Director, Regional Sales

Stone Brewing

San Marcos, CA, USA

Full time

$130-140k (annually)

Mar 2

Sapporo USA and Stone Brewing have come together to form one of the top 15 largest breweries in the United States, building on the strong legacies of our celebrated heritages. We brew badass beers on both coasts at our breweries in Escondido, CA and Richmond, VA, and create amazing experiences at our Stone Brewing World Bistro & Gardens and Taproom locations. We’ve enjoyed a rich history following our passion and are in search of people who are equally passionate about pursuing their craft to join the team.


The Regional Sales Director leads our distributor management sales team partnering with Stone Distributing Company (SDC), Stone Brewing’s largest distributor, to capitalize on the overall sales potential of our brand portfolio within SDC’s footprint. This role reports to the Chief Revenue Officer and leads a team of Area Sales Representatives locally. 

The Regional Sales Director is responsible for the achievement of key business objectives including sales, distribution, brand priorities, budget management, and market share growth. This role also leads and coaches the Regional Sales team to accomplish our objectives, while developing distributor relationships and overseeing budgets across the region.


  • Partner collaboratively across the organization to develop and drive the company’s overall national sales strategy and goal planning for our beers and brands
  • Lead Regional Sales team with focus on team development, growth, performance, awareness and transparency to progress, inhibitors, and successes 
  • Establish a vision and provide both short- and long-term direction to the regional team, building annual and quarterly targets that ladder up to the overall company targets 
  • Manage set regional budget to accomplish sales and volume objectives
  • Demonstrate historical and current knowledge of the retail industry and the customer / distributor business processes, organizational structure, strategies, objectives, and tendencies. Understand the implications for our brand portfolio and apply customer information and insights to build sales strategies
  • Manage concise communication with the brewery, sales team, and distributors pertaining to pricing, new item authorizations, displays and promotions
  • Build relationships with key wholesaler team members including General Manager, Sales Leadership, channel managers, and other key personnel
  • Set and maintain an effective and consistent communication stream between Regional Sales and National Accounts team, while proactively communicating results, risks, and opportunities to leadership 
  • Stay current within the competitive landscape both in the retail and beer space, and seek out new opportunities to increase sales and penetration within territory
  • Plan and participate in regular distributor training activities including presenting at sales meetings, riding with distributor sales personnel, and distributing new sales material to sales staff 
  • Promote ongoing education for regional sales team on both our brand portfolio as well as the broader beer industry 


  • Bachelor's degree in related field
  • 10+ years sales leadership experience in leading teams within the alcohol beverage industry preferred 
  • Proven track record managing complex sales, sales programs, and portfolios of initiatives through excellent influence skills 
  • Demonstrated ability and proven track record in driving process, efficiency, and growth improvements/results 
  • Strong leadership and team development and motivation skills 
  • Solid execution skills with a passion for getting into the details where appropriate to make effective decisions and drive results 
  • Strategic and big picture thinker with an entrepreneurial spirit while also able to distill functions and business interactions into tactical/detailed process and workflows to drive improvements and efficiency gains 
  • Strong analytical skills, change management, and financial acumen 
  • Effective and persuasive communicator with outstanding presence, presentation and negotiation skills that constantly strives for simplicity and clarity 
  • Flexibility to travel as needed, including weekends where necessary to drive sales and connect with customers 
  • Must have a valid Driver’s License and vehicle insurance in good standing 

Compensation, Benefits & Perks

  • Annual Salary Range: $130,000 - $145,000
  • Annual Sales Bonus Plan: 30% of Annual Salary
  • Comprehensive Health Insurance, 401K, and Bonuses for Eligible Team Members
  • Company beer perks program and discounts
  • Paid Time Off - including Vacation accrual, Sick Leave, and 12 paid Holidays
  • Benefit programs supporting Financial Wellness, Health & Wellness and Career Development

Sapporo USA and Stone Brewing is an equal employment opportunity employer and does not discriminate against applicants or employees because of race, color, religion, national origin, sex, age, citizenship status, various ability status, genetic information, sexual orientation, or gender identity or expression of an otherwise qualified individual, or membership in any other class protected by applicable law. Sapporo USA and Stone Brewing hires and promotes individuals based on their qualifications for the job to be filled.

Sapporo USA and Stone Brewing seeks to build a culturally diverse staff where differences are valued and respected. Women, minorities, individuals with various abilities, veterans, LGBTQ+ and intersectional individuals are encouraged to apply.

Salary Description

$130,000 - $145,000

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