Sales Representative - Multiple Positions. Seattle, WA and LA, CA (SoCal)

Melvin Brewing

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The Sales Representative (aka Field Hoperative) is a full-time position responsible for growing total territory revenue versus the prior year through distributor management to meet ABP. This includes working autonomously to establish, develop and grow a strong base of on- and off-premise accounts.


  • Responsible for managing Wholesalers and Retail Account Base
  • Increase the availability and visibility of products in new and existing accounts through prescribed programs, POS, and signage
  • Participate in evening and weekend promotions and assist with special events including beer samplings, tastings, and dinners
  • Complete daily account visit reports, monthly expense reports and other surveys and reports as required.
  • That management tools are in place to continuously improve Wholesaler relationships and Retail Account relationships., Organizational design and staffing for optimal annual production
  • Work and operate off of a plan for your set area. Anticipates future needs and changes that drive growth, such as sharing best practices, new trends, new brands, and retail accounts.
  • Deliver the volume and distribution targets for the channel.
  • At Retail Level
  • Cold calling on bars, restaurants, hotels, and major sports venues
  • Work with distributors and chain buyers to secure display space, shelf space and share of cold box
  • Improve Melvin status by building displays, resetting cold boxes, and increasing visibility though point-of-sale
  • Develop proposals for prospective customers and deliver persuasive sales presentations.
  • Maintain positive business relationships and communication with account owners, managers, buyers.
  • Identify and successfully expedite sell to new customers through your distributor.
  • Provide excellent customer service through developing a regular call patterns to: book displays, place permanent point of sale, plan promotion activities, offer after sale follow-through, provide craft beer education, etc.
  • Introduce and sell in new brands and packages including activities to support sell through.
  • Create and implement programs designed specifically for on-premise Accounts through Sales Director and Distributor within limits of budget to support ABP.
  • Conduct distributor, waitstaff / bartender education seminars.
  • At Distributor Level
  • Develop and maintain partnerships with all key wholesaler personnel within sales territory
  • Implement sales performance measures and targets using brand priorities with wholesalers while assisting in achieving expected on and off premise results
  • Assume a leadership role in understanding, developing, and implementing key brewery initiatives with distributor sales team
  • Build awareness of our portfolio and programming
  • Conduct in-field work with wholesaler Sales Representatives.
  • Communicate on premise and off-premise SKU priorities by varietal and price, segments and review execution against these standards.
  • Build, manage, and communicate business plans and forecasts with wholesaler team that will lead to successful execution in the market.
  • Assist in craft beer education
  • Ensure that the Breweries quality standards are clearly understood and enforced by brewery sales team, distributors and retailers.
  • Review and communicate sales data, and market insights relevant with Wholesaler Teams
  • Partner with distributors to ensure fulfillment of accounts’ needs
  • Attend and assist with selected festivals and events such as but not limited to brewery dinners, tastings, and promotions
  • Develop and conduct on-going training programs with sales team, distributors, retailers, and consumers
  • Pricing Surveys for KAMs
  • Create incentives, trade programs and work with local wholesalers to drive distribution & volume.


  • Energy, enthusiasm, confidence, self-motivation, and self-discipline
  • Strong passion and knowledge for the craft beer industry with a desire to continue learning
  • Outgoing and friendly disposition
  • Strong written, verbal, and interpersonal communication skills
  • Ability to effectively collaborate with diverse groups and departments
  • Organized and able to efficiently multi-task, problem solve, and prioritize
  • Proficient in Microsoft Excel, Word, and PowerPoint
  • Willingness to travel daily and work flexible schedules to meet deadlines


  • A safe driving record and a valid driver’s license
  • A registered, insured, and dependable vehicle
  • The ability to drive to and from accounts routinely
  • Full mobility and physical capability to handle product safely and effectively including the ability to sit, stand, walk, stoop, kneel, crouch, crawl, climb, and lift up to 55 pounds
  • Must be 21 years of age
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