Area Sales Manager - Illinois

Essential Functions and Duties

Strategic Alignment

• Actively support the company’s strategic goals, values, and Triple Bottom Line initiatives.

• Ensure all market activities align with company objectives, brand standards, and sales priorities.

Field Sales and Execution

• Conduct regular sales calls to on and off premise accounts to sell in initiatives, secure new placements, increase velocity, and execute marketing programs.

• Execute retail samplings, on premise promotions, beer dinners, and consumer-facing activation events.

• Perform account surveys, placement checks, display execution, and point of sale utilization to ensure strong brand representation in the market.

• Conduct brewery visits with key retailers as needed.

• Plan and direct daily activities across the assigned territory to ensure results align with goals.

Distributor Management and Market Operations

• Review distributor orders and weekly inventories, ensuring stock levels align with forecasts and demand.

• Ensure distributor and retail inventories are properly rotated, in code, and merchandised according to brand standards, including monthly warehouse walks for rotation checks.

• Collaborate with distributor management on programming, action plans, sales goals, and quarterly reviews.

• Present and communicate sales plans, priorities, innovation launches, and promotional programs at distributor sales meetings.

• Track program execution, ads, displays, and distribution performance for the assigned area.

• Ensure timely and accurate processing of distributor billing, invoicing, and administrative needs.

• Maximize use of co-op dollars and available marketing assets.

• Work regularly with distributor sales reps and managers in trade across on and off premise accounts.

Sales Strategy, Planning, and Forecasting

• Review and approve sales forecasts and evaluate monthly performance results to maintain forecast accuracy.

• Create market and seasonal sales plans and recap programs as required.

• Assist National Account Managers with planning, executing, and reviewing chain programming in the territory.

• Monitor competitive activity, category trends, pricing, and local opportunities to inform strategic decision-making.

• Submit weekly and monthly recaps and reports on time, providing clear insights and market analysis.

Team Leadership and People Management

• Hire, lead, coach, and motivate field sales staff (Sales Reps and Brand Ambassadors) in assigned markets.

• Conduct regular one-on-one check-ins, create performance objectives, and deliver annual performance reviews.

• Provide on-the-job training, tools, and development opportunities for team growth.

• Ensure proper scheduling and support for Brand Ambassadors during activations.

• Manage and hold team accountable to expense budgets and company standards.

Budget, Administration, and Compliance

• Manage and operate within assigned expense budgets, ensuring compliance for all direct reports.

• Maintain strong organization, prioritization, and reporting habits across all responsibilities.

• Follow company policies and ensure team compliance with brand, legal, and safety standards.