Job SummaryThe
State Manager | Western Pennsylvania will be responsible for leading and growing Stateside Brands' sales operations throughout Western Pennsylvania. This individual will provide leadership and direction across both on-premise and off-premise channels, manage a team of Area Managers and/or sales professionals, and be accountable for overall market performance, execution, distribution, and volume growth. This position requires a strong understanding of the Pennsylvania beverage alcohol landscape, including the Pennsylvania Liquor Control Board (PLCB), Pennsylvania's self-distribution model, retail and on-premise account structures, and the unique dynamics of the Western Pennsylvania market.
Key Responsibilities- Lead the overall sales strategy and execution for Western Pennsylvania across both on-premise and off-premise channels, translating company strategy into effective market execution.
- Establish market objectives, sales priorities, distribution goals, and Key Performance Indicators (KPIs), and develop annual, quarterly, and monthly business plans to increase volume, distribution, account penetration, and brand visibility.
- Monitor market performance and proactively identify opportunities, obstacles, competitive threats, and areas requiring corrective action.
- Ensure consistent execution of company sales priorities, programs, pricing, promotions, and brand standards throughout the territory.
- Manage, coach, and develop direct reports, establishing clear performance expectations and providing ongoing feedback, coaching, and performance management through regular one-on-one and team meetings.
- Spend significant time in the field working alongside direct reports, providing hands-on training in sales techniques (role-playing, objection handling, account development, retail mathematics, and customer purchasing behavior) to develop selling skills and evaluate execution.
- Build and maintain strong relationships with key on-premise and off-premise customers, decision-makers, retailers, distributors, and other strategic partners, communicating regularly to implement local and national sales initiatives.
- Develop strategies to convert non-buying, inactive, or underdeveloped accounts into active Stateside Brands customers, and identify key accounts that can serve as growth drivers within Western Pennsylvania.
- Clearly articulate the advantages of Stateside's self-distribution model to grow direct distribution and account penetration.
- Resolve customer issues proactively and ensure timely follow-through on commitments.
- Other duties as assigned.
Required Qualifications:- Bachelor's degree in Business, Marketing, or a related field, or equivalent experience
- 5+ years of sales experience in the alcoholic beverage industry
- 2+ years of experience supervising a team of sales professionals
- Proficiency in budgeting, planning, and/or financial analysis
- Comprehensive knowledge of state and local laws pertaining to beverage alcohol distribution
- Flexibility to work non-traditional hours, including nights and weekends
- Ability to lift and transport up to 25 pounds of inventory and/or advertising displays
- Valid US Driver's License and willing to travel up to 75%
- Must be at least 21 years of age
Preferred Qualifications:- Experience managing both on-premise and off-premise beverage alcohol sales
- Previous State Manager, Regional Manager, District Manager, or equivalent sales leadership experience.
- Proven track record of increasing distribution, volume, and account penetration.
- Proven track record in building effective relationships with customers and internal associates
- Demonstrated ability to take initiative and be proactive in identifying customer issues, recommending solutions and executing effectively to ensure resolution
- Demonstrated ability to achieve performance goals with minimum direction and supervision
- Demonstrated ability to utilize Karma CRM and sales reporting tools
- Demonstrated solid analytical and math skills
- Military experience is a plus.
Compensation- Estimated Base Salary Range: $100,000-$120,000 USD.
- Individual compensation packages are based on various factors unique to each candidate, including skill set, experience, and qualifications.
- The salary range refers to base salary only and is not inclusive of the total compensation package.
