Area Sales Manager - Pittsburgh

Great Lakes Brewing Company

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Position: Area Sales Manager
Location: Pittsburgh, PA
Grade: 20
Reports to: Regional Sales Manager
Job Level: Experienced (supervisory); exempt

Essential Functions and Duties

Management of Sales Staff

  • Hire, supervise, coach, develop and motivate staff to cover targeted markets, focusing on recruiting and retaining top performers
  • Create individual performance objectives and conduct regular check-ins along with an annual performance review for all direct reports
  • Regularly work with sales reps within assigned territory
  • Manage Brand Ambassadors within assigned territory
  • Manage and operate within assigned expense budgets and ensure direct reports do as well

Stakeholder Management

  • Review distributors weekly inventory and orders and ensure they are maintaining targeted inventory levels utilizing available forecasting tool
  • Ensure the distributor’s inventories and retail trade are rotated properly and are in code.
  • Conduct monthly Distributor warehouse walks to check rotation and out of code product.
  • Develop and present sales plans at distributor sales meetings
  • Conduct both on and off premise work withs monthly with distributor sales and management
  • Review and consult with distributor management on sales and distribution objectives, programming and action plans on a regular basis as well as Annual Business Plan and QTR/Tri Reviews
  • Ensure proper and timely  process of Distributor billing and invoicing
  • Develop and present sales plans at distributor sales meetings
  • Collaborate with distributors to maximize the use of co-op dollars
  • Conduct retail samplings, on premise promotions and beer dinners

Sales Strategy and Growth

  • Review and approve all sales forecasts and actual monthly sales results
  • Responsible for maintaining forecast accuracy
  • Responsible for tracking program execution, ads, displays and distribution for assigned area
  • Create seasonal beer market plans and recap appropriately
  • Assist National Account Managers in planning and executing chain programs
  • Plan and direct activities in assigned territory to ensure results are consistent with the company goals and objectives
  • Complete and submit weekly and monthly recaps and reports
  • Other duties and projects as assigned

Required Skills and Experience


  • Bachelor’s degree in related field preferred

Work Experience

  • Minimum five years of relevant experience along with solid working knowledge of the beer and brewing industry

Required Qualifications
•    Proven ability to establish and build relationships, manage distributors and work with wholesalers
•    Proficiency with computers, specifically Microsoft Office programs and sales tracking programs & databases
•    Strong leadership skills with the proven ability to lead and motivate team members 
•    Ability to lift 35 pounds
•    Ability to operate in a team environment as well as autonomously
•    Excellent oral and written communication skills; ability to speak in front of groups
•    Ability to prioritize and manage multiple tasks as well as strong decision making skills
•    Ability to maintain a high level of organization
•    Must have reliable transportation and a valid driver’s license with a driving record considered acceptable based on our insurance company’s matrix
•    Willingness to work flexible and extended hours as needed (including evenings and weekends)
•    Willingness to travel as needed, including overnight

Preferred Qualifications

•    Familiarity with the territory
•    Prior experience managing people
•    Prior experience working with distributors

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