Territory Manager

ABOUT US: 

Founded in 1987 in the heart of downtown Hood River, Oregon, Full Sail Brewing Company was an early pioneer in the craft brewing movement. With more than 35 years of brewing and beverage manufacturing experience, we have earned over 300 awards and accolades, including more than 200 gold medals. Our commitment to quality and innovation has enabled us to stay ahead of the curve and lead the way in the ever-evolving beverage industry. 

Today, we're investing in the future of both the Full Sail and Session brands through refreshed branding, innovative new products, and continued market expansion. As one of the Pacific Northwest's most respected independent breweries, we're building on our legacy while creating exciting opportunities for the next chapter of our brands and for the people who help bring them to market. 

POSITION SUMMARY: 

The Territory Manager (TM) is responsible for driving retail execution and sales growth for the Full Sail Brewing Company and Session brands within key Oregon markets, with a primary focus on the Greater Portland area. This is a hands-on, account-level role centered on securing new placements, increasing velocity at existing accounts, and elevating brand presence through superior in-store execution. 

A core priority of this role is building and nurturing strong relationships with our distributor partners (District Managers and Reps), leveraging those relationships to expand market reach, surface market insights, and drive new placements and increased velocity. The TM will also engage directly with consumers by leading key beer sampling, events, and festivals. 

This role joins Full Sail and Session at an exciting moment of growth and reinvestment. We are launching new line extensions — including Session West Coast and a Japanese Rice Lager — alongside refreshed branding and are positioning for the next wave of rollouts across both brands. Backed by 40 years of stability as a leading regional brewery known for quality and competitive pricing, this position offers a high ceiling for growth and impact. 

DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. 

Retail Execution: 

• Secure new product placements within assigned accounts. 
• Drive increased velocity at current placements. 
• Increase display activity at retail. 
• Improve shelf positioning and presence. 
• Execute promotional programming in line with brand standards. 
• Install POS materials at key accounts to drive velocity. 
• Represent the company in a unique, enthusiastic, and respectful manner with distributors, accounts, and customers. 
• Conduct regular account visits to assess product availability, merchandising execution, and promotional compliance. 
• Act as a primary point of contact for retailers, providing excellent customer service and addressing inquiries or concerns. 

Chain & Key Account Management: 

• Manage chain account relationships at the account (store) level — corporate-level chain relationships are owned by the Senior Sales Manager. 
• Develop strategic relationships with key store managers and buyers to drive account-level sales growth. 
• Partner with the Senior Sales Manager to support and track chain account activity and performance across the region. 
• Work with Marketing to develop educational materials and presentations for distributors, customers, and accounts. 
• Supply distributors and accounts with marketing materials, ensuring proper promotional execution. 

Distributor Partnerships: 

• Build and develop relationships with distributor partners (District Managers, Reps) as a top priority of the role. 
• Leverage distributor relationships to increase market reach, surface market insights, secure new placements, and grow velocity. 

Events & Brand Building: 

• Identify and lead key beer events and beer festivals to connect directly with consumers and drive brand awareness. 

Performance Tracking & Data Analysis: 

• Track, analyze, and report sales performance against established benchmarks and KPIs, identifying gaps and opportunities. 
• Analyze sales data to identify account opportunities and drive growth. 
• Maintain and update the account database for the assigned territory, including prospective accounts and contact lists. 
• Maintain a weekly schedule for efficient planning and win tracking. 
• Monitor and report field quality concerns to the appropriate contacts and departments using proper communication channels. 
• Success in this role is measured through a combination of increasing placements and increasing velocity across the territory. 

Operational & Budget Management: 

• Support budget and POS allocation, ensuring effective resource utilization. 
• Support sales incentives and training programs to drive engagement and field execution. 
• Ensure that trade marketing initiatives are executed effectively at retail and on-premise locations. 

EXPERIENCE: 

• 2+ years of sales experience. 
• Experience with wholesalers/distributors is welcomed — beer industry experience is not required but valued. Beverage experience preferred, with alcohol experience especially valued. 
• Retail chain and key account management (KAM) experience is a plus. 
• Proven ability to build relationships and motivate both internal and external teams. 
• Strong communication and presentation skills. 
• Hands-on proficiency with Microsoft PowerPoint, Word, and Excel for reporting and strategy execution. 

Other Requirements: 

• On the road in the Greater Portland area approximately 80% of the time, driving sales at the account level. 
• Some overnight travel is required, approximately 3 days per month in key Oregon territories depending on business needs. 

PHYSICAL REQUIREMENTS: 

• Able to drive, walk, and stand for extended periods of time during market visits, trade shows, and industry events. 
• Ability to assist with the setup, breakdown, and transportation of event materials, including occasional movement of beer kegs and display equipment. 
• Comfortable working in various environments including office settings, production environment, retail locations, distributor warehouses, and event venues. 

What We Offer: 

• Competitive compensation including performance incentives. 
• 90% Employer-paid Medical and Dental benefits. 
• 401k with company match up to 4%, vested right away. 
• Paid Time Off. 
• Flexible Paid Holidays. 
• Food and beer discounts in the Full Sail Pub for employees and their guests. 

Compensation:

$62,000.00 - $75,000.00 Base+ Commission/year