Regional Sales Manager - California

Regional Sales Manager California

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Athletic is on a mission to revolutionize the beer industry by making fantastic and ground-breaking non-alcoholic beverages. We are excited to be on the search for a passionate and enthusiastic individual to join our team. At Athletic and through our products, we believe we can have a positive impact on the health, activity, and opportunity in our communities - we actively seek representation from all diverse communities to continue to broaden our horizons.

Seeking a versatile, passionate Area Sales Manager interested in making waves in an innovative segment of the craft beer market. Athletic Brewing is pioneering a revolution in the beverage industry with our award-winning non-alcoholic beer. The opportunity this role affords can be as expansive in a rapidly growing company. We place a very high value on doers and offer above-industry pay and a comprehensive benefits package. As a merit-based organization, Athletic Brewing offers expansive opportunities for career advancement, skills-building, and accumulating new and exciting responsibilities for high achievers.

Responsibilities:

Leadership & Management

• Assists the National Sales Manager and respective Regional Sales Manager in the strategic planning, budgeting, and execution of all sales initiatives across assigned area.
• Develops and implements creative and effective sales strategies to achieve customer and distributor awareness, with all strategies leading to reach ABC’s goals.
• Recommends brand priorities, product positioning, packaging, POS, and pricing strategy to produce the highest possible long-term market share and growth, while remaining competitive in the market.
• Oversees and evaluates current market research and market conditions; conducive to any/all category segments.
• Directs sales forecasting activities, including but not limited to; current distribution network, prospective territories, and potential sales partnerships.
• Assists on performance goals across area with team members.
• Organizes and attends market events across the distribution network to supplement and support company goals.
• Assists Chain Manager activities to maximize any/all chain relationships, opportunities, and current sales footprint.
• Assists Operations team on inventory management and shipping/receiving logistics.
• Assists Brewery Direct Sales Manager on all activities to promote and increase sales efforts in gap areas not able to be traditionally handled through 3-tier network.
• Provides leadership for company through ongoing development and training, as well as collaboration and creative solutions to achieve any/all goals.
• Assists in the hiring process of new team members within the sales team, as well as outside of department as need be.
• Plans Territory Manager (TM) routes in major markets, reviews plans with TM bi-weekly at a minimum
• Runs all VIP reports, Inventory, All Distributor PowerPoints (using our templates).
• In 50+ accounts per month – using Standard Survey, every visit should be with the Distributor and/or training the TM.
• Address Distributor questions on pricing and other detailed asks
• Organize all Crew Drives and Work-withs.
• Completes quarterly recaps.
• Owns communication of Chain mandates to distributors.
• Owns New Item Form set up with distributors.
• Uses REACH and 1 on 1 template for feedback with TMs on "best in class" in-store selling.
• Follows up with wholesalers on commitments not closed.
• Manages small chain accounts that do not fall to the National Accounts Team
• Leads Annual Business Plans (ABP) with the Division Director of Sales for distributors within their territory.

Distribution

• Assists in the development of distributor(s) market meetings on a quarterly or monthly basis (minimum).
• Develops positive relationships with key distributor(s) personnel, including but not limited to; Upper management, Sales Managers, Division Managers, Area Sales Managers, etc.
• Supports distributor(s) in on/off-premise chain account management.
• Assists in the management of inventory at distributor(s) to ensure timely sell-through, while also ensuring proper product rotation and market presentation from a quality perspective.
• Creates, presents, and implements the Annual Business Plan and Sales Strategy with distributor(s).
• Supports distributor with active participation in market activity, including but not limited to; active account calling, event/CIH efforts, market analysis, etc.

DTD/Weekly Responsibilities

• Assist all team members with sales support and market execution.
• Assist Operations on inventory management and shipment logistics.
• Grow ABC awareness and sales footprint/velocity within current whereabouts through account calls, promotions, tastings, etc.
• Establish free-flowing communication with all team members, including bi-weekly 1:1 calls to maximize opportunities.
• Work with NSM, respective Regional Sales Manager, Marketing Manager, Founder, and COO on evaluation and implementation of production plan to maximize sales opportunities.

Monthly/Quarterly Responsibilities

• Work closely with respective Regional Sales Manager and/or Director on following regional/area sales and marketing initiatives, with active tracking and accountability measures.
• Evaluate and provide insight/thoughts on monthly TM recaps, with an emphasis on personal development and positive reinforcement.
• Work to develop long-term positive relationships with key individuals across distribution footprint, through market activity and informal meetings.
• Work with each TM in their respective territories across multiple days in the market; assisting in crew drives, promotion/tasting support, etc.
• Work with each distributor partner(s) to establish S/M/L goals within each respective territory, with evaluation(s) coming at a minimum of quarterly, either the priority of in-person meetings, or through phone-conferencing.
• Collaborate with each TM on their own respective monthly/quarterly goals, as well as on total team quarterly goals.
• Work alongside respective Regional Sales Manager/Director on sales programs and in-market execution on key initiatives in alignment with monthly and quarterly goals.
• Work with/assist Chain Account Manager on relationship development, as well R&D, across both on and off-premise chain accounts.
• Provides Founder(s)/Investment team with a quarterly sales report, with subsequent details, evaluations, and forecasting for upcoming periods.
• Work with each TM to develop and implement incentive/PFP periods with their respective distributor partner(s).

Skills and Traits

• Passion, Integrity, Honesty, Dependability, Attention to Detail.
• Team - oriented and results-driven with a commitment to quality.
• Must be able to fulfill physical requirements of delivering beer and setting up at festivals- safely lift, climb stairs, bend, clean, etc.
• Must be able to travel around the territory freely and regularly.
• Independent operator - disciplined and self-driven.
• Good communicator and team player, ability to build meaningful relationships with new contacts and motivate.
• Personal curiosity in improving systems.
• Desire to have a positive impact on customers and team members.
• Passionate interest for the brewing industry and community.
• Must live or be willing to relocate to the territory.
• Available to work nights/weekends from time to time.

Experience:

• Education: Bachelor’s degree or equivalent professional experience preferred.
• Sales Management: A minimum of 5 years of sales management experience is preferred, specifically managing teams of sales representatives at the state level. This includes hiring, coaching, and leading a team to meet and exceed sales targets while maintaining alignment with company goals. Proven ability to oversee both individual team performance and collective success.
• Distributor and Chain Account Management: Hands-on experience managing relationships with distributors and chain accounts is essential. Candidates should demonstrate a strong understanding of distributor dynamics, strategic planning, and execution of sales strategies within regional chain accounts.
• Industry Expertise: At least 5 years of progressive sales experience in the CPG, natural foods, or beverage industries with a demonstrated track record of consistent success and growth. Experience in high-growth, innovative environments is a plus.
• Key Relationships: Candidates with direct experience or established relationships within the Reyes network (e.g., Harbor, Allied, Crest, Gate City, High-Desert, Golden Brands) are highly preferred. This network familiarity will be instrumental in navigating partnerships, fostering growth, and driving distribution efficiencies.

Job Details:

• Location: Remote – Based with California. Must be within commutable distance from major airport.
• Significant travel required throughout California, regularly visiting over 20+ distributor warehouses and tending to sales & retail field activities throughout all markets across the state. 
• Salary Range: $85,000-$100,000/ year. Commensurate with experience - Base salary and opportunities for performance bonuses. 
• Eligible for vehicle reimbursement program.
• Benefits: Full health, vision, dental, life, 401k with 5% company match, and Paid Parental Leave
• Community Program/Professional Development: In addition to Vacation and Sick Leave, all team members receive 12 paid days per year to dedicate to volunteering or professional development activities.
• We value internal mobility and team equity.
• We are an equal-opportunity employer – we thrive when we champion diversity and inclusion. We are welcoming, respectful, and supportive at work and in our community.
• We encourage and welcome members of traditionally underrepresented communities to apply.

Physical Demands:

• The physical demands described here represent those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to Sit, stand, walk, use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; talk or hear; and taste or smell.
• The employee must regularly lift and/or move more than 50 pounds without assistance.
• This job’s specific vision abilities include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.
• This role involves significant travel, including frequent flights, driving, and extended time on-site at events.
• May experience frequent changes and/or interruptions, responding to highly stressful situations requiring immediate action, independent judgment, and superior problem-solving abilities.
• Prolonged exposure to computer screens
• May sit/stand for several hours at a time.
• Repetitive use of hands to operate computers, printers, and copiers.