Director, Outside Sales & Distributor Management

Ale-8-One Bottling Company is seeking an energetic, experienced and sales focused leader to manage the Company’s outside sales segment of the business. This role is responsible for leading a team of regional sales representatives while driving sales performance, distributor execution, and market growth within the assigned territory. The Director, Outside Sales & Distributor Management will develop and implement strategies that increase market share, strengthen distributor partnerships, and ensure achievement of revenue and profitability goals. This position works closely with distributor sales teams, retail customers, and internal teams to execute promotional initiatives, optimize retail execution, and expand brand visibility. Success in this role requires strong leadership, data-driven decision making, and the ability to build relationships with key retail accounts and distributor partners. The Director will analyze market trends and sales data, coach and develop the sales team, and ensure adherence to Company standards and policies while driving sustainable growth for the Ale-8-One brand portfolio.

The Director is responsible for successfully hiring, on-boarding, training, and leading a high-performing remote sales team while fostering a culture of safety, strong sales knowledge and understanding, and continuous improvement. This role is responsible for developing and executing sales plans and strategies to effectively deliver sales results and achieve outstanding service levels. Key priorities include expanding market penetration and ensuring timely product sales, delivery, and proper merchandising of Ale-8 Brands to retail stores within our distributor sales territory. Our Company has an outstanding and experienced sales team, a great culture, and is investing in growth and innovation for long-term resiliency.

Essential Functions of the Position:

Leadership & Team Development

• Foster a culture where safety is a top priority.
• Recruit, onboard, train, and develop a high-performing sales team.
• Serve as a player-coach by mentoring Regional Sales Representatives on identifying opportunities, executing sales priorities, and strengthening retail execution.
• Conduct regular in-market work-withs to coach team members on display execution, merchandising standards, and selling techniques.
• Maintain consistent communication through weekly one-on-one meetings and team meetings.

Distributor & Customer Management

• Build and maintain strong relationships with distributor partners across Indiana, Ohio, Tennessee, Kentucky, West Virginia, portions of Illinois, and growing.
• Collaborate with distributor leadership and frontline teams to drive execution of key initiatives, innovation launches, and strategic priorities.
• Lead sales rallies and training sessions with distributor teams to support brand growth and executional excellence.
• Develop and grow relationships with key retail chain customers and strategic accounts.

Sales Strategy & Execution

• Develop and communicate annual business plans, including sales goals, objectives, and performance metrics.
• Deliver the business plan through leadership, accountability, and consistent execution.
• Drive growth by securing new distribution, incremental displays, and improved cold availability.
• Conduct regular field visits to monitor retail execution and identify local opportunities.
• Execute a defined number of store visits and customer meetings each week.

Financial Performance & Forecasting

• Build and manage annual sales forecasts with detailed plans and budgets necessary to achieve for assigned markets and update forecasts monthly.
• Achieve monthly sales volume, net sales, gross profit, and operating income targets.
• Monitor expenses and ensure spending remains within budget.

Data Analysis & Market Insights

• Analyze syndicated data and internal reporting tools to identify market opportunities and provide actionable insights to distributor partners.
• Review monthly sales performance reports to identify underperforming markets and develop corrective action plans.
• Conduct market surveys and participate in business reviews to monitor competitive activity and emerging trends.

Cross-Functional Collaboration

• Partner with marketing and brand teams to translate business objectives into effective marketing strategies and retail execution plans.
• Work collaboratively across internal departments and distributor partners to share best practices and drive alignment.

This is a full-time position with competitive benefit package, including medical, dental, vision, company paid life and long-term and short-term disability insurance. Benefits also include 401(k) and Roth 401(k) with competitive company match, profit sharing, and paid vacation.

Ale-8-One is proud to be an Equal Opportunity Employer. Rooted in Ale-8’s Company Values, we prioritize sourcing a diverse group of qualified candidates.

Ale-8-One, the soft drink unique to Kentucky, has been bottled in Winchester since 1926. We are a family-owned and operated soft drink sales, marketing, production, and distribution company in business since 1902. For more information about Ale-8-One Bottling Company and our products, please visit us at http://www.ale-8-one.com or connect with us on: Facebook | Instagram.

Key Position Requirements:

• Minimum of 5 years of Direct Store Delivery (DSD) sales experience.
• Experience working with retailer sales across (both large and small format stores).
• Proven distributor sales management experience.
• Proven sales manager and leader, capable of coaching, inspiring, and holding people accountable to deliverables.
• Demonstrated problem solving skills & excellence in motivating sales teams.
• Experience developing successful pricing and promotional strategies for distributors.
• Great listener and leader with excellent written & oral communication skills.
• Demonstrated proficiency in Microsoft Office Suite, particularly Excel and PowerPoint, and other data management tools (e.g., Margin Minder, VIP, Encompass, Qlik, Tableau)
• Meet Ale-8-One’s Behavior Standard – to maintain a positive work atmosphere by acting and communicating with integrity and in a respectful manner with employees, co-workers, managers, customers, the public, and all business relationships.
• This position is remote. The candidate preferably lives centrally to our geographical footprint (near Cincinnati). 85% travel is required. 2-3 nights per week overnight travel expected.
• Valid Driver’s license and safe driving record.