Sales Execution & Excellence Manager

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
  • Wheels - Eligible for Wheels automobile reimbursement program 
  • 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: $114,811-$129,163


Please note - pay band may vary, based on where you reside.  The listed pay band is reflective of the city associated with this opening: Petaluma

Relocation is not required for this US-based national role


The Gist

The Execution Manager will design, plan & execute the sales execution strategy for Lagunitas, including Picture of Success implementation through our Field Sales Managers.  To do so, they will: develop and prioritize channels, identify negotiation strategies, coordinate services, communicate client needs, and meet consumer needs - based on the guidelines of each brand of the portfolio.

What You’ll Do

Channel Strategy

  • Participate in the development and implementation of the commercial strategy which includes concrete sales plans and budgets for its channel/customers by:
    • providing and analyzing relevant information:
    • monitoring the performance of assigned brands/products/Field Sales Managers/Distributor partners
    • executing in accordance with channel strategies and brand guidelines
  • Develop and manage priority channels, customer plans and customer relations.
  • Responsible for designing, managing, and directing (strategically and operationally), all those actions carried out at the point of sale.
  • Identify priorities, weaknesses and opportunities of the teams on the ground and:
    • develop marketing plans and strategies for our products
    •  supervise their implementation
  • Ensure the execution of sales objectives at all points of sale. The 6 objectives are:
    • Price
    • Availability
    • Visibility
    • Promotions
    • Space
    • Payment conditions and volume
  • Analyze information pertaining to the development and growth of your team, to identify possible threats or sales losses at points of sale.
  • Develop and provide continuity to the annual events strategy, collaborating with sales and marketing stakeholders.
  • Design the annual events execution strategy, according to brand guidelines and the role of each product in the company's portfolio.
  • Manage the events budget and follow up to comply with the annual agenda and policies.

Channel Development and Brand Activities

  • Identify customer needs and opportunities through ongoing relationships with operational marketing coordinators and key customers.
  • Design annual activity plans (Promotion / Merchandising) by channel.
  • Develop and execute brand and/or promotional actions with clients.
  • Development of innovative and effective POS material.
  • Provide training and qualification to the Sales Force for correct commercial execution (visibility, price, among others).
  • Carry out control and monitoring (quantitative and qualitative) of the different activities.
  • Verify the appropriate display of products in the best locations within the businesses.
  • Coordinate the needs of materials for the point of sale (refrigerators, buckets, among others), as well as their use, control and maintenance
  • Efficiently provide the required elements within the assigned budgets and within the usage policies.
  • Analyze and organize the opportunities generated from the trade census and market opportunities according to budget.

Budget Management

  • Develop, track and implement best in class budget management tool for best in class ROI structure
  • Prepare annual budgets for brand activities for your channel, for approval by the Head of Sales
  • Provide monthly monitoring of expenses vs. budget.
  • Other duties as assigned 


What We’re Lookin’ For

  • Bachelor’s degree from accredited college or university desired.
  • Minimum of 5 years of industry experience selling products on a regional basis to chains, distributor management, etc.
  • Successful experience managing beer distributors and buyers.
  • 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).
  • Experience leading a sales team


Key Relationships

  • Reports directly into our SVP of Sales.
  • Frequent interaction with National Accounts and Sales teams.
  • Has direct reporting lines with all Field Sales Managers that report to this role as well as the Market Managers in the field

Internal Sales

  • Communicate and coordinate, for the implementation of planned activities and feedback.


  • Coordinate the “Cycle planning” of brands for their channel
  • Ensuring the proper implementation of the activities.


  • Manage the correct control of procedures and policies in service requests with suppliers.

Human Resources, Payroll

  • Manage staff development.
  • Execute organizational development plan (climate, benefits).
  • Coordinate teamwork problems and provide solutions.

External POP, Merchandising and Services Providers

  • Ensure communication and monitoring in the development and implementation of the contracted products/services.


  • Respond to complaints or requests for services.
  • Establish new business opportunities


Physical Stuff

  • Extensive travel: 25 to 50% of time “on the road” (driving and flying)
  • Unusual / extensive hours: May be required to work long or unpredictable hours. Work revolves around objectives, projects and priorities, not hours. Must be available nights and weekends


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: Payroll, Field Sales, Sales Management, Manager, Finance, Sales, Management