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Southwest Regional Manager- Ninkasi Brewing Company

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  • Southwest Regional Manager- Ninkasi Brewing Company

    Job Overview

    Please see more details and apply at

    The Southwest Regional Manager (SWRM) is responsible for the development and performance of all sales activities in Ninkasi’s Southwest region, which currently includes Southern California. This responsibility can be broken down into four primary elements:
    - Building and supporting an effective team of market managers,
    - Fostering strong partnerships with distributors,
    - Developing brand growth in the market,
    - Managing the team’s resources for maximal impact.

    All members of the Ninkasi community are expected to positively contribute to our culture of continuous improvement through intentional focus on the following objectives:

    - Safest Workplace
    o Everyone leaves work as good or better when they arrived.
    - Zero Waste
    o Relentlessly eliminating waste positively impacts our customers, our environment and ourselves.
    - Best Customer Experience
    o Our efforts transfer the maximum value to our customers.

    At Ninkasi, we take our core values very seriously. All team members are expected to embrace and embody these values each and every day:
    - Quality output in everything we do.
    - Creative pursuit of mastery.
    - Integrity in our actions.
    - Successful integration of work and life.
    - One team.

    Essential Duties and Responsibilities

    Build and support an effective team of Market Managers and Field Marketing Representatives:
    o Prepare monthly and trimester action plans for the region’s Market Managers and Field Marketing Representatives, tracking progress on achievement of action plan items, and supporting as necessary,
    o Conduct weekly calls with team to discuss progress on action plan items and to connect team members to one another and the broader company team,
    o Co-organize semi-annual summits of entire sales department for review of business objectives, training, and team building,
    o Build professional development plans for all team members including annual reviews, trimester progress reports, skill development, and succession plans,
    o Provide coaching, training, and tools to the region’s Market Managers and Field Marketing Representatives to support progress against their professional development plans, to build more effective communications, to understand training and development needs, and to provide insight for the improvement of their sales and activity performance,
    o Act as a model of and advocate for the Ninkasi Ethos, Core Purpose, Core Values, and long term strategy, and ensure that these statements are understood and practiced within the regional team.

    Foster strong partnerships with distributors:
    o Build strong partnerships at all distributors within the region by listening to distributor ideas and concerns, following through on promised actions, delivering consistent communication, and conducting conversations in a spirit of cooperation and partnership,
    o Conduct annual strategic planning meetings with each distributor to initiate development of distributor annual plans, as well as the trimester and monthly action plans for achieving annual goals,
    o Meet with distributor representatives at least twice a month by phone or in person to discuss progress on action plans and individual goals and to develop solutions to challenges in achieving those goals,
    o Monitor distributor performance against benchmark and acts to provide assistance in course correction when benchmarks aren’t met,
    o Manage and track use of distributor brand development budgets, by distributors and Ninkasi regional team, ensuring that budgets are used effectively, that expenditures are billed efficiently, and that both parties have visibility into past and planned expenses.
    o Analyze and provide recommendations regarding new territory/distributor partner prospects to the COO/Strategic Operations Group for discussion and strategic planning.

    Develop brand growth in the market:
    o Identify growth opportunities for each market in the region and work with Market Managers and distributor partners to create actions plans for each individual market that capitalizes on these opportunities,
    o Create annual programming calendar for each distributor in the region, and work with Key Accounts Manager to create annual programming calendars for key on and off-premise retailers,
    o Develop and maintain pricing strategy for each market in the region and work with distributors to implement pricing plan with respect to margins, price increases, and brand development budgets.
    o Coordinate with Marketing Department Events Team to identify and carry out local sponsorships, events and donation opportunities,
    o Communicate market development opportunities requiring cross-departmental cooperation to Chief Operating Officer and participate in subsequent product or program development processes.

    Manage the team’s resources for maximal impact:
    o Develop annual and trimester business plans and sales strategies for the region that includes profitability targets, and manage team activities towards meeting or exceeding annual and trimester targets,
    o Control expenses of entire regional team to meet budget targets.
    o Performs other duties as assigned.

    Desired Minimum Qualifications

    - Education: 4 year degree in Business or a related field.
    - Experience: 5-10+ years in a sales role, with increasing responsibility, including experience in the alcoholic beverage industry, in distributor management, in team leadership, in cyclical planning, and in managing & achieving sales objectives.
    - Required skills:
    o Demonstrated and thorough understanding of beer distribution, the beer marketplace, including an understanding of state codes for alcohol compliance,
    o Strategic abilities with a demonstrated ability to grow business to the next level,
    o Ability to management of distributors in major markets and multiple states,
    o Proven history of effective team management, focused on leading a teach to achieve objectives, as well as familiarity with recruiting activities, including effective and legally compliant interviewing skills,
    o Ability to conduct effective meetings with both team members and distributors,
    o Commitment to the core purpose and values of Ninkasi,
    o Exceptional people development and leadership skills,
    o Ability to create presentations and deliver product portfolio to potential accounts on and off premise,
    o Computer knowledge and proficient use of Microsoft Office Suite, and the ability to learn and master CRM software,
    o Familiarity with the market dynamics of all or most of the Central West region.
    - Other Requirements:
    o This job requires extensive car and air travel, including up to 10 nights per month overnight. A valid driver’s license, car insurance in good standing, and an excellent driving record are required,
    o Already located in Los Angeles metro area or willing to relocate.

    Physical Demands

    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
    While performing the duties of this job, the employee is frequently required to sit; stand; walk; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and talk or hear. The employee must frequently lift and/or move up to 40 pounds, and be able to move kegs which weigh close to 165 pounds.

    Work Environment

    The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may he made to enable individuals with disabilities to perform the essential functions.
    The work environment will vary for this position given the nature of the job duties. Employee will most likely spend ample time in a car, their home and/or accounts. The noise levels will vary based on location. Travel is required for this position and will vary based on business needs.

    Compensation and Benefits

    Ninkasi Brewing Company offers competitive wages that will be determined by experience and may include health/vision insurance, monthly merchandise credit, 401k & profit sharing bonus opportunities, paid time off, and a company smart phone. Benefit eligibility is dependent on job classification and hours worked. Complete details are outlined in the Ninkasi Employee Handbook.
    Please Note: This Job Description is neither definitive nor restrictive and may be modified to meet changing needs.