Key Account Manager

About Highland Brewing: 

Founded in 1994 by Oscar Wong—a Chinese-Jamaican immigrant and retired engineer—Highland Brewing began in the basement of Barley’s Taproom with refurbished dairy equipment and a big vision. Oscar helped spark a craft beer movement that has grown to more than 35 breweries within Asheville city limits. Since 2016, Highland has proudly been woman-led by Oscar’s daughter, Leah Wong Ashburn. 

Today, Highland is the largest family-owned brewery native to the Southeast, distributing award-winning beers across NC, SC, GA, and Eastern TN. Our hilltop brewery is a destination for limited-release beers, tours, live music, and private events—and exciting additions are on the way, including an outdoor retail shop, a rock-climbing gym, and a pizza restaurant opening in 2026. 

We’re committed to quality, sustainability, and community. Highland operates one of the largest solar arrays in the U.S. craft beer industry and continues to champion a “Thirst for Good,” weaving our story into the fabric of the Southern Appalachians.  

TITLE: Key Account Manager  

STATUS: Full-time, salary, exempt  

PAY: $75,000-$95,000 depending on experience

 Reports to: Key Account Manager - Large Format

JOB DESCRIPTION: The Key Account Manager (KAM) is responsible for driving sustainable and profitable growth of Highland Brewing Company’s (HBC) craft beer portfolio across our regional distribution footprint by fostering relationships in Chain and Key Strategic Accounts (CKSA)  and strengthening retail execution with a focus on convenience and package stores, small format and on-premise chains.  

The ideal candidate understands the unique dynamics of the convenience channel—limited shelf space, high-velocity SKUs and impulse purchasing — while bringing a passion for craft beer, brand building, and best-in-class execution. This role blends relationship management, data analysis, and team training to drive market share.  

ROLE RESPONSIBILITIES:   

Account Ownership & Growth 

• Develop and manage assigned key accounts with a lens on emerging opportunities and strategic placements to drive profitable volume growth and market share.  
• Execute sales and marketing plans aligned with distribution, revenue, and brand goals. 
• Secure new distribution for priority SKUs in both small-format and on-premise outlets.  
• Identify?opportunities for expanded placements and programs. 
• Build long-term relationships with store owners, managers, and buyers. 
• Support seasonal resets, validations, pricing changes, new item launches and programs in the market in coordination with retail and distributor partners. 
• Support training for Highland Market Managers in independent convenience channels.  

Distributor & Retail Collaboration  

• Serve as the primary point of contact for assigned distributor sales contacts leading regularly scheduled communication on priorities. 
• Conduct ride-withs, market visits, and sales training focused on assigned call points. 
• Hold distributor partners accountable for execution and follow-up. 
• Collaborate with Marketing to ensure brand standards are met in shelving, signage, merchandising and POS assets.  

Reporting, Insights & Communication 

• Track distribution, velocity, pricing, and display metrics by account and SKU. 
• Provide regular market feedback on packaging, pricing, and shopper behavior. 
• Maintain?accurate?account records and forecasting in CRM tools. 
• Communicate wins, challenges, and opportunities to internal stakeholders. 

JOB REQUIREMENTS: 

Education & Experience  

• Bachelor’s degree preferred. 
• Minimum 3 years of recent experience in craft beer sales, specifically with CKSA in the convenience channel, required. 
• Understanding and demonstrated use of data management systems. 

Specific Knowledge, Skills, and Abilities: 

• Working knowledge of the craft beer business, including strategic planning, budgeting, sales and marketing programs, price promotions, and channel analysis. 
• Excellent communication, presentation, and public speaking skills. 
• Ability to analyze market performance and make market recommendations. 
• Eligibility to obtain and maintain all local and state licensing requirements. 
• Ability to manage and prioritize multiple tasks. 
• Relationship-building skills to navigate HBC, distributor, and retail cultures. 

Working Conditions:? 

• Must live within Highland’s distribution area, preferably North or South Carolina.  
• Willingness to work evenings/weekends (est 10%) and travel overnight required (est 30%). 
• Ability to lift and move up to 35lbs (samples, cases, POS materials). 

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.?