Sr. Manager, Home Market Sales

Golden Road Brewing is recruiting for a Sr. Manager, Home Market Sales to oversee total Home Market business and strategy, working to drive volume and share. This position has a monthly cadence with all 6 wholesaler leadership teams, oversees top level business decisions/actions, and indirectly manages the entire Home Market team.

Home Market for Golden Road consists of 6 wholesaler partners - AB Sylmar, AB Beach Cities, AB Central LA, AB Inland Empire, Heimark and Straub, and geographically runs from Los Angeles County to Orange County to San Bernandino County.

Strategic and Business Responsibilities

• Refine and customize annual On and Off Premise Sales and Marketing business plans for geography and distributor network

• Function as conduit between the market and GRB Leadership by providing specific and current information on market conditions, trends and the quantity and quality of distributor performance.
• Communicating to Leadership information and recommendations that will contribute to the development of brands, sales growth, and distributor effectiveness
• Effectively coordinate and communicate with Management, Distributors, and Sales Representatives to facilitate the effective development and execution of programs and business initiatives.

• Work closely with distributor to develop annual plans
  
  
  • Ensure full alignment with distributor all volume targets, points distribution targets, rate of sale targets and merchandising. Alignment with wholesalers to ensure accurate forecasting is taking place.
  • Effectively communicate, manage and execute GRB pricing strategy in alignment with overall brand strategy and annual plan

• Communicate expectations and monitor performance of Distributors through monthly benchmarking and quarterly performance reviews, working with the Area Sales Managers.

• Support and direct Area Sales Managers and their Field Sales Reps through appropriate training, communication, leadership, motivation, and evaluation to ensure the achievement of distribution, merchandising, and marketing goals resulting in annual volume goals
• Determine and define field level work objectives that align overall business and Home Market-specific strategy with frontline business interaction and execution
• Manages a team of 5 direct reports: 4 Area Sales Managers responsible for 1-2 wholesaler partners and a Systems & Development Manager.

• In market-2 days/week
  
  
  • + admin/planning days, meetings etc.
• Wholesaler/internal work withs
  
  
  • 1 day/week (can rotate between internal team + wholesaler)
• Wholesaler leadership meeting
  
  
  • 6 times/month (rotating between wholesalers)
• Wholesaler GSM
  
  
  • 1 time/week (rotating between wholesalers)
• Wholesaler communication cascade
  
  
  • 1 time/week
• Weekly round up of team recaps, chain alerts upcoming items and priorities

• Golden Road Home Market Newsletter
  
  
  • 1 time/month (updates from the field, priorities, marketing updates, etc.)
• Internal Meetings
  
  
  • 1 time/week
• Routine updates with team
  
  
  • 1 time/week

• Bachelor's Degree required, Business degree preferred.
• Must have a valid driver's license
• Must have 10+ years previous beverage sales experience
• Craft beer knowledge
• Demonstrate proficiency in Microsoft Office (Excel, Outlook, PowerPoint, Word)
• Working expertise in the analysis and presentation of VIP, IRI, Nielsen, Distributor Data and Account Scan Data

• Proficiency in Business Trade Math (Margin, Mark Up, Inverse Margin, Blended Margin, Breakeven, Draft Profit and Pour Costs)
• Proficiency with revenue management and pricing
• Previous experience leading a team
• Strong ability to manage, lead, develop and motivate people
• Ability to work nights and weekends