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 National Accounts builds and maintains our strategy for sales, revenue growth, and profitability in the Off Premise – Convenience channel in the West for our portfolio of brands. This role utilizes experience, data, and a results-oriented, collaborative, and creative mindset to develop plans and initiatives that will drive sales within their designated channel of business and in line with the company’s goals and objectives. The Director of National Accounts must be a dynamic leader who can manage, support, and develop a team of account managers. This role builds and maintains high-level relationships with key Sapporo-Stone wholesaler partners to further our shared business. Reporting to the VP of Sales, National Accounts, the role collaborates closely with the Director – Convenience, East, and works cross-functionally with different business partners to execute on Convenience channel initiatives.   

Responsibilities

Partner collaboratively across the organization to develop and drive the company’s Convenience channel strategy, primarily amongst retailers identified as being headquartered in the Western US  Lead National Accounts – Convenience, West team with focus on team development, growth, performance, awareness and transparency to progress, inhibitors, and successes  Leverage sales data platforms and resources to identify opportunities nationally and regionally to optimize selling opportunities within assigned territories Develop strategies, plans, and performance measures to increase account prospecting, penetration rate, share of wallet in existing accounts, and customer satisfaction Build account goals and business plan in partnership with distributors and regional sales team. Create and employ programs to elevate performance, reporting, stand-alone sales capability, and effectiveness Design systemic processes to ensure plan execution and facilitation throughout distributor network. Actively report on progress, rigorously remove sales barriers, and directly drive and enlist the support of others to delight customers and close deals Serve as company expert for the Convenience channel, account and macro trends, tailwinds and headwinds, and competitive positioning and maneuvers impacting business Collaborate on and own development and communication of pricing programs, support, and other sales operations programs Set and maintain an effective and consistent communication stream between the National Accounts – Convenience, West team and regional sales, while proactively communicating results, risks, and opportunities to leadership  Identify key personnel at top wholesaler partners, build and maintain relationships to positively impact our shared business within the Convenience channel  Requirements

 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. 

Bachelor’s degree in a related field 10+ years sales leadership experience in leading national sales and accounts, with specific focus in the Convenience channel Demonstrated network connections in the domain and relationships with key partners strongly preferred  Proven track record managing complex sales, sales programs, and initiatives through excellent influence skills Demonstrated ability and proven track record in driving process, efficiency, and growth improvements/results Strong leadership, team development, and motivation skills Solid execution skills with a passion for diving into details where appropriate to make effective decisions and drive results Strategic and big picture thinker with an entrepreneurial spirit with the ability to distill functions and business interactions into tactical/detailed process and workflows to drive improvements and efficiency gains  Strong analytical skills, financial acumen, and adept at change management,  Effective and persuasive communicator with outstanding presence, presentation and negotiation skills that constantly strives for simplicity and clarity Flexibility to travel as needed, including weekends where necessary to drive sales and connect with customers Must have a clean Motor Vehicle Record and reliable transportation with vehicle insurance in good standing? 

Compensation, Benefits & Perks

Annual Salary Range: $125,000 - $150,000Annual Sales Bonus Plan: 30% of Annual SalaryComprehensive 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