A Week in the Life of a Sales Director
There are no typical weeks here. Who would want that anyway? If we are doing our job right, everything should stay new and exciting. Here is a glimpse at what a week in your life could look like once you get your cider legs.
- Monday: You wake up early, excited for your weekly check in with your sales team. Last week’s numbers set a new record and it has pushed the topline revenue numbers over the quarterly goal two weeks early. After you share the news, spend a couple hours following up with individual reps on their goals and plans since there is still more to accomplish. After lunch, work on pricing and item setup for a new distributor, and spend the next few hours off-and-on working with our operations director on forecasting while plowing through your inbox. Late in the afternoon, you meet one of our reps and a distributor sales rep at a local bar to discuss an upcoming event there for a new product launch.
- Tuesday: This is “emerging markets” day. You pull up sales data on remote markets without any local sales support and update your plan to increase distribution, including a conference call with two distributor team. You take a break to join our weekly inventory check in, reviewing what distributor orders are in-hand, what the short-term forecast is calling for, and what the production team has on their schedule. The group makes a few adjustments to the schedule to get all the orders filled. You dive right back into researching national market trends (data mining from the latest Nielsen numbers) to prioritize next quarter’s new market rollout. Denver or Phoenix?
- Wednesday: Today you’re in the office in time to catch a webinar on Orchestrated Beer, our ERP system. After that, you spend a couple hours developing reports in OBeer to make the upcoming forecast cycle easier. Chains are always a focus so you add some more detail to our upcoming chain grocery reset presentation, which you’re doing next week with Nat in Minneapolis. You also book your hotel for that visit, and while you’re at it, you book your flight to LA for next month’s new item launch meetings with the distributor. Your weekly Wednesday phone meeting with the craft manager for our local distributor is brief, but you’re glad to get the upcoming incentive plan finalized and some more insight on a few chains you’re pitching soon. Late in the afternoon, you get a call about a keg that went missing on a recent distributor shipment, bound for a special event, and spend an hour on the phone with various people tracking it down. On your way home, you swing by a bar near your house that is hosting a tap takeover. You have a cider, talk to some industry friends, and resupply your sales rep with more coasters which he needed for the event.
- Thursday: The day begins with continued development of the launch plan for a new cider, a replacement for our fall seasonal. After a few hours, you have the plan nailed down, so you begin creating tasks lists for the rest of the company. Nat needs to finalize the label design, the sales team needs to finalize the list of load-in accounts, you need to get it authorized in three chains, you want to double-check with the production team on the sourcing for a new ingredient, and you need to update the Q3 sales forecast. That takes all day.
- Friday: Our month end review meeting is an all-hands affair so you spend an hour preparing your notes and analyzing sales. The rest of the day is clean-up from your week: another review of the forecast, data mining, distributor conversations, chain reset pitch, travel details, new product setup, and you finish the day with an informal meeting with the Whole Foods regional buyer to sell them on a chain-wide seasonal display program.
- … and next Saturday: One of our premiere events is today, and as is typical, it’s an all-hands affair. You spend a few hours running a Square register, handing out tokens, talking to people about our ciders, and cleaning up pizza boxes. The team goes out for a beer after the event.
The Boring Stuff
Our lawyer says we still have to have the boring stuff in a job description. Here goes. The Sales Director is responsible for all sales activities in the organization. This position reports directly to the CEO and is a part of the strategic team.
To be the ideal candidate, you should check all these boxes:
- Be enthusiastic, positive-minded, extremely passionate and highly motivated
- Want to play a lead role in the changing of an industry
- Understand that it’s necessary to be flexible to thrive in a high growth environment and be comfortable with the unknown
- Have an entrepreneurial spirit
- Have at least a few years in the sales of alcoholic beverages, preferably in Oregon.
- Live in or want to move to beautiful Portland Oregon
- Clear Thinker: multi-tasking, analytical skills, focus
- Excellent Communicator: admired manager, effective sales personality, ability to motivate, competitive
- Technically Competent: knowledge of data, use of VIP, spreadsheets & numbers
- Available & Committed: good availability with flexible hours & travel
- Physical Needs: able to comfortably and competently lift 50 pounds, stoop, kneel, crawl, climb ladders, and work on slick and irregular surfaces.
- Driver’s License with insurable record.
Your job responsibilities will include, among other things:
- Manage Existing Markets
- Visit key accounts in Oregon, Washington, Montana, and beyond.
- Train and develop sales staff
- Work with distributors for new product launches and achieving sales goals
- Leverage Nat as brand ambassador
- Develop Emerging Markets
- Communicate with six or more distributors in emerging non-local markets
- Manage aging and inventory and orders including new products
- Educate distributor sales teams
- Build-out international sales efforts
- Leverage Nat as brand ambassador
- Cultivate Chain Grocery
- Work with established buying/reset procedures with our distributors
- Work around those established procedures for increased distribution and programming
- Push Internal Company Systems to the Next Level
- Work with production team on short and long-term forecasting
- Align with marketing team for increased brand awareness and pull-through
- Assist in development of recipes, packages and pricing to increase sales while maintaining our unique brand position
To encourage a wide range of potential candidates, you may notice that we aren’t looking for a specific number of years of experience. Motivation is key. As a result, the base salary for this position can range from $80k-$100k per year and includes an aggressive bonus structure. And plenty of free cider.
You’ve made it this far. Now all that is left is to submit your resume and a killer cover letter to email@example.com. We’re excited to learn more about you!