Department: Sales
Reports To: CEO
Location: Stillwater, MN (Hybrid)
Position Summary
We are seeking a Director of Sales to build and lead a high-performance revenue organization in a challenging and evolving beverage alcohol market.
This is not a maintenance role. This is a leadership position for someone who can drive growth, implement discipline, and create accountability across our sales organization and distributor network.
The right candidate will combine strategic thinking, operational rigor, and a genuine passion for our products to outperform competitors in a down market.
Key Responsibilities
Revenue Ownership & Performance
- Own and deliver against company revenue targets across all markets and channels
- Develop and execute annual, quarterly, and monthly sales plans
- Identify growth opportunities and reallocate resources to maximize ROI
Forecasting & Sales Operations
- Build and maintain accurate, bottoms-up sales forecasts by market, distributor, and SKU
- Implement weekly, monthly, and quarterly forecasting cadences
- Analyze variances and proactively adjust plans to ensure targets are met
- Establish KPIs and dashboards to track performance across the organization
Distributor Management
- Lead relationships with distributor partners across all territories
- Set clear performance expectations, KPIs, and accountability structures
- Conduct regular business reviews to evaluate execution and results
- Align incentives, programming, and priorities to drive mutual success
Team Leadership & Development
- Lead, coach, and develop the sales team to achieve individual and team goals
- Establish a culture of accountability, ownership, and performance
- Set clear expectations for activity levels, pipeline management, and results
- Recruit, develop, and upgrade talent as needed
Market Strategy & Expansion
- Evaluate and prioritize markets, channels, and accounts for growth
- Develop go-to-market strategies for new products and territories
- Identify underperforming areas and implement corrective action plans
- Drive execution in both on-premise and off-premise channels
Cross-Functional Collaboration
- Partner with marketing on brand strategy, promotions, and new product launches
- Collaborate with operations and finance on inventory, demand planning, and pricing
- Serve as the voice of the customer and market within the organization
Qualifications
Required
- 7–10+ years of sales experience in beverage alcohol (beer, wine, or spirits)
- Proven experience managing distributor relationships within the three-tier system
- Demonstrated success in driving revenue growth and achieving sales targets
- Experience leading and developing high-performing sales teams
- Strong analytical and forecasting capabilities
- Must be of legal drinking age
- Excellent problem solving, record keeping, and communication skills
- Ability to work both independently and within a team environment to accomplish goals
- Ability to prioritize assignments and multi-task
- Minimum 40 hours per week with frequent night and weekend work
- A valid driver's license, current automobile insurance, and ability travel to account locations as needed.
- Willingness to submit to a criminal background check
- Ability to lift up to 30 lbs. repeatedly
- Proficiency with Google GSuite or Microsoft Office Suite
Preferred
- Experience scaling a regional or national brand
- Background working with both supplier and distributor organizations
- Experience in high-growth or turnaround environments
Compensation & Benefits
- Competitive base salary
- Performance-based bonus tied to revenue and key metrics
- Benefits package including health, dental, vision, short term/long term disability, life insurance
- Car allowance
- Company cell phone and laptop provided
- 401K with Company Match
- Paid Holidays and PTO
- Expense budget
- Beer and Gear
Core Values:
We are looking for someone who possesses our core values:
- Quality
- Brand
- Team
- Own it
- Growth
- Innovation
- Passion
