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Key Account Manager - Pacific NW

There’s Always a Seat at Our Bar 

The Lagunitas Brewing Company began on a kitchen stove in Northern California in 1993 and has always looked to the future – whether supporting local communities by turning beer into money for the cause, or fueling stories, songs, and experiences with our IPA. Wherever you go: Beer Speaks, People Mumble. 


What You’ll Get

  • Benefits – Awesome coverage for: Medical, Dental & Vision
  • Time off - Approx 33 days off in your first year (combo of vacay, holidays and personal days)
  • Retirement – up to 5% contribution on 401K plan
  • BEER – and non-alcoholic Lagunitas beverages
  • Schwag – 50% off food and merch
  • Gym Membership - $50 monthly reimbursement for that beer belly (or at least to prevent it)
  • Pet Insurance – keep your fur babies covered with pet insurance options
  • Skills to Pay the Bills – professional development, 24/7 operation
  • Opportunities – Expand your horizons in CA, Chicago . . . the world!
  • It’s Friday, Ya’ll – Get Paid every other Friday, starting at: $77,482-$99,251


Please note - pay band may vary, based on where you reside:

  • Seattle: $88,223-$99,251

  • Portland: $77,482-$87,167


The Gist

The Key Account Manager for the Lagunitas Pacific Northwest region works to support the growth of the Lagunitas brand in assigned accounts (calling on HQ). The position is responsible for developing account relationships, achieving business objectives (increase sales, expand distribution, brand priorities, market share growth, securing display programming, ad activity, etc.) as well as managing the communication and administrative functions pertaining to pricing, post offs, new items authorizations, mandate and display execution, promotions, and so on for the assigned accounts.


What You’ll Do

Develop Account Relationships

  • Call on a pre-established list of corporate and regional off premise chain buying offices in the Pacific Northwest region with the appropriate frequency to build the Lagunitas business in each account. Includes phone calls, e-mail, personal visits, etc.
  • Develop new and maintain existing account relationships within assigned account base.
  • Utilize all relevant and available data (Nielsen, IRI, VIP, etc.) to develop and conduct presentations on a regular basis to improve the position of Lagunitas beers within assigned accounts.


Account Annual Business Planning

  • Increase Lagunitas sales and marketing share in assigned accounts by expanding distribution, increasing feature, display and pricing activity, securing brand promotions, improving product location and other measures included in the annual plan.
  • Develop Annual Business Plans with all assigned accounts including, but not limited to volume, distribution, market share, promotion, pricing, product position, POS placement, spending, etc.
  • In conjunction with Field Sales team and distributor network, execute plans in assigned accounts.



  • Communicate all pricing and product & promotion information to accounts on monthly basis.
  • Ensure our marketing team, field sales team, and distributors are informed of National Account activity and needs with adequate lead time to generate the execution required to be successful on assigned accounts.
  • Communicate changes to sales, such as new package authorizations, etc. to brewery operations for use in production forecasting.


Account Analysis and Administration

  • Manage all relevant price, product, or other pertinent information to designated accounts ensuring prompt notification of all information related to Lagunitas, trade promotions, and post off calendars, etc.
  • Maintain, update, and circulate updated National Account contact list as needed.
  • Analyze all internal and syndicated data on accounts to identify opportunities to improve Lagunitas business. Make recommendations for new products/programs/etc. based on analysis of account needs and market trends.
  • Provide buyers with performance recaps on a regular basis.


Retail Execution

  • Work with field sales and distributor teams to achieve retail execution objectives. Includes account education/training, meetings, etc.
  • Conduct on going chain store audits and monthly reporting on pricing, distribution, display, and feature activity.
  • Provide regular input and feedback on all competitive programs to sales and marketing departments to ensure that Lagunitas can maintain a competitive position in the marketplace.


What We’re Looking For

  • Bachelor’s degree from accredited college or university desired.
  • Minimum of 3 years of industry experience selling products on a regional basis to chains, distributor management, etc.
  • Home office based in the following major markets preferred: Portland, Oregon or Seattle, Washington. Additional markets will be considered.   
  • Successful experience managing chain buyers and beer distributors.
  • Knowledge and use of IRI/Nielsen syndicated data and VIP sales reporting systems.
  • Extensive understanding of the industry, products, competitors, and pricing strategies.
  • In-depth knowledge of the three-tier distribution system; knowledge of State Liquor Board rules & regulations.
  • Thrives in a fast-paced environment; willing to work flexible schedule, including weekends/evenings/holidays/overtime.
  • Passion for Lagunitas and the beer business.
  • Strong level of knowledge of beer and the brewing process.
  • Outgoing/High energy; enjoys public interaction.
  • Excellent communication skills, both verbal and written.
  • Ability to work independently and stay organized, motivated, focused, and efficient.
  • Ability to work effectively with people at different levels across the organization and externally.
  • Goal oriented with ability to demonstrate impeccable integrity and honesty.
  • Proficient in MS Office (Word, Excel, Outlook, PowerPoint).


Key Relationships

  • Reports to Director of Key Accounts – Off Premise West



Physical Stuff

  • Extensive travel: 25 to 50% of time “on the road” (driving and flying)
  • Unusual / extensive hours:  Sometimes this position may require long or unpredictable hours. Work revolves around objectives, projects, and priorities, not hours. Must be available nights and weekends
  • Physical: Required to lift 35 lb. Cases, and 165 lb. kegs and various point-of-sales boxes on a periodic basis. May drive long distances (up to 8 hours)
  • Other: Driver’s license (in appropriate state with acceptable insurance record).
  • Must be at least 21 years of age.


Come as You Are 

At Lagunitas, we welcome people (and dogs) from all walks of life. Anyone, regardless of their race, creed, nation of origin, sexual orientation, gender identity or expression, disability status, veteran status, marital status, or age, has a home here. Love, progress, and acceptance will always have a seat at our bar.  

Nearest Major Market: Santa Rosa
Nearest Secondary Market: Petaluma

Job Segment: Field Sales, Account Manager, Manager, Sales, Management

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