Territory Sales Manager - SoCal/AZ/HI

Soufflet Malt is seeking a dynamic and results-driven Territory Sales Manager to join our Commercial Brewery & Distillery Division. In this remote role, you’ll serve as a key liaison between our company and customers, driving sales and strengthening relationships across a portfolio of high-quality malt brands—available in both bulk and bag formats. This position will cover parts of California, Arizona, and Hawaii, and reports directly to the Commercial Sales Director. We're looking for a motivated sales professional with a passion for the craft beverage industry and a commitment to delivering exceptional service and value to our clients.

Candidate must be located in the Southern California region.

ESSENTIAL FUNCTIONS

• Build and maintain strong, long-lasting relationships with customers within sales territory through regular visits and communication.
• Address customer inquiries and concerns promptly and professionally adhering to established SLAs.
• Analyze market trends, competitor activities, and customer needs to identify and pursue new sales opportunities.
• Maintain accurate and up-to-date records of sales activities and customer info in core sales systems. 
• Provide market insights and feedback to the business in real time to enhance sales strategies.
• Prepare regular sales reports for executive leadership review.
• Prepare and manage sales forecasts in core sales systems.
• Develop a comprehensive understanding of our products or services. Understand customer needs and make appropriate recommendations.
• Work strategically and effectively with Sales Operations and Customer Service team members to retain and grow market share.
• Expedite the resolution of customer problems and complaints to maximize customer satisfaction.
• Develop relationships with internal partners and cross-functional teams to deliver a positive customer experience.
• Liaise with other departments to assist customers during customer onboarding.
• Manage travel budget and align travel with commercial strategy.
• Negotiate prices and terms and prepare sales agreements. Monitor and manage agreements on an ongoing basis.
• Educate customers on our product portfolio through sales campaigns, in-person visits, phone calls, email, and technical conference presentations.
• Act as a consultative resource for our brewing and distilling customers.
• Attend industry events and trade shows to showcase our brands and services

KNOWLEDGE, SKILLS AND ABILITIES

• This position will require extensive travel throughout the territory and visits to our US & Canadian offices approximately 50% of time.
• Attend industry events and trade shows to showcase our brands and services positively and professionally.
• Cultivate new and strengthen existing customer relationships through regular visits and communication.
• Develop new opportunities and drive sales by identifying customer needs and creating and executing strategic plans in a competitive market.
• Coordinate with Finance to assist customers during the setup of new accounts and establishment of credit terms.
• Prepare and manage annual sales forecasts and travel budgets.
• Ensure necessary updates/reports are completed and submitted on a timely basis.
• Communicate effectively and regularly with internal resources, including Sales team members, plus administrative, operational, technical, and leadership teams.
• 5+ years of direct sales experience in Food, Wholesale, and/or Export industries is preferred.
• Experience utilizing CRM software is a plus.
• Proficient in Microsoft Office programs, specifically Word, Excel, PowerPoint, and Outlook
• Strong verbal and written communication skills, along with interpersonal and organizational skills
• The capacity to embrace change in a growing industry and business environment is essential.
• Self-motivated with the ability to manage time and tasks proactively & effectively with minimal supervision.
• Bachelor’s degree in relevant discipline; or equivalent combination of education and experience.
• A degree or recognized certification from a brewing or distilling school or institution, such as the IBD, would be an asset.
• Demonstrated involvement in Brewing, Malting, and/or Distilling industries is preferred.

WORKING CONDITIONS

• Standard office environment.
• Hybrid model.
• Home office.

COMPENSATION
Annual salary range: $82,743.92 – $124,115.89, depending on experience.
Ideal candidates will fall within the midrange of the salary band.