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 Area Sales Representative supports the local markets by engaging in sales and relationship building with existing and potential accounts. The Area Sales Representative works under the guidance of the Area Sales Manager or Regional Sales Manager to meet both Sapporo and Stone Brewing sales goals. The role also ensures our portfolio of beers are held in the highest level of 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 Area Sales Representative 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 Los Angeles, CA - please only submit an application if you are currently located in this area or planning to relocate to this area.
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% of the time focused on getting out in the market, approximately 50-55 retail account visits a week
- Prospect and secure new business by determining focus areas within designated territory, setting up presentations and utilizing stop-by techniques
- Introduce accounts to our existing and new beers, brands, packages, and draught
- Drive accurate execution of programs by distributor personnel
- Build and sustain quality relationships with the key distribution and decision makers in the retail accounts to enhance our sales capabilities and drivers
- Ensure company standards and quality control are met in both the on/off premise channels
- Deliver the target volumes and distribution goals as stated in the specific region plan and documented through our 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 our 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 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.
