Director of Sales

Fair State Brewing Cooperative


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DIRECTOR OF SALES

Fair State Brewing Cooperative is seeking a full-time Director of Sales to join our Executive Leadership Team in St. Paul, MN. We have grown significantly in the last year, and we are looking for an experienced leader to help drive the next phase of our growth.

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. We focus on traditional lager beer, sour beer (ranging from kettle sours to 100% barrel-fermented mixed culture beers), and hoppy beers. By the end of 2018, our products will be available in Minnesota and adjacent states, as well as a handful of markets on the Eastern Seaboard and the West Coast. As a member-owned cooperative, we take seriously our ability to positively impact the communities in which we do business through our events programming, our approach to doing business, and Fair State Cooperates, our philanthropic and volunteer program.

We continue to operate the taproom and original brewery in Minneapolis, but we now perform most of our brewing and packaging for distribution in Saint Paul, which is also where our marketing and administrative staff are located.  Our Sales Team consists of a handful of full-time outside sales representatives 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, using data to drive growth, and motivating and coaching an energetic team.

Responsibilities

Leadership

  • Monitor market and industry dynamics through reading, networking, and observation to identify trends and generate ideas
  • Formulate and answer questions; collect, structure and analyze data, especially quantitative data; and visualize data to inform, motivate, and persuade
  • Contribute as a member of the Executive Leadership Team to articulating and evolving the Fair State culture, mission, vision, and strategy
  • Provide direct coaching and professional development support to the sales team
  • Work closely with the marketing leadership to formulate go-to-market plans, deploy sales tools, and coordinate promotion activities

Forecasting and Planning

  • Develop, maintain, and communicate about demand forecasts and sales plans for each wholesaler at the monthly level, and ordering plans for each wholesaler at the weekly level
  • 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
  • Forecast needs, manage inventory and procure sales support materials and services
  • In collaboration with the Marketing Team, develop product release plans for new brands and limited time offers (LTOs)
  • Allocate product among wholesalers, the taproom, the Sales Team, and the Marketing Team to meet business objectives
  • Participate in Executive Leadership Team meetings to drive execution on collective goals, collaborate most effectively, and identify the best opportunities to fulfill our mission

Wholesaler Relationship Management

  • Implement processes and tools to become a preferred supplier partner and achieve our business objectives in collaboration with each wholesaler
  • Regularly interact with wholesaler sales leadership to educate, inspire, and equip their team on behalf of our brand
  • Conduct interviews, research, and market visits to understand the opportunities in each market and the capabilities of each wholesaler
  • Provide feedback and visibility to Fair State leadership on the performance of each wholesaler and dynamics of each market
  • Ensure that orders, invoices, and credit memos are processed accurately and in a timely manner
  • Conduct research, interviews, and market visits to evaluate new prospective wholesaler partners and develop market entry plans

Sales Team Management

  • Develop monthly and weekly action plans based on ABP’s and drive execution
  • Ensure Street Team is appropriately staffed, adequately trained and engaged, deployed, and evaluated to achieve business objectives
  • Gather data to evaluate performance, conduct debriefs and after-action reviews, and share findings to encourage growth
  • Manage Sales Team workload and priorities based on business objectives and team availability
  • Implement Fair State policies, procedures, goals, strategies, and plans by communicating, answering questions, and providing direction and oversight to Sales Team
  • Provide quarterly written feedback to Sales Team based on direct observation, peer evaluation, performance measurement, goals, and job descriptions
  • Set clear expectations through quarterly updates to job descriptions and goals
  • Provide input into staffing plans, job descriptions, and hiring decisions as necessary

Desired Skills and Experience

  • 5-10 years of B2B sales experience is a must, preferably in a beer or another consumer packaged goods industry
  • 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
  • Curiosity about what works and what could be, and willingness to continually learn
  • Dedication to mentoring, coaching, and challenging direct reports and other leaders
  • Outstanding ability to manage complex projects and to communicate with stakeholders
  • Commitment to following company policies and procedures
  • Excellent judgment, outstanding professionalism, and exemplary communication and teamwork skills
  • Experience leading teams, solving difficult problems and building a sense of shared purpose
  • College degree from an accredited 4-year institution

Requirements

  • At least 21 years of age at of time of application
  • Able to travel overnight and out of state up to 25%
  • Able to stand for prolonged periods
  • Able to read, follow, and give oral and written English instructions
  • Able to communicate succinctly, clearly, and persuasively in written and spoken English
  • Able to occasionally lift/carry heavy objects (55 lbs.) safely above waist-level
  • Able to work in a factory environment which may be loud, hot, humid, cold, or slick
  • Able to work in a fast-paced environment with high-pressure deadlines and time constraints
  • 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)
  • Able to design research plans and to collect, clean, analyze, and present data to answer questions and make persuasive arguments
  • Able to engage with diverse audiences to effectively develop partnerships and represent our brand
  • Able to develop clear and rigorous workplans with accountability, timelines, metrics, resource needs, and risk management
  • Able to identify opportunities and make plans to capture them with minimal input and direction
  • Able to make, maintain, and adhere to budgets
  • Able to deal constructively with conflict and disagreement
  • Valid driver’s license and ability to pass insurance driving record review

This is a full-time salaried position. As a full-time employee, this role will also be eligible for the following benefits:

  • Paid holidays (New Year’s Day, Memorial Day, Independence Day, Labor Day, Thanksgiving Day, 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)
  • Health insurance, with a portion of employee and dependent 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
  • 401(k) plan (beginning in 2019)
  • Flexible savings account for medical and dependent care
  • Employee Assistance Program
  • Employee beer stipend
  • Discounted membership in our cooperative after 6 months of employment
  • Merchandise and beer discounts
  • Credit for clothing merchandise at hire

This is a salaried, exempt position. Base compensation will be $80,000. This position will also be eligible for contingent compensation based on the success of the business.

Application Process

To apply, please send your resume and cover letter to salesdirector@fairstate.coop with the subject line, “Director of Sales”. Applications will be accepted and interviews conducted on a rolling basis. We are looking for someone who would be able to start between mid-December 2018 and early January 2019.

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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