Director Of Sales And Distribution

Who We Are: Urban Growler is the first woman owned microbrewery in Minnesota. We are an urban oasis located in St. Paul, MN. Our beer is handcrafted in 10-barrel batches. We have a warm and inviting taproom, beer garden and event space serving our own elevated pub food. We self-distribute our beer in Kegs and Cans. We're LGBTQ owned and we're on a path to be one of the top breweries in MN.

Why Join Urban Growler? Urban Growler was recently recognized as one Minnesota’s Best Breweries by the Star Tribune Readers’ Choice Award in 2022.

Are we right for each other? We are excited to add an experienced EOS Integrator to our team. The Integrator helps the Visionary achieve their vision for Urban Growler by running the business. The Integrator leads the Leadership Team, creating and executing strategic and action plans, developing metrics, holding people accountable, and driving results. You have experience in hospitality and the craft beer industry or beverage business and know all the nuances. You have experience in sales/marketing, operations, human resources, legal, project management and finance, enabling you to successfully lead, manage and hold the leadership team accountable (LMA). You’re a smart cookie with personality plus. You’ve been around the block a time or two and find the opportunities in every challenge. We are a small brewery with a proven track record on the way up, up, up! If you want the opportunity to be a part of a warm and inclusive, small business with a great leadership and ownership team, apply to Urban Growler today!

What we’re looking:

• Lives and breathes the Urban Growler Core Values.

o Inclusivity

o Get S#%* Done!

o Teamwork

o Happy & Helpful

o Good Human

o Power of Community

The UG Director of Sales and Distribution will be responsible for executing and achieving sales, distribution, and revenue goals with key, strategic growth accounts as set forth by the COO as well as manage, coach, and support Urban Growler Territory Account Executives so that the team achieves its sales revenue goals for the company at the required profitability levels.

Job Responsibilities and Accountabilities

Sales and Field Marketing Management

• Develops an effective marketing and sales strategy plan to maximize UG beer sales within an established and growing customer base of accounts.

• Directly communicates with UG COO and additional staff to identify opportunities in market.

• Analyze current markets trends, identifying strengths, weaknesses, opportunities, and threats to the UG product lines and strategic account relationships.

• Mentor, manage and lead Territory Account Executives to maximize pull through of product, execution of displays, and programming.

• Hosts weekly meetings with the Territory Account Executives to maximize, monitor and improve the sales performance of his/her sales business unit.

• Make critical growth and territory decisions and adjustments to ensure adequate sales team account management and new account acquisition coverage.

• Collaborates weekly with senior leadership to project and anticipate sales volumes of varying product lines to optimize brew schedules, inventory management, and mitigate product shrinkage.

• Leverage company CRM and reporting to create and provide meaningful reporting on personal and team performance and to effectively plan for monthly, quarterly, and annual plans—assist COO in monitoring margin and profitability of outside sales channel.

• Host weekly 1:1 session with Territory Account Executives.

• Work directly with Territory Account Executives to achieve execution of assigned beverage sales goals; manage performance and provide coaching and corrective feedback when appropriate.

• Collaborates with UG marketing personnel to design and implement critical tools to lift Territory Account Executives sales performance.

• Works, when necessary, with the accounting department to resolve any billing issues within his/her strategic accounts as well as his/her direct reports’ accounts.

• Initiates and actively participates in personal growth and development plans for his/her team of Territory Account Executives.

Delivery and Distribution Management

• Oversee delivery of all beverages and products to off premise restaurants, bars and retail distribution points.

• Manage delivery drivers’ performance, coordinate schedules and prioritize routes and deliveries to support off premise wholesale customers.

• Works with the accounting department to resolve any billing issues within all personal and team accounts.

• Manage delivery processes and resources to ensure timely delivery and optimal inventory management for all stakeholders.

• Collaborate with delivery resources to manage, rotate, and maintain fresh beverage inventory in each account.

Direct Sales Responsibilities

• Works in the market calling on UG existing key strategic accounts while also buildings relationships and acquiring new strategic account that can provide spend potential $10,000 or greater in annual beverage revenues and assist them in creating consumer demand at the store level.

• Call on centralized buyers of multi-location accounts; team sell as an overlay on strategic accounts with the UG Territory Account Executives.

• Secure shelf space equal to or greater than market share.

• Must sell sufficient product inventory to eliminate out-of-stock situations.

• Seek and develop positive working relationships with UG on premises and off premise partners.

• Identify new opportunities to grow our existing portfolio with strategic accounts.

• Develop and implement sales promotions to encourage distribution and product growth.

• Responsible for ensuring marketing and sales support materials are displayed in each retail outlet.

• Secure the best possible selling position for our products (including in-store displays, coolers positions, etc.).

• Place all brand POS materials in order to establish a look of a craft beer leader.

• Conduct special promotions within accounts to increase brands sales.

• Call on account to establish sales promotions through displays, giveaways, and samplings.

• Conduct tastings, participate in promotional and distribution events, as necessary.

Additional Requirements

• Responsible for contributing to a team sales “revenue” sold goal as well as grow an assigned total billed revenue set of accounts (TBR)

• Communicating unique and proprietary value proposition of UG beer.

• Participate in weekly staff meetings and training sessions to sharpen skills/competencies and continually increase sales effectiveness.

• Actively supports the UG mission and vision philosophy.

• Attends all required UG Company meetings.

Key Skills

• Effective communication skills over the phone and in person; must possess the ability to connect with bar managers, beer buyers and retails sales associates that promote local craft beer products.

• Possess hustle factor with determination to see and connect with multiple accounts and/or influencers on the daily basis.

• Ability to stay organized to effectively juggle multiple projects and be a field marketing expert; work after hours events and tastings

• Ability to follow up and commitment to teamwork.

• Experience working within EOS/Traction Model desired, helpful but not required.

Qualifications

• Track record of working in team-based environment that required collaboration to be successful.

• Proficient with Microsoft Office Suite or Google equivalents.

• Energetic, with a competitive spirit and a results-driven, goal-oriented attitude.

• Integrity and ethical behavior required.

• Adaptable to changing environment.

• Previous beverage, hospitality, food or wholesale to retail sales experience preferred but not required.

Physical Environment

• Most work is performed in a temperature-controlled office environment. Noise levels in all areas are within acceptable tolerance ranges for those specific work areas.

• Director of Sales and Distribution may be required to lift up to 40 lbs. in product for events or stores inventory; ability to move product on to shelves or within coolers.

• The Director of Sales and Distribution may sit for long periods of time at a desk or computer terminal.

• Position responsibilities requires daily travel to accounts as an individual contributor or in a team selling role with Territory Account Executives