California Territory Manager

Fremont Brewing•Seattle, WA

2d•Remote

About The Position

Fremont Brewing Company is seeking a full-time California Territory Manager to lead sales execution and distributor performance across the state of California. This role is responsible for managing wholesaler relationships, driving account-level growth, expanding distribution, and ensuring strong brand execution across both on- and off-premise channels. The ideal candidate is a highly motivated, self-directed sales professional who thrives in the field, builds strong relationships, and takes ownership of performance in a fast-paced, growth-oriented environment.

Requirements

5+ years of craft beer or beverage sales experience.
Strong understanding of distributor structures, incentives, and route-to-market mechanics.
Proven ability to manage territory priorities independently and deliver measurable results.
Strong attention to detail, including inventory and ordering management.
Financial and analytical capability (forecasting, depletion analysis, goal tracking).
Excellent communication and relationship-building skills.
Strong computer proficiency (Microsoft Office, particularly Excel; web-based tools and email).
Ability to travel frequently, including overnight travel.
Valid driver’s license and clean driving record.
Ability to lift up to 160 pounds.
Must be at least 21 years of age.

Nice To Haves

Knowledge of the brewing process and draft systems.
Experience managing large territories or working with multiple distributors.
Experience launching new brands or expanding distribution in competitive markets.
Passion for craft beer and the community around it.
Strong sense of humor and humility.
Comfortable working with people from all walks of life.
Ability to answer the question, “Why Does Beer Matter?”

Responsibilities

Partner with Fremont Brewing leadership to establish annual growth goals by distributor and territory.
Develop and execute market-level plans to achieve volume, distribution, and brand objectives.
Build strong relationships with distributor leadership and sales teams through regular market visits, ride-alongs, and business planning.
Educate distributor sales reps on Fremont’s brands, culture, innovation calendar, and selling priorities.
Track distributor performance, identify execution gaps, and adjust market strategy as needed.
Manage distributor ordering timelines to align with production schedules and seasonal releases.
Forecast seasonal and innovation beer volumes by distributor and market.
Track, forecast, and manage inventory levels and ordering needs across distributors.
Monitor depletion rates and ensure healthy inventory rotation.
Monitor and manage code dates in the market to protect quality and brand reputation.
Support and manage point-of-sale (POS) execution and replenishment.
Call on an average of 8–10 accounts per day to drive placements and build long-term customer relationships.
Identify and open new points of distribution across both on- and off-premise channels.
Maintain and grow existing accounts through consistent follow-up, merchandising support, and program execution.
Maintain strong knowledge of competing brands and distributor portfolios in the market.
Plan and execute tastings, festivals, beer dinners, and key account events.
Collaborate with Marketing to support new product launches and market-specific campaigns.
Serve as a brand ambassador in-market, representing Fremont’s values and culture.