Chain Sales Manager

HANGAR 24 BREWERY•Redlands, CA

10d•$40 - $40

About The Position

Manage and grow a portfolio of key chain accounts (e.g., major grocery, convenience, liquor chains, mass merchandisers) Develop and execute annual business plans for each chain, including volume forecasts, promotional calendars, pricing strategies, and distribution targets Present new products, seasonal releases, and limited releases to chain buyers; secure placements and features Drive incremental sales through chain-specific programs, resets, displays, end-caps, and cold-box placements Negotiate chain promotions, pricing, and support (e.g., ads, digital marketing, in-store tastings) Distributor Partnership & Execution Collaborate closely with distributor sales teams and chain representatives to ensure program execution and compliance Conduct regular in-market-work-withs, ride-along, and chain surveys to monitor pricing, shelf space, merchandising, and inventory levels Provide training and support to distributor reps on our brand story, portfolio, and selling points Retail Execution & Merchandising Oversee retail standards across chain locations: product availability, proper rotation, point-of-sale materials, displays, and signage Identify and capitalize on opportunities for increased shelf space, cooler placements, and incremental distribution Analyze sales data, POS reports, and market insights to identify trends and growth opportunities Reporting & Analysis Track and report key performance indicators (KPIs): depletions, distribution points, revenue growth, and market share Prepare regular chain performance recaps, forecasts, and business reviews for brewery leadership Maintain accurate CRM records of all account interactions, opportunities, and chain communications Brand Representation & Events Serve as the primary brewery point of contact for assigned chains Represent the brand at chain meetings, trade shows, tastings, and industry events Stay current on craft beer trends, competitor activity, and three-tier system regulations

Requirements

3+ years of outside sales experience in the beverage alcohol industry, with a strong focus on chain/off-premise accounts (craft beer experience highly preferred)
Proven track record of growing sales and distribution in large chain retail environments
Deep knowledge of the three-tier distribution system and chain retail dynamics
Excellent relationship-building, negotiation, and presentation skills
Strong analytical skills with experience using sales data, POS systems, and CRM tools (e.g., VIP, Encompass, or similar)
Passion for craft beer with solid knowledge of styles, trends, and our portfolio
Ability to travel extensively within territory (80%+ field time); valid driver's license and reliable vehicle required
Must be 21+ years old; ability to lift 50+ lbs for occasional merchandising tasks

Nice To Haves

Experience working directly with major chains (e.g., Total Wine, Kroger, regional grocers, convenience chains)
Previous distributor or supplier-side chain/key account management experience
Cicerone certification or equivalent beer knowledge credentials

Responsibilities

Manage and grow a portfolio of key chain accounts
Develop and execute annual business plans for each chain
Present new products, seasonal releases, and limited releases to chain buyers; secure placements and features
Drive incremental sales through chain-specific programs, resets, displays, end-caps, and cold-box placements
Negotiate chain promotions, pricing, and support
Collaborate closely with distributor sales teams and chain representatives to ensure program execution and compliance
Conduct regular in-market-work-withs, ride-along, and chain surveys to monitor pricing, shelf space, merchandising, and inventory levels
Provide training and support to distributor reps on our brand story, portfolio, and selling points
Oversee retail standards across chain locations
Identify and capitalize on opportunities for increased shelf space, cooler placements, and incremental distribution
Analyze sales data, POS reports, and market insights to identify trends and growth opportunities
Track and report key performance indicators (KPIs)
Prepare regular chain performance recaps, forecasts, and business reviews for brewery leadership
Maintain accurate CRM records of all account interactions, opportunities, and chain communications
Serve as the primary brewery point of contact for assigned chains
Represent the brand at chain meetings, trade shows, tastings, and industry events
Stay current on craft beer trends, competitor activity, and three-tier system regulations