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Western Regional Sales Manager - Left Hand Brewing Co.

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  • Western Regional Sales Manager - Left Hand Brewing Co.

    Western Regional Sales Manager Position:
    Left Hand Brewing Company is searching for an outstanding candidate to join our rapidly growing brewery in Longmont, CO., located in the heart of the foothills and gateway to Rocky Mountain National Park. Western Regional Sales Manager position has the goal to achieve budgeted financial, volume, distributor execution, and LHBC sales team results in the assigned sales Region via effective Business Management, Distributor Collaboration, and People Development.
    Requirements or preferred experience:
    • Brewery or distributor experience a plus
    • Strong management skills required
    • Works well in a team setting
    • Ability to handle all aspects of travel
    • Strong written and verbal communication skills
    • Strong leadership abilities and organizational skills
    • Must live in territory (TX,AZ,NM, WA or Southern California) exception: Brewery Headquarters, Colorado

    Responsibilities & Expectations
    Business Management (50% of time)
    • Company: Supports LHBC’s Mission, Core Values and Five Year Vision.
    • Industry: Communicates the long-term growth and profit potential of the craft beer industry, specifically LHBC.
    • Financial: Working with sales team, proposed yearly budgets for region. Manages spending of sales team to conform to budgetary requirements. Holds approval authority on expense reports. Follows company expense guidelines.
    • Communication: Coordinates and is the liaison between sales department and other company divisions to include operations, marketing, chain managers. Acts as the key conduit of regular and reporting information back to NSM to include, but not limited to:
    o Market Visit Reports following time spent in each market
    o Quarterly Planner & Recap Form
    o Expense Reports
    o Distributor Price Audits
    o Seasonal allocations
    o Distributor market price lists, post off schedules, competitive pricing, and field survey results
    o Sales opportunities to build the business
    • Analysis: Analyzes and develops sales opportunities and game plans from VIP iDig software.
    • Legal: Stays current in each state’s liquor license codes and regulations.
    • Market Ethics: Acts professionally at all times and avoids unethical sales tactics (free goods, cash for handles). Maintains TIPS certification.
    • Core Deliverables:
    o Weekly review of all data results to include VIP, financials, sales team execution, and distributor results vs. Annual Business Plan (ABP) objectives.
    o Weekly phone meeting with NSM.

    Distributor Collaboration (25% of time)
    Acts as the primary manager and ultimate authority for all LHBC/Distributor relationships in the region:
    • Annual Business Plan: Creates programming plans, sets execution objectives, and communicates the ABP with each distributor that includes a business review of the previous/current periods and volume goals, execution plan and calendar, and financial budget for the upcoming year.
    • Business Reviews: Executes trimester Business Reviews to determine progress toward goals and to update initiatives.
    • Distributor Knowledge: Maintains detailed working knowledge of each distributor partner’s organization, go-to-market plans, and contract. Cultivates positive relationships with all members of the management and sales teams.
    • Inventory: Monitors distributor inventories and orders.
    • Core Deliverables:
    1. Distributor visits with frequency determined by NSM.
    2. Create and deliver an ABP for all wholesalers.
    3. Conduct 2+ business reviews with all region wholesalers annually.
    4. Execute surveys (pricing, execution, or special projects) 2+ times per year at each region wholesaler.

    People Development (25% of time)
    Leads, develops, and manages the sales team toward achievement of market and individual sales and skill development goals.
    • Field Coaching: Ensures reps can demonstrate that they know, understand, and are able to explain or execute in detail:
    o Company history
    o Company short and long-term vision
    o Company community involvement
    o Beer portfolio in detail, including distributor pricing & programming
    o Industry knowledge
    o Market knowledge
    o Territory planning
    o Selling skills
    o Education of distributor reps, retailers/waitstaff, and consumers on new products, brewery initiatives & events
    o Quality systems and draft troubleshooting.
    • Team Leadership and Development: Sets focus areas and goals with regional sales team. Holds monthly sales meetings/calls with regional team and holds one or more region retreats per year.
    • Planning: Plans consistent market visitation schedules incorporating one on one Skill Days with sales reps once a quarter for skill development, coaching, and performance evaluation.
    • Performance and Results: Conducts Annual Performance Reviews for reps, regularly monitors rep performance in KARMA, and has formal periodic results and skill review conversations with written follow up.
    • Core Deliverables:
    o Weekly phone meetings with sales reps.
    o Weekly review of sales reps activity reports in Karma.
    o Regularly scheduled 1-3 day market visits with a scheduled Skill Day with each rep.
    o Semiannual Performance Development Plan progress discussions.
    o 1+ Region Retreat executed.
    o Annual Performance Reviews & Quarterly Check-ins with each rep.

    You will be a great fit for this position if:
    • You have a love of craft beer
    • You were born to sell
    • Your nature is to do your best at all times without being managed (independent/integrity)
    • You are highly organized and able to prioritize tasks in order to meet deadlines
    • You have a strong desire for results and ability to bring projects to completion
    This position reports directly to our National Sales Manager.
    This is a full time salaried position with benefits package including medical, dental, vision, 401(k) retirement plan, paid time off and of course world class beer. Rate of Pay: DOE.
    If you love hard work and interacting with people as much as you enjoy craft beer, and you think you’re appropriately qualified and a good fit to work with us, please forward your cover letter and resume to Subject line should have Western Sales and (your name). Phone calls will not be accepted. If we feel you are a potential candidate, we will call you.