Director of Sales

3 weeks ago

Crozet VA United States Starr Hill Brewery Full time

Starr Hill Brewery is seeking a Director of Sales to oversee and execute the wholesale beer strategy for the Starr Hill Brewery brand. This position will manage the relationships with all wholesale partners and national/key account customers, as well as the strategy with which the company operates all channels of wholesale distribution.

This position drives sales volume while growing brand awareness of Starr Hill products across the on-premise, off-premise, and e-premise outlets. The Director of Sales has a strategic impact on the company’s brand development, innovation, and program delivery, with a focus on the company’s success in revenue and margin contribution through effective sales and commercial execution.

Primary Job Responsibilities

Wholesale Sales Strategy

  •  Act as primary strategy owner of wholesale distribution of Starr Hill Brewery products.
  • Partner with Senior Leadership to curate and manage Starr Hill's product portfolio to ensure a high-quality, sustainable strategy that maintains and grows the Starr Hill brand in the marketplace. Portfolio management will include new brand developments and positioning of existing brands and packages.
  • In coordination with the Sales Analyst, prepare and present weekly, monthly, and quarterly wholesale sales reviews for management highlighting execution against plan and current opportunities and plans. Communication should include ongoing execution performance, what’s working, what’s not, wins, losses, and needs to ensure success.
  • Provide a monthly sales report to Senior Leadership on wholesalers, key national accounts, and SKU trends as well as market-level analysis.
  • Analyze data resources to develop fact-based presentations that support business plans, including IRI and VIP data.
  • Identify and set quantifiable distribution objectives within assigned accounts and develop a selling story and action plan to successfully close against objectives balancing product mix and profitability at all steps along the way.

National & Key Accounts

  • Manage National and Key Account relationships, maintaining high-frequency communications with retail chain buyers, as well as their respective division and district management teams.
  • Execute and share retail product gap reports with distributor partners and internal stakeholders for assigned chain accounts and work to maintain 100% compliance.
  • Implement, organize, execute, and evaluate wholesale promotions and programs in all applicable outlets. Partner with Starr Hill Marketing team to create and deliver programs that are consistent with overall brand image and awareness and pay a long-term return on the investment required.
  • Plan and manage resources to address chain account opportunities. Drive distributor goals, plans, and reviews against PODs, velocity, and programming targets.
  • Communicate and track sales, distribution, wholesaler, and retailer execution against key programming initiatives.

Wholesaler Management

  • Develop an annual business plan for all wholesale partners by August 1 each year and identify resources needed to successfully execute the plans.
  • Conduct frequent (quarterly recommended) wholesaler business reviews to address market performance and measurable goals [reviews to be conducted with supervisor].
  • Attend wholesaler sales meetings to motivate and train wholesaler sales, KAM, and brand management teams.
  • Maintain a consistent market visitation schedule in all assigned territories, with a focus on distributor visits and key retailer points of contact.
  • Manage budgets and marketing spending for all distribution-related activity, including major sponsorships in coordination with Starr Hill senior leadership.
  • Address out-of-stock issues in the market on a weekly and monthly basis, with a focus on seasonal product transition execution.
  • Comply with All Company Policies and Procedures, ensuring that all Activities are Conducted within Local, State, and Federal Laws

Qualifications

Education and Experience

  • Bachelor's degree in business, marketing, or a related field.
  • 5+ years of experience in sales, preferably in the beverage, alcohol, or CPG industry.
  • Proven track record of managing wholesale or distributor relationships and achieving sales targets.
  • Knowledge of the craft beer industry and passion for craft beverages.

Sales & Account Management Skills

  • Strong experience in building and maintaining relationships with national/key accounts and wholesale partners.
  • Demonstrated ability to develop and execute effective sales strategies.
  • Experience working with retail chains and familiarity with key metrics like PODs and velocity.

Leadership and Management

  • Experience in leading and managing teams, including direct reports and cross-functional collaboration.
  • Ability to motivate and train wholesaler teams to achieve sales targets.
  • Ability to manage multiple projects and priorities while meeting deadlines.
  • Experience in managing marketing budgets and sponsorship activities is a plus.

Analytical and Strategic Thinking

  • Strong analytical skills; experience with data analysis tools like Circana or VIP.
  • Ability to use data to create strategic presentations and make data-driven decisions.
  • Strong understanding and application of insights garnered from syndicated data such as Circana and/or Nielsen.
  • Strong business acumen with the ability to balance product mix, profitability, and growth.

Communication Skills

  • Excellent verbal and written communication skills for effective reporting and presenting to senior leadership.
  • Ability to communicate effectively with both internal teams and external partners.

Travel Requirements

  • Willingness to travel frequently for market visits, wholesaler meetings, and national accounts.
Why Join Us?
  • Become part of an award-winning brewery with a passion for our craft and community.
  • Play a key role in expanding our brand presence and creating new opportunities for growth.
  • Be part of a collaborative team that values creativity, quality, and a fun approach to business.

Starr Hill Brewery was founded in 1999 in Charlottesville, Virginia, as one of the earliest craft breweries in the region, dedicated to producing quality, award-winning beers and committed to the communities it serves. Starr Hill has locations across Virginia, including its headquarters in Crozet.

Starr Hill Brewery Employment Application and resumes should be sent to resumes@starrhill.com.

  • Starr Hill Brewery is an equal-opportunity employer.

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