Apply Job Type Full-time Description

Sapporo brewed the first beer of Japan in 1876. It’s now the number one selling Asian beer brand in the U.S. thanks to its best-selling Sapporo Premium. Sapporo acquired Stone Brewing in 2022 to brew all of Sapporo’s beer for the U.S. market. Stone Brewing, established in 1996, pioneered the West Coast Style IPA helping to fuel the modern craft beer revolution. Now one company, Sapporo-Stone Brewing is among the 15 largest breweries in the U.S. and operates production facilities in Escondido, CA and Richmond, VA plus seven Stone Brewing taproom and bistro locations. We’ve enjoyed a rich history following our passion and are in search of people who take great pride in building our legacy for the future.

Summary

The Director of Distributor and Sales Development will lead our efforts to ensure our distributor network is effective at driving our brand strategies at a national and regional level while driving our overall Distributor management and capabilities. This role will partner with the Regional Sales leaders in navigating the complexity, serving as the link between sales, distributors and various HQ functions to support the sales team’s strategic and executional plan development. The Director of Distributor and Sales Development will also support in driving the national pricing, commercialization, and commercial enablement for the national sales team which drive the effectiveness of our go-to-market strategy and how our teams & distributors bring our brands to life in the market.

Responsibilities

Establish a vision and provide both short- and long-term direction to the regional team regarding our distribution opportunities and our wholesaler network across Sapporo, Stone and Unibroue brands, which will include leading our national distributor network integration process alongside our Regional Sales DirectorsPartner across the organization to assist in developing and driving the company’s overall national sales strategy and goal planning for our beers and brands via our Annual Business Planning processCollaborate with Marketing, Sales, and the Operations teams on national beer launches go to market strategies, including volume expectations, pricing assumptions, pack size, and POS needs. Support the sales perspective to build realistic SKU by SKU volume goals within the demand planning processDemonstrate historical and current knowledge of the retail industry and the customer / distributor business processes, organizational structure, strategies, objectives, and tendenciesWork closely with the Chief Revenue Officer and VP of National Chains to develop overall national strategies and support the execution in collaboration with the Regional Sales Directors to bring our beers to market in the most productive and profitable waysBuild relationships with key national wholesaler team members including General Manager, Director of Sales, each channel manager, and other key personnel.  Understand the opportunity to develop and lead a national Distributor councilPlan and participate in regular distributor training activities, including presenting at sales meetings, riding with distributor sales personnel, and distributing new sales material to sales staffPromote ongoing education for the regional sales team on distributor management, selling and influencing techniques, and the broader beer industryStay current within the competitive landscape both in the retail and beer space, and seek out new opportunities to increase sales and penetration within territory Requirements Bachelor's degree in related field10+ years sales leadership experience in leading teams within the alcohol beverage industry preferredProven track record managing complex sales, sales programs, and portfolios of initiatives through excellent influence skillsDemonstrated ability and proven track record in driving process, efficiency, and growth improvements/results Strong leadership and team development and motivation skillsSolid execution skills with a passion for getting into the details where appropriate to make effective decisions and drive resultsStrategic and big picture thinker with an entrepreneurial spirit while also able to distill functions and business interactions into tactical/detailed process and workflows to drive improvements and efficiency gainsStrong analytical skills, change management, and financial acumenEffective and persuasive communicator with outstanding presence, presentation and negotiation skills that constantly strives for simplicity and clarityFlexibility to travel as needed, including weekends where necessary to drive sales and connect with customersMust have a valid Driver’s License and vehicle insurance in good standing

Compensation, Benefits & Perks

Annual Salary Range: $125,000 - $150,000Annual Sales Bonus Plan: 30%Comprehensive Health Insurance, 401K, and Bonuses for Eligible Team MembersCompany beer perks program and discountsPaid Time Off - including Vacation accrual, Sick Leave, and 12 paid HolidaysBenefit programs supporting Financial Wellness, Health & Wellness and Career Development

Sapporo-Stone Brewing is an equal employment opportunity employer and does not discriminate against applicants or employees because of race, color, religion, national origin, sex, age, citizenship status, various ability status, genetic information, sexual orientation, or gender identity or expression of an otherwise qualified individual, or membership in any other class protected by applicable law. Sapporo-Stone Brewing hires and promotes individuals based on their qualifications for the job to be filled.

Sapporo-Stone Brewing seeks to build a culturally diverse staff where differences are valued and respected. Women, minorities, individuals with various abilities, veterans, LGBTQ+ and intersectional individuals are encouraged to apply.

Salary Description $125,000 - $150,000 + 30% annual sales bonus