Director of Sales

Department: Sales

Reports To: CEO

Location: Stillwater, MN (Hybrid)

Position Summary

We are seeking a Director of Sales to build and lead a high-performance revenue organization in a challenging and evolving beverage alcohol market.

This is not a maintenance role. This is a leadership position for someone who can drive growth, implement discipline, and create accountability across our sales organization and distributor network.

The right candidate will combine strategic thinking, operational rigor, and a genuine passion for our products to outperform competitors in a down market.

Key Responsibilities

Revenue Ownership & Performance

• Own and deliver against company revenue targets across all markets and channels
• Develop and execute annual, quarterly, and monthly sales plans
• Identify growth opportunities and reallocate resources to maximize ROI

Forecasting & Sales Operations

• Build and maintain accurate, bottoms-up sales forecasts by market, distributor, and SKU
• Implement weekly, monthly, and quarterly forecasting cadences
• Analyze variances and proactively adjust plans to ensure targets are met
• Establish KPIs and dashboards to track performance across the organization

Distributor Management

• Lead relationships with distributor partners across all territories
• Set clear performance expectations, KPIs, and accountability structures
• Conduct regular business reviews to evaluate execution and results
• Align incentives, programming, and priorities to drive mutual success

Team Leadership & Development

• Lead, coach, and develop the sales team to achieve individual and team goals
• Establish a culture of accountability, ownership, and performance
• Set clear expectations for activity levels, pipeline management, and results
• Recruit, develop, and upgrade talent as needed

Market Strategy & Expansion

• Evaluate and prioritize markets, channels, and accounts for growth
• Develop go-to-market strategies for new products and territories
• Identify underperforming areas and implement corrective action plans
• Drive execution in both on-premise and off-premise channels

Cross-Functional Collaboration

• Partner with marketing on brand strategy, promotions, and new product launches
• Collaborate with operations and finance on inventory, demand planning, and pricing
• Serve as the voice of the customer and market within the organization

Qualifications

Required

• 7–10 years of sales experience in beverage alcohol (beer, wine, or spirits)
• Proven experience managing distributor relationships within the three-tier system
• Demonstrated success in driving revenue growth and achieving sales targets
• Experience leading and developing high-performing sales teams
• Strong analytical and forecasting capabilities
• Must be of legal drinking age
• Excellent problem solving, record keeping, and communication skills
• Ability to work both independently and within a team environment to accomplish goals
• Ability to prioritize assignments and multi-task
• Minimum 40 hours per week with frequent night and weekend work
• A valid driver's license, current automobile insurance, and ability travel to account locations as needed.
• Willingness to submit to a criminal background check
• Ability to lift up to 30 lbs. repeatedly
• Proficiency with Google GSuite or Microsoft Office Suite

Preferred

• Experience scaling a regional or national brand
• Background working with both supplier and distributor organizations
• Experience in high-growth or turnaround environments

Compensation & Benefits

• Competitive base salary
• Performance-based bonus tied to revenue and key metrics
• Benefits package including health, dental, vision, short term/long term disability, life insurance
• Car allowance
• Company cell phone and laptop provided
• 401K with Company Match
• Paid Holidays and PTO
• Expense budget
• Beer and Gear

Core Values:

We are looking for someone who possesses our core values:

1. Quality
2. Brand
3. Team
4. Own it
5. Growth
6. Innovation
7. Passion