Territory Manager - Full Sail Brewing Co.

About Full Sail Brewing Company

Established in 1987 in downtown Hood River, Oregon, Full Sail Brewing Company has been a pioneer in the craft brewing industry for over 35 years. With a history of earning more than 300 accolades, including upwards of 200 gold medals, the company focuses on quality and innovation to maintain its leadership in the evolving beverage sector. Currently, Full Sail and its Session brand are undergoing a revitalization with branding updates, product launches, and market expansion, preparing for new growth opportunities.

Role Overview

The Territory Manager will oversee retail sales and execution for Full Sail Brewing Company and Session brands within important Oregon markets, mainly focusing on the Greater Portland area. This role is hands-on and requires engagement at the account level to secure new product placements, boost sales velocity, and enhance brand visibility through excellent on-site execution.

Key Responsibilities

• Acquire new product placements within assigned retail accounts.
• Stimulate sales growth at existing placements and boost in-store display activities.
• Enhance shelf placement and presence to bolster product visibility.
• Implement promotional campaigns adhering to brand standards, including installing POS materials to drive sales.
• Maintain strong, respectful interactions with distributors, accounts, and customers.
• Conduct regular retail visits to evaluate product availability, merchandising standards, and promotion compliance.
• Serve as primary retailer contact, delivering exceptional service by addressing questions or issues.
• Manage relationships at chain account store levels, collaborating with Senior Sales Manager on regional chain account performance.
• Build strategic alliances with store managers and buyers to grow sales.
• Work with Marketing to supply educational resources and support distributor and account promotions.
• Develop and nurture partnerships with distributor teams to extend market reach, gain insights, and boost sales velocity.
• Organize and represent the company at beer-focused events and festivals to enhance brand engagement.
• Analyze sales data and monitor performance against targets, identifying opportunities for growth.
• Maintain and update customer and prospective account databases and manage weekly schedules for efficient territory planning.
• Report field quality issues appropriately to internal teams, ensuring follow-up.
• Assist with budget management, POS allocation, and sales incentives to optimize resource use and promote effective trade marketing execution.

Experience and Skills Required

• Minimum two years of sales experience.
• Experience working with wholesalers or distributors preferred; beverage industry experience, especially alcohol, is advantageous.
• Retail chain and key account management knowledge is favorable.
• Strong interpersonal skills with proven ability to build and motivate internal and external teams.
• Excellent communication and presentation capabilities.
• Proficiency in Microsoft PowerPoint, Word, and Excel for reporting and strategic initiatives.

Other Requirements

• Willingness to be on the road about 80% of the time within Greater Portland to actively pursue sales opportunities at accounts.
• Availability for occasional overnight travel up to three days per month in Oregon as business needs arise.
• Physical ability to drive, stand, and walk for extended periods; assist with setup and teardown of event materials, possibly including moving kegs and display items.
• Comfortable working in diverse environments such as offices, production areas, retail stores, distributor warehouses, and event settings.

Compensation and Benefits

• Competitive base salary ranging from $62,000 to $75,000 annually plus commission incentives.
• Employer covers 90% of medical and dental insurance premiums.
• Company-sponsored 401(k) plan with up to 4% matching, with immediate vesting.
• Paid time off and flexible holiday schedule.
• Employee discounts on food and beer at the Full Sail Pub applicable for employees and guests.