California Territory Manager

California Territory Manager

Location: California (Remote / Field-Based)

Employment Type: Full-time

Travel Requirement: ~50%

Fremont Brewing Company is seeking a full-time California Territory Manager to lead sales execution and distributor performance across the state of California. This role is responsible for managing wholesaler relationships, driving account-level growth, expanding distribution, and ensuring strong brand execution across both on- and off-premise channels.

The ideal candidate is a highly motivated, self-directed sales professional who thrives in the field, builds strong relationships, and takes ownership of performance in a fast-paced, growth-oriented environment.

Core Responsibilities

Distributor & Market Management

• Partner with Fremont Brewing leadership to establish annual growth goals by distributor and territory.
• Develop and execute market-level plans to achieve volume, distribution, and brand objectives.
• Build strong relationships with distributor leadership and sales teams through regular market visits, ride-alongs, and business planning.
• Educate distributor sales reps on Fremont’s brands, culture, innovation calendar, and selling priorities.
• Track distributor performance, identify execution gaps, and adjust market strategy as needed.
• Manage distributor ordering timelines to align with production schedules and seasonal releases.
• Forecast seasonal and innovation beer volumes by distributor and market.

Inventory, Ordering & Quality Oversight

• Track, forecast, and manage inventory levels and ordering needs across distributors.
• Monitor depletion rates and ensure healthy inventory rotation.
• Monitor and manage code dates in the market to protect quality and brand reputation.
• Support and manage point-of-sale (POS) execution and replenishment.

Account-Level Execution & Distribution Growth

• Call on an average of 8–10 accounts per day to drive placements and build long-term customer relationships.
• Identify and open new points of distribution across both on- and off-premise channels.
• Maintain and grow existing accounts through consistent follow-up, merchandising support, and program execution.
• Maintain strong knowledge of competing brands and distributor portfolios in the market.

Events & Brand Activation

• Plan and execute tastings, festivals, beer dinners, and key account events.
• Collaborate with Marketing to support new product launches and market-specific campaigns.
• Serve as a brand ambassador in-market, representing Fremont’s values and culture.

Required Qualifications

• 5 years of craft beer or beverage sales experience.
• Strong understanding of distributor structures, incentives, and route-to-market mechanics.
• Proven ability to manage territory priorities independently and deliver measurable results.
• Strong attention to detail, including inventory and ordering management.
• Financial and analytical capability (forecasting, depletion analysis, goal tracking).
• Excellent communication and relationship-building skills.
• Strong computer proficiency (Microsoft Office, particularly Excel; web-based tools and email).
• Ability to travel frequently, including overnight travel.
• Valid driver’s license and clean driving record.
• Ability to lift up to 160 pounds.
• Must be at least 21 years of age.

Preferred Experience

• Knowledge of the brewing process and draft systems.
• Experience managing large territories or working with multiple distributors.
• Experience launching new brands or expanding distribution in competitive markets.

Leadership & Culture Fit

• Passion for craft beer and the community around it.
• Strong sense of humor and humility.
• Comfortable working with people from all walks of life.

• Ability to answer the question, “Why Does Beer Matter?”