Job Description
Job DescriptionDepartment: SalesReports To: Vice President of SalesLocation: New Kensington, PA
Position SummaryThe Sales Manager is responsible for leading and developing the sales team to achieve company goals for revenue growth, market share, and brand performance across the assigned territory. This role oversees execution of sales strategies, manages key account relationships, and ensures alignment with supplier objectives while maintaining compliance with all state and federal alcohol regulations. The Sales Manager plays a pivotal role in representing Galli Beer Distributing’s portfolio of brands and upholding the company’s long-standing reputation for excellence in service, integrity, and partnership.
Key Responsibilities
Leadership & Team Development• Supervise, coach, and motivate a team of sales representatives, ensuring performance standards and sales goals are met or exceeded.
• Conduct regular ride-withs, performance reviews, and sales meetings to foster accountability and continuous improvement.
• Recruit, train, and onboard new sales team members in accordance with company procedures and culture.
• Promote a positive and collaborative work environment consistent with Galli Beer’s values and standards of professionalism.
Sales Strategy & Execution• Develop and implement sales plans and pricing strategies that drive profitable growth across all channels (on-premise, off-premise, and chain).
• Collaborate with the Vice President of Sales and suppliers to set goals by brand, account, and territory.
• Analyze market trends, competitor activity, and account performance to identify new opportunities for distribution and volume growth.
• Ensure effective execution of display programs, point-of-sale placement, and brand activations.
• Maintain compliance with all supplier agreements, franchise laws, and brand standards.
Key Account Management• Maintain and strengthen relationships with major chain accounts, regional independents, and key on-premise customers.
• Partner with buyers and category managers to secure distribution, programming, and promotional support.
• Negotiate pricing, incentives, and programming within company guidelines.
• Serve as the main point of contact for supplier representatives and brand managers.
Financial & Administrative Responsibilities• Monitor and analyze sales data, budgets, and KPIs; prepare regular performance reports for leadership and suppliers.
• Manage departmental expenses, incentives, and pricing structures to ensure profitability.
• Oversee execution of supplier programs, brand incentives, and market surveys.
• Ensure team compliance with all federal, state, and company policies, including those related to alcohol distribution.
Qualifications• Bachelor’s degree in Business, Marketing, or a related field (preferred).
• Minimum of 5 years of sales experience in the beer, beverage, or consumer packaged goods industry; at least 2 years in a supervisory or management role.
• Strong understanding of wholesaler operations, three-tier system, and retail dynamics (chain, on-premise, and independent).
• Proven leadership skills with the ability to motivate and develop teams.
• Excellent communication, negotiation, and organizational skills.
• Proficient in Microsoft Office Suite (Excel, Outlook, PowerPoint), HubSpot, and VIP preferred.
• Valid driver’s license and ability to travel within assigned territory as needed.
Physical Requirements• Ability to lift and move cases and kegs up to 35 pounds on occasion.
• Frequent driving and travel within assigned market.
• Occasional evening or weekend work for events, ride-withs, and supplier functions.
Core Competencies• Strategic Thinking and Market Awareness
• Leadership and Team Coaching
• Relationship Management and Negotiation
• Results Orientation and Accountability
• Communication and Collaboration
• Adaptability and Problem Solving
Compensation & Benefits• Competitive base salary with performance-based incentives.
• Comprehensive benefits package including health, dental, vision, and 401(k).
• Company vehicle, phone allowance, and laptop.
• Opportunities for professional growth and advancement within a 99-year-old, family-owned organization.