Director Of Sales

Fair State Brewing Cooperative

Saint Paul, MN, USA

Full time

Jan 14

Fair State Brewing Cooperative is seeking a full-time Director of Sales to join our Leadership Team in St. Paul, MN. We are looking for an experienced leader to help drive the next phase of our growth. This role will report directly to the CEO.

Fair State is one of a limited number of cooperatively-owned breweries in the US. We began operations at our Northeast Minneapolis brewery/taproom in August 2014, and added a large production brewery in St. Paul, MN in 2017. By the summer of 2023, our products will be available in Minnesota, Wisconsin, Iowa, South Dakota, North Dakota, Chicagoland, Indiana, Ohio, Michigan, Eastern Pennsylvania, NYC, California, Texas, Florida, South Carolina, Tennessee, and Japan.

Our Sales Team consists of a handful of full-time market and territory sales managers and a Street Team of part-time festival and tasting staff. Our staff is mostly based in the greater Minneapolis-Saint Paul metro area and to date has largely focused on executing in Minnesota and Wisconsin.

We are looking for an experienced, hardworking leader to manage our Sales Team and contribute to our vision. The ideal candidate will have extensive experience thinking creatively, managing distributor relationships, using data to drive growth, and motivating and coaching an energetic team.

RESPONSIBILITIES
  • Work with sales team to develop and manage execution of Annual Business Plans (ABPs) for each wholesaler relationship, including distribution growth, velocity improvement, customer and wholesaler product education, community involvement, and process improvement
  • Monitor market and industry dynamics through reading, networking, and observation to identify trends, generate ideas, and develop a winning product portfolio
  • Support sales team in regularly interacting with wholesaler sales leadership to educate, inspire, and equip their team on behalf of our brand
  • Conduct research, interviews, and market visits to evaluate new prospective wholesaler partners and develop market entry plans
  • Support sales team in developing monthly action plans based on ABPs and drive execution
  • Set clear expectations, goals, strategies, and plans by communicating, answering questions, and providing direction and oversight to sales team
  • Work closely with the marketing leadership to formulate go-to-market plans, deploy sales tools, and coordinate promotion activities
  • Develop and maintain demand forecasts and sales plans for each wholesaler at the monthly level
  • Forecast needs, manage inventory, and procure sales support materials and services
  • Develop and manage sales budget and strategic plan
  • Implement processes and tools to become a preferred supplier partner and achieve our business objectives in collaboration with each wholesaler
  • Ensure Street Team is appropriately staffed, adequately trained and engaged, deployed, and evaluated to achieve business objectives
DESIRED SKILLS AND EXPERIENCE
  • 5–10 years of B2B sales experience is a must, preferably in a beer or another consumer packaged goods industry–direct experience managing brands at a wholesaler or directing sales at a brewery is a strong plus
  • Knowledge of, and passion for, craft beer
  • Willingness to work hard and lead from the front
  • Fearless drive to create opportunities and find solutions in ambiguous, challenging situations
  • Ability to both imaginatively generate ideas and execute on goals with discipline and rigor
  • Dedication to mentoring, coaching, and challenging direct reports and other leaders
  • Outstanding ability to manage complex projects and to communicate with stakeholders
  • Experience leading teams, solving difficult problems, and building a sense of shared purpose
REQUIREMENTS
  • Able to travel overnight and out of state up to 15%
  • Able to communicate succinctly, clearly, and persuasively in written and spoken English
  • Able to quickly create error-free, polished documents, slide decks, and spreadsheets using Microsoft Word, Excel, and PowerPoint; and Google Docs, Sheets, and Slides
  • Able to use formulas in Microsoft Excel to organize, relate, and analyze data efficiently and accurately
  • Able to use web-based reporting tools (e.g., Vermont Information Processing) and data visualization tools (e.g., Microsoft Power BI, Tableau)
  • Valid driver’s license and ability to pass insurance driving record review
COMPENSATION AND BENEFITS

This is an exempt position with a salary of at least $75,000, flexible based on experience. This position will also be eligible for contingent compensation based on the success of the business. As a full-time employee, this role will also be eligible for the following benefits:

  • 8 paid holidays (New Year’s Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Thanksgiving Day, the day after Thanksgiving, Christmas Day)
  • Paid Time Off, which can be used for any purpose and is accrued at a rate of 0.0769 hours of PTO per hour worked (4 weeks per year)
  • Paid parental leave (160 hours of paid parental leave in the 12 months following, or the 9 months prior to, the birth, adoption, or foster placement of a child in your home)
  • Health insurance for employee, spouse/domestic partner, and dependents, with a portion of premiums paid by Fair State
  • Dental and vision insurance, with 50% of employee and dependent premiums paid by Fair State
  • Short-and Long-Term Disability, Accidental Death & Dismemberment, and life insurance coverage, with 100% of premiums paid by Fair State
  • Flexible savings account for medical and dependent care
  • Simple IRA with employer-matching up to 3% (eligible in 2023)
  • Employee Assistance Program
  • Discounted membership in our cooperative (after 6 months)
  • Credit for Fair State clothing merchandise at hire
  • Annual safety clothing & equipment stipend
  • Employee beer stipend
  • Fair State merchandise and beer discounts
APPLICATION PROCESS

To apply, please send your resume and cover letter  with the subject line “Director of Sales.” We are looking to hire immediately. Applications will be accepted and interviews conducted on a rolling basis.

Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications as described in a job description. We are most interested in finding the best candidate for the job, and that candidate may be one who comes from a less traditional background. We would encourage you to apply, even if you don’t believe you meet every one of our qualifications described. If you are unsure whether you meet the qualifications of this position, or how this would be determined, please feel free to email  to discuss your application.

EQUAL EMPLOYMENT OPPORTUNITY

Fair State Brewing Cooperative strongly supports equal employment opportunity for all applicants regardless of race, color, religion, sex, gender identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, sexual orientation, genetic information, or any other characteristic protected by state or federal law.

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