Sapporo-Stone Brewing
Area Sales Representative
Sapporo-Stone Brewing, Chula Vista, California, United States, 91911
Overview
Sapporo brewed the first beer of Japan in 1876. It is now the number one selling Asian beer brand in the U.S. with 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 and helped 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, along with seven Stone Brewing taproom and bistro locations. We are seeking people who take pride in building our legacy for the future.
Summary The Area Sales Representative supports the local markets by engaging in sales and relationship building with existing and potential accounts. The role works under the guidance of the Area Sales Manager or Regional Sales Manager to meet Sapporo and Stone Brewing sales goals. The position ensures our portfolio of beers is held with high confidence by building relationships and trust with key decision makers and influencers within the local market. The Area Sales Representative typically operates at a city or state level of market focus. This role is primarily focused on the Stone brand and the distributors in the home market of Southern California that support and distribute the Stone brand. This position is based in the San Diego County / Orange County area and applications should be submitted only if you are located in this area or planning to relocate.
Responsibilities
Work cross-functionally with Marketing, Operations, and Hospitality to determine and execute strategies to grow the Stone brand in its home market
Provide regular feedback and input to the Stone innovation team in collaboration with our distributor partners to inform and collaborate on strategic growth initiatives
Partner with local Area Sales Managers on distributor facing communication, strategy, and relationship within area
Work with distributors approximately 10-20% of the time, with the remaining 80-90% focused on field execution, including approximately 50-55 retail account visits per week
Prospect and secure new business by determining focus areas within designated territory, setting up presentations, and using stop-by techniques
Introduce accounts to existing and new beers, brands, packages, and draught
Drive accurate execution of programs by distributor personnel
Build and sustain quality relationships with key distribution and decision makers in retail accounts to enhance sales capabilities
Ensure company standards and quality control are met in both on- and off-premise channels
Deliver target volumes and distribution goals as stated in the region plan and documented through KPIs
Oversee execution of all marketing programs within retail accounts, including in-store promotions and special events as needed
Manage chain execution (distribution/promotions/programming) with assigned accounts
Place point of sale (POS) items in retail accounts as directed
Audit accounts for pricing surveys to document price points on the shelf for portfolio
Identify and establish new relationships with target accounts through persuasive and effective selling techniques
Maintain self-education on all beer brands, the local market, and the beer industry
Participate in sales meetings, training sessions, shows, and events at the customer and distributor level as it pertains to the assigned industry segment
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 related field preferred
1-3 years of related sales experience within the food or beverage industry, preferably in beer sales and working within three-tier system
Ability to manage complex sales, sales programs, and portfolios of initiatives through excellent influence and customer service skills
Effective and persuasive communicator with outstanding presence, presentation and negotiation skills that constantly strives for simplicity and clarity
Solid execution skills with a passion for getting into the details where appropriate to make effective decisions and drive results
Cicerone Certified Beer Server certificate or higher desired
Proficiency with Microsoft Excel, Word, PowerPoint, and Outlook
Experience with on-premise key accounts highly desired
Flexibility to travel as needed, including weekends where necessary to drive sales and connect with customers
Regular travel required to retail accounts. Must have a clean Motor Vehicle Record and reliable transportation with vehicle insurance in good standing
The employee must occasionally lift and/or move up to 50 pounds
Must live in Southern California market
Compensation, Benefits & Perks
Annual Salary Range: $52,000 - $60,000
Annual Sales Bonus Plan: 30%
Comprehensive Health Insurance, 401K, and Bonuses for Eligible Team Members
Company beer perks program and discounts
Paid Time Off - including Vacation accrual, Sick Leave, and 12 paid Holidays
Benefit 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.
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Summary The Area Sales Representative supports the local markets by engaging in sales and relationship building with existing and potential accounts. The role works under the guidance of the Area Sales Manager or Regional Sales Manager to meet Sapporo and Stone Brewing sales goals. The position ensures our portfolio of beers is held with high confidence by building relationships and trust with key decision makers and influencers within the local market. The Area Sales Representative typically operates at a city or state level of market focus. This role is primarily focused on the Stone brand and the distributors in the home market of Southern California that support and distribute the Stone brand. This position is based in the San Diego County / Orange County area and applications should be submitted only if you are located in this area or planning to relocate.
Responsibilities
Work cross-functionally with Marketing, Operations, and Hospitality to determine and execute strategies to grow the Stone brand in its home market
Provide regular feedback and input to the Stone innovation team in collaboration with our distributor partners to inform and collaborate on strategic growth initiatives
Partner with local Area Sales Managers on distributor facing communication, strategy, and relationship within area
Work with distributors approximately 10-20% of the time, with the remaining 80-90% focused on field execution, including approximately 50-55 retail account visits per week
Prospect and secure new business by determining focus areas within designated territory, setting up presentations, and using stop-by techniques
Introduce accounts to existing and new beers, brands, packages, and draught
Drive accurate execution of programs by distributor personnel
Build and sustain quality relationships with key distribution and decision makers in retail accounts to enhance sales capabilities
Ensure company standards and quality control are met in both on- and off-premise channels
Deliver target volumes and distribution goals as stated in the region plan and documented through KPIs
Oversee execution of all marketing programs within retail accounts, including in-store promotions and special events as needed
Manage chain execution (distribution/promotions/programming) with assigned accounts
Place point of sale (POS) items in retail accounts as directed
Audit accounts for pricing surveys to document price points on the shelf for portfolio
Identify and establish new relationships with target accounts through persuasive and effective selling techniques
Maintain self-education on all beer brands, the local market, and the beer industry
Participate in sales meetings, training sessions, shows, and events at the customer and distributor level as it pertains to the assigned industry segment
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 related field preferred
1-3 years of related sales experience within the food or beverage industry, preferably in beer sales and working within three-tier system
Ability to manage complex sales, sales programs, and portfolios of initiatives through excellent influence and customer service skills
Effective and persuasive communicator with outstanding presence, presentation and negotiation skills that constantly strives for simplicity and clarity
Solid execution skills with a passion for getting into the details where appropriate to make effective decisions and drive results
Cicerone Certified Beer Server certificate or higher desired
Proficiency with Microsoft Excel, Word, PowerPoint, and Outlook
Experience with on-premise key accounts highly desired
Flexibility to travel as needed, including weekends where necessary to drive sales and connect with customers
Regular travel required to retail accounts. Must have a clean Motor Vehicle Record and reliable transportation with vehicle insurance in good standing
The employee must occasionally lift and/or move up to 50 pounds
Must live in Southern California market
Compensation, Benefits & Perks
Annual Salary Range: $52,000 - $60,000
Annual Sales Bonus Plan: 30%
Comprehensive Health Insurance, 401K, and Bonuses for Eligible Team Members
Company beer perks program and discounts
Paid Time Off - including Vacation accrual, Sick Leave, and 12 paid Holidays
Benefit 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.
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