Director, National Accounts - Off Premise, West at Stone Brewing – LOS ANGELES, California

Sapporo brewed the first beer of Japan in 1876. It’s now the number one selling Asian beer brand in the U.S. thanks to its best-selling Sapporo Premium. Sapporo acquired Stone Brewing in 2022 to brew all of Sapporo’s beer for the U.S. market. Stone Brewing, established in 1996, pioneered the West Coast Style IPA helping to fuel the modern craft beer revolution. Now one company, Sapporo-Stone Brewing is among the 15 largest breweries in the U.S. and operates production facilities in Escondido, CA and Richmond, VA plus seven Stone Brewing taproom and bistro locations. We’ve enjoyed a rich history following our passion and are in search of people who take great pride in building our legacy for the future.

Summary

The Director of National Accounts builds and manages our sales, revenue growth, and profitability for the Off Premise large format channel in the Western US across our portfolio of brands. We are looking for an experience-minded, results oriented, collaborative, and creative problem solver to develop initiatives that deliver experiences that positively impact the business and delight our customers. This role will report into the VP of Sales, National Accounts, collaborate closely with the Directors, National Accounts – Off Premise, East and Central, and work cross-functionally with different business partners to execute on Off Premise channel initiatives.

Responsibilities

• Partner collaboratively across the organization to develop and drive the company’s Off Premise channel strategy, primarily amongst large format retailers identified as being headquartered in the Western US
• Lead National Accounts - Off Premise, West team with focus on team development, growth, performance, awareness and transparency to progress, inhibitors, and successes
• Leverage sales data platforms and resources to identify opportunities nationally and regionally to optimize selling opportunities within assigned territories
• Develop strategies, plans, and performance measures to increase account prospecting, penetration rate, share of wallet in existing accounts, and customer satisfaction
• Build account goals and business plan in partnership with distributors and regional sales team. Create and employ programs to elevate performance, reporting, stand-alone sales capability, and effectiveness
• Design systemic processes to ensure plan execution and facilitation throughout distributor network. Actively report on progress, rigorously remove sales barriers, and directly drive and enlist the support of others to delight customers and close deals
• Serve as company expert for the Off Premise channel, account and macro trends, tailwinds and headwinds, and competitive positioning and maneuvers impacting business
• Collaborate on and own development and communication of pricing programs, support and other sales operations programs
• Set and maintain an effective and consistent communication stream between the National Off Premise team and regional sales, while proactively communicating results, risks and opportunities to leadership

• 10+ years sales leadership experience in leading national sales and accounts, with specific focus in the Off Premise channel
• Demonstrated network connections in the domain and relationships with players serving it strongly 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
• Living near a major airport in the Western US is strongly preferred

Compensation, Benefits & Perks

• Annual Salary Range: $140,000 - $155,000
• 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.