The
Area Sales Manager (ASM) is a key leadership role in the PSW Division, the second largest Division in the company, accountable for sales performance in the critical markets of Arizona, New Mexico and Nevada, working strategically with two important distributor partners: Hensley Beverage (AZ & NM) and Breakthru Beverage (NV). With two direct reports (Territory Sales Manager Nevada and Field Sales Representative Arizona), the ASM will work closely with the Division Director to both strategically manage distributor relationships and ensure first-class sales execution.
This position is based out of Phoenix, Arizona. The 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.
Please apply directly on our website: What You'll Be Doing:Sales Leadership- 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.
People Development- 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.
Distributor Development- 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.
Market Development- 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 You Need for this Position:
- 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.
- Bachelors Degree Preferred.
- 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).
- Preferred previous knowledge of KARMA/VIP or similar system.
- 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.
Physical Requirements & Working Conditions:- Must be able to travel 3-days a week within designated territory.
- Ability to perform physical activities required by the job duties including occasionally lifting and moving up to 55 pounds individually and greater weights with assistance; ability to bend, stretch, stoop, climb, and perform other physical acts associated with selling, demonstrating, and marketing products in an assigned territory.
- Must follow all company safety protocols and requirements.
- Personal vehicle for business travel purposes.
- Varied conditions and temperatures during travel throughout territory. Typical work environment is indoors at designated accounts.
- Computer, cellphone and general office tools.
Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications as described in a job description. We are most interested in finding the best candidate for the job, and that candidate may be one who comes from a less traditional background. We would encourage you to apply, even if you don't believe you meet every one of our qualifications described. If you are unsure whether you meet the qualifications of this position, or how this would be determined, please feel free to contact to discuss your application.
