Job Specifications
About Us
Resident Culture Brewing Company is a Charlotte-based craft brewery with distribution across the Southeast and beyond. We're known for producing exceptional, innovative beers and building authentic relationships with our distribution partners. As we continue growing our footprint, we're looking for a strategic sales leader to drive our wholesale business and serve as the primary brand ambassador in distributed markets.
The Role
We're seeking an experienced Sales Director to lead our wholesale distribution strategy and execution across all markets. You'll manage distributor relationships in NC, SC, VA, and other key markets, develop territory strategies, drive revenue growth, and own the success of Resident Culture's wholesale channel. This is a senior leadership role reporting directly to ownership with significant impact on our continued growth and market presence.
Key Responsibilities
Strategic Sales Leadership & Distributor Management
Develop and execute comprehensive wholesale sales strategy for all distributed markets; set sales goals, revenue targets, and growth objectives by market and distributor
Build and maintain strong relationships with distributor partners across NC, SC, VA, and other markets; serve as primary contact for distributor sales teams and leadership
Conduct regular business reviews and annual ABPs with distributors to assess performance and alignment; manage product allocations and inventory levels at distributor warehouses
Analyze market opportunities and competitive landscape to identify expansion possibilities; create annual sales plans and budgets with ownership
Attend distributor meetings, sales events, and coordinate with distributor reps on account priorities, new placements, and promotions
Account Development & Market Execution
Work with distributor reps to develop key on-premise accounts (bars, restaurants, taprooms) and support off-premise growth (bottle shops, grocery, specialty retail)
Conduct account visits and provide merchandising support when needed; handle escalated account issues and service concerns
Ensure consistent brand representation across all markets and distributor networks
Brand Building & Market Presence
Assist TSMs in coordinating tap takeovers, beer dinners, and promotional events with distributor partners
Build brand awareness and strengthen RC's reputation in wholesale channel; gather market feedback and consumer insights
Sales Forecasting, Reporting & Collaboration
Create accurate monthly and quarterly sales forecasts by market and product; track sales performance, depletion data, and market share trends
Provide regular reporting to ownership on sales metrics, distributor performance, and market conditions; monitor pricing, promotional activity, and competitive positioning
Work closely with production/operations on demand forecasts and capacity planning; coordinate with marketing on promotional materials and campaigns
Communicate market trends and product feedback to brewing team; partner with taproom team for consistent brand experience
Monitor competitor activity, new entrants, and market positioning; identify emerging consumer preferences and craft beer trends
Team Leadership (as the business scales)
Hire, train, and manage territory sales managers; set performance goals and provide ongoing coaching
Conduct ride-alongs and territory reviews; build high-performing sales culture aligned with RC's values
What We're Looking For
Experience & Qualifications
5-7+ years craft beer or beverage alcohol sales experience with 3+ years managing distributor relationships in multi-state territory
Proven track record achieving sales targets and driving revenue growth; deep understanding of three-tier distribution system
Strong existing relationships within Southeast craft beer market (NC, SC, VA preferred)
Excellent presentation and communication skills; willingness to travel extensively (50-60% travel expected)
Valid driver's license and clean driving record
Preferred
Experience working for a craft brewery in sales leadership capacity or managing sales teams/territory managers
Cicerone certification or equivalent beer education; experience with CRM and sales tracking software (VIP, Karma, etc.)
Established relationships with key distributors in target markets; understanding of craft beer production and brewery operations
You Are
A strategic thinker with strong business acumen and a relationship builder who thrives on collaboration
Self-motivated and able to work independently across multiple markets
Resilient and comfortable navigating distributor sales challenges
Passionate about craft beer and authentic brand storytelling
Adaptable and comfortable in a growing, evolving company
What We Offer
Competitive base salary (based on experience)
Performance-based bonus structure tied to sales goals
Health Benefits
Travel Expenses
Brewery perks
This is an opportunity to shape sales strategy at a growing Charlotte brewery and create collab