
• Demonstrated self-starter and motivational skills.
• Ability to work proficiently with all standard Microsoft Office Applications (Word, Excel, Outlook, PowerPoint).
• Must have a reliable, registered and insured personal vehicle used for business travel purposes.
• Must have a valid driver's license and be able to pass pre-employment motor vehicle record (MVR) screening and 7-year criminal history background check.

Nice To Haves

• Bachelors Degree Preferred.
• Preferred previous knowledge of KARMA/VIP or similar system.

Responsibilities

• Sets and represents the standard of excellence in sales, leadership, management, communication, contribution, training, development, and character for the entire sales organization and Brewery senior staff.
• Exemplifies an entrepreneurial spirit in all interactions with Brewery Co-Owners to adapt to changing business conditions to achieve all goals and objectives.
• Lives & brings to life the Deschutes Sales Values of Passion, Knowledge & Discipline every day.
• Maintains a skill and career development mindset for all team members.
• Executes and directs the annual Performance Review & Development Plan process.
• Oversees ongoing development plans and professional growth for all direct reports.
• Advocates for an ensures Implementation of existing and new training modules and sales systems.
• Completes and manages weekly 1x1s, annual performance reviews, and divisional meetings.
• Responsible for budget management and budget approval for all direct reports.
• Communicates all Brewery priorities, standards, goals, objectives, supporting and educational materials.
• Consistently manages the availability, visibility, and velocity of brands as controlled by Distributor partners.
• Maximizes Distributor execution share of mind. Drives Distributor relationships to "Preferred Supplier Status" with all key Distributors as the senior-level business, relationship and communications manager for the Brewery.
• Directs the Annual Business Plan (ABP) and Monthly Business Review (MBR) processes for all Distributors with frequencies set by VP of Sales.
• Leads ownership and communication to the Brewery on all Distributor forecasts, goals, programming, trends, analysis, and actions.
• Holds accountability and oversight for all regional Distributor budgets, spending plans and approvals for all sales managers.
• Aligns with the VP of Sales and acts as a lead analyst on all pricing (margins, price increases) brand priorities, budgets (marketing spends and commitments) and spending recommendations.
• Oversees inventory analysis and orders.
• Maintains monthly senior-level (Branch Manager, GM, President, etc....) Distributor communication and connection.
• Identifies incremental brand and sales growth opportunities within their Division and works with Brewery resources to develop goals, strategies, objectives, tactics and accountabilities to achieve success.
• Aligns all National Accounts execution and programming opportunities with the National Accounts team and communicates plans and expectations through Division sales team.
• Oversees pricing and portfolio strategy for all Division territories.
• Provides recommendations or approvals for all significant marketing opportunities, events and sponsorship opportunities with guidance from the VP of Sales and CMO.
• Must follow and adhere to all Deschutes Brewery company policies, procedures, and Core Values.
• Performs other duties as assigned.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: Associate degree