Stone Distributing (SDC) was founded in the spirit of craft camaraderie. When no distributor in the late 90s would accept Stone’s hop-forward beers, the brewery self-distributed and brought along other specialty and craft brands as well. It is now among the largest independent distributors of craft-only beverages in the country. SDC became a standalone distributor, independent of Stone Brewing in 2022. The distributor is known for its investment in growing brands within a diverse portfolio including craft beer, hard kombucha, hard seltzers, hard coffee and more. SDC operates warehouses in San Marcos, CA and Downey, CA and services nearly all of Southern California. We’ve enjoyed an incredible 23 years of following our passion, and we are in search of people who are also passionate about pursuing their craft to join Stone Distributing.

Summary

Develop the sales of SDC and distributed brand products within a defined geographic location. Grow sales, develop and maintain customer relationships while developing and coaching a team of Sales Reps.

Responsibilities

• Directly supervises Sales Reps and Field Sales Support- providing consistent leadership, direction, support, and accountability
• Manage the daily, weekly, and monthly activities of Sales Reps in a defined geographic region
• Works with DM in hiring, training, and development of sales reps and field sales supports
• Proactively develop relationships with key business partners and accounts
• Ensures proper and effective execution of company initiatives and policies
• Reviews market performance reports and discusses trends or issues with their direct team as well as upper management
• Plans, participates, and presents in team sales meetings
• Consistently motivate the team to participate in and embody best practices that reflect our culture, exemplary customer service, and high ethical standards
• Coaches team on building new business, selling techniques, creating efficient and effective sales routes, relationship building, effective POS utilization, execution standards, etc.
• Identify knowledge gaps among Sales Reps and arrange for additional product training of sales skills training
• Participates in sales strategy and goal planning for Stone and supplier beers within their area: looks at territory with entrepreneurial eyes to seek out new opportunities to increase sales and penetration
• Successfully meets or exceeds sales goals, aligning with company objectives
• Develop sales routes with sales reps and merchandisers to ensure new and existing accounts have the maximum amount of beer for their ordering period and are seen on a regular basis
• Partners with Marketing to maximize effective POS exposure in each account
• Sets and participates in in-store promotions and special events
• Maintains self-education on Stone distributed brands, Stone brands, and the craft beer industry
• Stays up to date on all chain authorizations, promos, and programs to drive the execution on these plans through your team
• Prepares monthly paperwork on time and in a neat, legible, and professional manner.
• Audit territory on an appropriate schedule and communicate what we are doing well and where we need to improve to both sales staff and upper management regularly. Rides with each direct report on an appropriate schedule.
• Participates in scheduled meetings with the DM as to the health of the territory.
• Monitor the leads, quotes, orders, OOC, and sales volume growth for each Sales Rep, making appropriate changes to ensure Sales Rep are complying with department policies and expectations.
• Communicate to Sales Reps important updates from HQ as it relates to product availability, newly released products, new technology, or products to quote/cease quoting.
• Strengthen existing customer relationships by accompanying Sales Reps on customer calls and providing guidance as needed.? Visit customers/dealers with Sales Reps in order to close business.
• Provide reports, including forecasts, schedules, status reports, and other informational reports as requested.

Requirements

• Education: Bachelor's degree from a four-year college or university.
• Experience: At least 5 years of related experience and/or training. Must have at least 2 years of experience in a supervisory or leadership role, mentoring, training, or coaching sales staff.
• Computer Skills: Proficiency with Microsoft Excel, Word, PowerPoint, and Outlook.
• Certificates, Licenses, Registrations: Certified Beer Server certificate or higher desired
• Language Skills: Must be able to effectively communicate in English, both verbally and written.
• Travel Requirements: Regular travel required to Stone accounts. Must have a clean Motor Vehicle Record (MVR) and reliable transportation.

Compensation, Benefits & Perks

• Annual Salary: $75,000
• Annual Sales Bonus Plan: 30% of Annual Salary
• 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

Stone Distributing Co. 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. Stone Distributing Co. hires and promotes individuals based on their qualifications for the job to be filled.

Stone Distributing Co. 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.

From: Stone Brewing Co.