Regional Sales Manager

Job Description

Regional Sales Manager

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At Athletic Brewing, we are on a mission to revolutionize the beer industry, and we are doing it with a team of doers. We move quickly, we hold a high bar, and we reward performance. We are a company of hard workers and dedicated professionals who take ownership, drive results, and want their impact to be visible.

We believe in merit, accountability, and earning opportunities through contribution. High performers grow here. If you are motivated by building, improving, and winning as a team, you will thrive at Athletic.

Through our products and our people, we believe we can positively impact health, activity, and opportunity in our communities. We actively seek representation from diverse backgrounds and experiences and are committed to building a team that reflects the communities we serve.

About the Role

We are seeking a strong Region Sales Manager to lead and grow Athletics’ business across the Southeast region by supporting Territory Managers, strengthening distributor partnerships, and driving best-in-class market execution. This role blends strategic planning with hands-on leadership, requiring someone who can build sales plans, coach team members, support distributor priorities, amplify brand marketing and stay close to account-level performance.

The RSM will ensure our brand shows up with quality through strong product presentation, rotation, retail execution, and thoughtful market planning. This leader must communicate clearly, follow through on commitments, and build trusted relationships with distributors, retailers, brand partners, internal stakeholders, and team members while creating an inclusive environment where the team feels supported, coached, and challenged to grow.

This is a self-directed, results-driven role for a curious, proactive leader who can improve systems, support chain opportunities, solve market challenges in real time, and take clear ownership of regional goals, distributor follow-up, team performance, and measurable execution.

Southeast Region: FL, GA, NC, SC

***Preferably based in Florida major metro area - Other major metros in the region would also be considered.  Must be within commutable distance of a major airport.

***Relocation considerations may be discussed.
 

Leadership & Management

• Assists the Region VP of Sales and respective Regional Sales Manager in the strategic planning, budgeting, and execution of all sales initiatives across assigned area.
• Develops and implements creative and effective sales strategies to achieve customer and distributor awareness, with all strategies laddering up to ABC’s goals.
• Recommends brand priorities, product positioning, packaging, POS, and pricing strategies to produce highest possible long-term market share and growth, while remaining competitive in the market.
• Oversees and evaluates current market research and market conditions; conducive to any/all category segments.
• Directs sales forecasting activities, including but not limited to; current distribution network, prospective territories, and potential sales partnerships.
• Assists on performance goals across area with team members.
• Owns regional marketing budget – tasked with negotiating, securing and executing partnership opportunities to increase brand awareness and top-level volume across the region.
• Organizes and attends market events across the distribution network to supplement and support company goals.
• Assists chain team activities to maximize any/all chain relationships, opportunities, and current sales footprint.
• Assists COO and Operations team on inventory management and shipping/receiving logistics.
• Assists Brewery Direct channel on all activities to promote and increase sales efforts in gap areas not able to be traditionally handled through 3-tier network.
• Provides leadership for company through ongoing development and training, as well as collaboration and creative solutions to achieve any/all goals.
• Assists in the hiring process of new team members within the sales team, as well as outside of department as need be.
• Plans Territory Manager routes in major markets, review plans with TM at minimum bi-weekly.
• Runs all VIP/iDig reports, Inventory, creates all distributor-facing presentations (using ABC templates and content resources).
• In 50+ retail accounts per month – using Standard Surveys, every visit should be with the distributor and/or training the sales team.
• Led and assist pricing, margin, other profitability evaluations across the region.
• Organize team crew dives and distributor work-withs.
• Completes quarterly recaps/business reviews – internally & externally.
• Owns communication of chain mandates to distributors.
• Owns New Item Form set up with distributors.
• Utilizes the REACH sales process and 1:1 templates for feedback with TMs on "best in class" in store-level selling.
• Follows up with wholesalers on unfulfilled commitments or missed execution. 
• Manages small chain accounts that do not fall into National or Regional Key Accounts Team.
• Leads Annual Business Planning with Region VP of Sales for distributors within their territory.

Distribution

• Assists on distributor(s) market meetings on quarterly or monthly basis (minimum).
• Develops positive relationships with key distributor(s) personnel, including but not limited to; Upper management, Sales Managers, Division Managers, Area Sales Managers, etc.
• Supports distributor(s) in on/off premise chain account management.
• Assists in management of inventory at distributor(s) to ensure timely sell-through, while also ensuring proper product rotation and market presentation from a quality perspective.
• Lead company to work together to create, present, and implement the Annual Business Plan and Sales Strategy with distributor(s).
• Supports distributor with active participation in market activity, including but not limited to; active account calling, event/sampling efforts, market analysis, etc.

DTD/Weekly Responsibilities

• Assist all team members with sales support and market execution.
• Assist Operations on inventory management and shipment logistics.
• Grow ABC awareness and sales footprint/velocity within current whereabouts through account calls, sponsorship, promotions, tastings, etc.
• Establish free-flowing communication with all team members, including bi-weekly 1v1 calls to maximize opportunities.
• Work with leadership within the sales team and across the organization on evaluation and implementation of production plan to maximize sales opportunities.

Monthly/Quarterly Responsibilities

• Work closely with respective Sales leadership on following regional/area sales and marketing initiatives, with active tracking and accountability measures.
• Evaluate and provide insight/thoughts on monthly TM recaps, with an emphasis towards personal development and positive reinforcement.
• Work to develop long-term positive relationships with key individuals across distribution footprint, through market activity and informal meetings.
• Work with each TM in their respective territories across multiple days in the market; assisting in crew drives, promotion/tasting support, etc.
• Work with each distributor partner(s) to establish S/M/L goals within each respective territory, with evaluation(s) coming at a minimum of quarterly, either the priority of in-person meetings, or through virtual conferencing.
• Collaborate with each TM on their own respective monthly/quarterly goals, as well as on total team quarterly goals.
• Work alongside respective Sales leadership on sales programs and in-market execution on key initiatives in alignment towards monthly and quarterly goals.
• Work with/assist Key Chain Account Managers on relationship development, as well R&D, across both on and off premise chain accounts.
• Work with each TM to develop and implement incentive/PFP periods with their respective distributor partner(s).

Skills and Traits

• Passion, Integrity, Honesty, Dependability, Attention to Detail.
• Team-oriented and results driven with a commitment to quality.
• Must be able to fulfill physical requirements of delivering beer and setting up at festivals- safely lift, climb stairs, bend, clean, etc.
• Must be able to travel around the territory freely and regularly.
• Independent operator - disciplined and self-driven.
• Strong communicator and team player, ability to build meaningful relationships with new contacts and motivate.
• Personal curiosity in improving systems.
• Desire to have a positive impact on customers and team members.
• Passionate interest for the brewing industry and community.
• Must live or be willing to relocate to territory.
• Available to work nights/weekends from time-to-time.

Job Details

Compensation

Total On-Target Earnings (OTE) Potential: $110,000 to $156,000

OTE is comprised of the following:

• Base Salary: $100,000 to $120,000 annually, commensurate with experience
• Bonus: Eligible for an annual sales bonus of up to 10% to 30% of base pay

Periodic travel throughout the region and across the broader East Coast is required.

This role is also eligible to participate in the company’s vehicle reimbursement program.

Responsible Region

• This role will support the Southeast Region, which sits underneath Athletics’ East Division, overseeing sales and distribution across Florida, Georgia, North Carolina, South Carolina, Puerto Rico, and the US Virgin Islands.

Location: Preferably based in Florida - Other major metro areas within the region would also be considered.  Must be within commutable distance of a major airport.

Benefits

• Benefits: Company-paid health, vision, dental, life, 401k with 5% company match, and Paid Parental Leave, continuing education reimbursement (subject to program limits)
• Community Program: In addition to Paid Time Off, all team members receive one paid day per month to dedicate to volunteering activities.
• We value internal mobility and team equity.
• We are an equal opportunity employer

Physical Demands:

The physical demands described here represent those that must be met by an employee to successfully perform the essential functions of this job.

• Regularly required to sit, stand, walk, bend, stoop, reach, and use hands to handle or feel objects. 
• Frequently lift and/or move up to 35 pounds; occasional lifting of heavier items may be required. 
• Requires daily travel by car for extended periods, often up to 8+ hours. 
• May require setting up and breaking down event materials, including carrying product, coolers, and display equipment. 
• Ability to work on feet for extended periods during events or market visits. 
• Specific vision abilities include close vision, distance vision, and the ability to adjust focus.
• Exposure to outdoor weather conditions and varying environments during market visits and events
• Ability to travel frequently by car and commercial airline, including extended periods of sitting, driving, walking through airports, and transporting luggage or work materials as needed.