Director of Sales

Lone Pine Brewing Company

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Director of Sales

The Director of Sales is responsible for managing an experienced and aggressive sales team, obtaining/maintaining key customer relationships, and delivering annual targets through a concise sales strategy and planning process with wholesalers. This position will also work closely with the brewery operations team to ensure efficient delivery of Lone Pine products to wholesalers. The Director of Sales will be an integral member of the Lone Pine management team and will participate in the planning, development, and execution of key brewery business objectives. The Director of Sales will report directly to the company’s co-founders.

Essential Job Functions: 

  • Develop annual and multi-year sales plans in support of organization’s strategic goals and objectives. This sales plan shall include both distributor and multi-channel selling strategies and tactics.

  • Develop strategies and brand priorities for inclusion in annual business planning meetings for both national accounts and distributor partners. Work directly with brewery partners and distributors during annual, as well as monthly, business planning meetings.

  • Routine travel to various potential and existing markets with a focus on quantitatively analyzing a target market, or increasing business in an existing market.

  • Oversee and evaluate all existing markets with the sales team to ensure success. Adjust sales strategies to meet changing market & competitive conditions. Recommend unique sales strategies for improvement, based on market research and competitor analysis.

  • Lead, coach and challenge the sales division to continually improve upon distributor support and provide accountability for meeting deadlines of tangible deliverables while ensuring customer service standards are met. 

  • Responsible for developing and managing a sales team capable of carrying out needed sales and service initiatives. Identify key metrics of success relative to the performance of the sales team and ensure accountability for their performance.

  • Deliver sales presentations to key clients or distributors in coordination with sales reps.

  • Provide leadership and direction to all employees under direct supervision. Complete performance reviews and create Professional Development Plans for each member of the sales team.

  • In collaboration with the business owners, develop and manage annual sales and sales-related marketing budgets.

  • Analyze and control expenditures of the sales team to conform to budgetary requirements. Make any necessary adjustments to expenditures throughout the fiscal year while being sensitive to the company’s operating budget.

  • Provide support, leadership and promote accountability to all organizational policies.

  • Perform additional tasks and responsibilities as directed by the company owners.


An individual should demonstrate the following qualities to perform the role of Director of Sales:

  • Leadership - the candidate inspires and motivates the team to perform at a high level. The candidate is willing and accepts feedback from others. 

  • Communication - the candidate speaks clearly and concisely, is able to lead productive meetings and compelling presentations. The candidate responds promptly and respectively to colleagues and accounts. The candidate must be able to interact and communicate with individuals at all levels of the company.

  • Flexibility - the candidate is flexible and able to adapt to changes in the workplace and in broader markets. The candidate has the ability to pivot to produce favorable results while managing change, delays, or unexpected events.

  • Quality Commitment - the candidate embodies the company’s commitment to quality and is a key member in suggestions to help maximize efficiency and responsible growth.

  • Analytical - the candidate has the ability to strategically process information quickly and efficiently. The candidate must work collaboratively with other key members of the company’s leadership team to identify areas in which to streamline processes and measure results. 

  • Decision Making - the candidate confidently makes executive decisions that are in the best interests of the company. The candidate is highly confidential with the ability to exercise good judgement and discretion. 

  • Time Management - the candidate must be able to work in a fast-paced environment with demonstrated ability to juggle multiple competing tasks and demands.

  • Entrepreneurial - the candidate must possess an unrelenting desire to grow the business and provide quantitative and qualitative information on how to do so. Consistent sophisticated challenging and collaborating with the owners is a must.

  • Computer skills - the candidate must be proficient in utilizing all sales tools (VIP, LilyPad, IRI Data, PPT, EXCEL, etc.)  


  • 7 + years of experience in the brewing industry, preferably within a top 100 brewery in the United States.

  • Experience, knowledge and demonstrated skills relating to distribution, national accounts, retail sales, market analytics, inventory management, forecasting and budgeting.

  • Proven track record of working with national accounts.

  • Proven track record of building brands through wholesale partnerships.

  • Bachelors or Master’s Degree in Business or Marketing preferred.

Lone Pine Brewing Company encourages diversity and individuality. We are an equal opportunity employer and are committed to supporting a work environment that is free of discrimination and harassment. All employment decisions at Lone Pine are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, age, or family or parental status.  

Salary is dependent on experience. Lone Pine offers access to group insurance benefits, paid vacation, sick leave, and personal time.  

Applicants should email a resume, cover letter and references to employment at

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