Director of Sales at Highland Brewing Company

Highland Brewing Company Job DescriptionTITLE: Director of SalesSTATUS: Full-time salary exempt JOB DESCRIPTION: The Director of Sales (DOS) provides vision leadership direction and resource stewardship to Highlands sales team and is the chief influencer to the wholesaler network. The DOS is accountable for overall sales organization strategy and performance the profitable achievement of sales organization goals. This role aligns sales and marketing priorities with the companys broader business strategy and represents Highland both internally and externally in a way that reflects the companys values and culture.Highland Brewing Company is the largest independent family-owned brewery native to the Southeast. Proudly regional Highlands portfolio of craft beer is distributed in North and South Carolina Georgia and Tennessee.Reports to: VP of Brand DevelopmentKey Functional and Leadership Responsibilities: 1. Sales Strategy and DirectionSet the sales vision and define the priorities needed to hit company goalsBuild practical sales plans and ensure the team understands how to execute themUse data market insight and routine feedback to guide decisions and adjust course when neededCollaborate with marketing and operations to manage portfolio develop new core and seasonal products2. Distributor and Market ManagementManage all aspects of distributor relationships including business plans pricing strategy and executionConduct regular market visits and business reviews with distributors key partners and Highlands sales teamOversee the development of annual business plans (ABPs) with distributors including growth drivers volume forecasting incentives and execution goalsUnderstand the legal and competitive landscape in all marketsDrive consistent standards in the field and hold teams and partners accountableKeep a close eye on trends and key performance indicatorsOversee market implementation of programming and sponsorships ensuring all activity fits the brand supports the strategy and delivers a measurable return3. Financial and Business ManagementUnderstand and optimize key financial levers like margins payback pricing impact and investment returnsUtilize data to develop accurate short-term and long-term sales forecasts aligned with organizational goals and market trends to predict revenue identify growth opportunities and anticipate potential risksMonitor actual sales performance against forecasts and implement corrective actions to ensure targets are metCollaborate with finance operations and marketing to ensure forecasts align with budgeting production scheduling and programming strategiesBuild and track sales budgets and market spendReview performance reports and use them to improve forecasting planning and execution4. Team Leadership and DevelopmentLead unique team roles including chain sales business analytics market managers and field sales representativesRecruit develop and retain strong sales talentFoster team mentality and individual developmentBuild clear expectations for each role and hold people accountable to themProvide hands-on coaching and training across all levels of the sales teamCreate a high-performance environment built on trust and follow throughJOB REQUIREMENTS:Minimum 10 years recent experience in sales preferably in beverage and specifically in beer.5 years in sales leadership at or near the highest level at the organizationExtensive recent experience leading successful team(s) at a successful companyUnderstanding and demonstrated use of data management systemsRespect for the craft of brewing the art of sales the power of marketing the magic of hospitality and doing good while you do well.Must live within Highlands distribution area preferably Western North Carolina and specifically within 250 miles of the brewery. IMPORTANT CHARACTERISTICS:You are an inspiring passionate leader and agent of changeYou are known to be strategic and well organizedYou are positive but honest open to giving and receiving constructive feedbackYou are a team builder within your team and across the companyYou understand the importance of aligned sales marketing and operations teamsYou can insist on accountability because everyone knows their rolesYou value being effective over being rightWorking Conditions:This is a hybrid Willingness to work on evenings and weekends is required (est 10%)Willingness to travel overnight on occasion is required (est 30%)At-Will Employment: Employment with Highland Brewing Co. may be terminated by either Highland or the employee at any time with or without cause or notice.Required Experience:Director Key Skills Crisis Management,Marketing,Public Relations,Fundraising,Media Relations,Constant Contact,Strategic Planning,Social Media Management,Team Management,Public Speaking,Wordpress,Writing Skills Employment Type : Full Time Experience: years Vacancy: 1