Distribution Sales Manager

Brewery Vivant

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The Distribution Sales Manager (DSM) is a leadership position reporting directly to the CEO. The DSM is the link between sales and production with the overall purpose of growing and fulfilling distributor sales needs within the framework of company volume and profitability goals. The DSM will work closely with the production team and distributor partners to establish an annual plan and release calendar and will coordinate product availability while balancing the needs and constraints of each department in relation to the overall company goals. The DSM is the key contact for our wholesale partners and chain accounts and works carefully to create opportunities and maintain seamless product flow through keeping a close eye on purchase orders, trends and inventory while anticipating potential issues ahead of time. 

Responsibilities and Duties:

  • Production 

    • Work closely with brewery Production Manager to meet demands of both mainstay and specialty beer releases and on forecasting raw material and packaging goods

    • Maintain regular and clear volume objective communications with Production Manager with enough lead time to get beer made, packaged, and delivered

    • Manage finished goods inventory to ensure order fulfillment while minimizing inventory aging time

    • Oversee physical inventory tracking (in warehouse) every 4 weeks for all finished goods and cross check with Ekos software for real time accuracy

    • Anticipate and assist production team to make sure they have everything they need to be able to produce and fulfill pending orders & releases

  • Wholesale/ Sales

    • Develop, track, & continuously update the product forecast to balance needs of wholesalers, our taprooms, and production of appropriate inventory of products while maintaining product freshness

    • Work with distributors to create a strong annual business plan (ABP) collaborating on volume and distribution goals and event calendar

    • Work with creative team to ensure distribution has the point of sale items needed

    • Hold face-to-face (or virtual) quarterly meetings with distributor brand managers, creating quarterly objectives from those (e.g.specialty brand gets X many handles and beer-of-the-month placements)

    • Maintain regular follow-up on objectives each month with brand managers by keeping a close eye on their internal sales inventory tracking system

    • Attend targeted meetings with distributor sales teams for big launches

    • Lead at MI Brewers Guild festivals and a limited number of other festivals as determined with distributors

    • Attend trade shows and establish sales leads

    • Establish strong relationship with chain stores and work directly with them to set targets and introduce new brands and communicate decisions with distributor chain managers 

  • Strive for 100% order fulfillment 

  • Have a close relationship with wholesale counterparts to coordinate POs and ensure that allocated and/or specialty items are shipped at the appropriate time

  • Be aware of inventory at wholesaler warehouses and assist to move product in a timely manner

  • Proper and accurate invoicing for wholesale orders

  • Assure Accounts Receivable from wholesalers are fulfilled

  • Coordination of trucking logistics for orders

  • Tracking keg returns and deposits while maximizing company keg float

  • Regulatory & Compliance

    • Track all information needed to accurately and timely file state & federal excise tax reports for beer production & sales for all territories 

    • Ensure annual filing of small brewer state tax credit is applied to our account

Job Requirements:

  • At least 2 years of experience working at or with craft beer distributors - the ideal candidate will have worked at a craft beer distributor or in a similar role at another craft brewery 

  • BS or BA in Business, Management, Operations, Supply Chain or other relevant experience 

  • Exceptional analytical, decision making and problem solving skills

  • Excellent computer skills: spreadsheets, word processing, presentations

  • Familiar with Ekos brewery management software or similar brewery management software programs 

  • Ability to lift 55lbs repeatedly

Personal Characteristics:

  • Detail-oriented and comfortable spending time working on spreadsheets

  • Strong work ethic, willingness to go the extra mile and ability to multi-task and adapt to unforeseen changes

  • Comfortable being the “heavy” with distributors 

  • Strong organizational and problem solving skills

  • Ability to give and take direction

  • Strong interpersonal skills

  • Self-motivated

  • Passion for beer and sustainability

  • Likes working with brewers and with wholesale distributors

This position is a full-time exempt position and offers the following:

  • Competitive salary plus potential for bonus and profit sharing

  • Paid time off and paid holidays

  • Company discounts and perks

  • Healthcare plan: Medical, Dental & Vision

  • Short and long term disability coverage, life insurance and AD&D

  • 16 paid hours for volunteer work in the community

Brewery Vivant is committed to creating an inclusive environment. All qualified applicants will receive consideration for employment regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Who we are

Brewery Vivant is the world’s first LEED® certified commercial microbreweries and one of a handful of Certified B Corporation breweries. We brew beer influenced by European classics made with traditional methods that are blended & updated with our own creativity and modern approach. At our pub we strive to elevate the enjoyment of beer & food and the sense of community in everything we do. We operate with a bottom-up leadership style and an open book financial management system. It is our goal to have a family of Vivant ambassadors as employees, all of whom feel valued and empowered to do what it takes to give great service to all of our stakeholders. Brewery Vivant prides itself on being a destination brewery in the “Beer City” of Grand Rapids, Michigan. We are currently ranked as the 23rd largest brewpub in the U.S. according to Brewer’s Association definitions and have distribution throughout the State of Michigan.  

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