Territory Manager, Texas
ABOUT OWL’S BREW
Owl's Brew is a high-growth, female-founded beverage brand crafting Spiked Pops and elevated mixers. We are dedicated to delivering elevated, refreshing, and modern drinks for consumers across the nation.
POSITION OVERVIEW
- Job Title: Territory Manager, Texas
- Department: Sales
- Reports To: Regional Sales Manager, West
- Employment Type: Full-Time, Exempt
- Travel Requirement: Significant travel (50%–60%)
- Location: Must be based in Texas, ideally in the Austin area
POSITION SUMMARY
The Territory Manager owns sales growth for Owl's Brew in Texas. You'll manage our distributor partners, develop on- and off-premise accounts, support chain execution, and build the brand through activations and events. This is a field role, typically four to five days a week in-market, with some evenings, weekends and overnight travel as needed. It reports to the Regional Sales Manager, West and works closely with the Sales Operations and Key Accounts teams.
KEY RESPONSIBILITIES
Distributor Management
- Partner with distributors to execute against our shared annual plan
- Call on home-market distributors weekly and other-market distributors monthly
- Hold monthly meetings with key distributor personnel to review performance and plan toward shared goals
- Schedule and present at distributor sales meetings (GSMs), brand launches and Trimester Business Reviews
- Build strong relationships with Distributor Brand Managers and sales reps to grow share of mind, and act as Owl's Brew's liaison to the trade and consumers
- Create, present and track sales incentive programs for distributor reps
- Lead ride-with's, trade days, market visits and crew drives with distributor reps
- Monitor distributor inventory and volume against goals
Account Development
- Call on, manage and develop targeted accounts, both on- and off-premise
- Hit monthly account-visit targets and quarterly sales, distribution and volume targets
- Open new accounts and grow points of distribution, geotargeting prospects strategically across the region
- Secure distribution, displays, feature ads, retail promotions and shelf placement against objectives
- Keep brand standards high at retail, including pricing, merchandising and point-of-sale (POS) placement
Chain Support
- Gain key package authorizations, proper pricing, displays and shelf space in national and regional chains
- Check chain execution as requested by the Chain team and report on performance and opportunities
Brand Building and Events
- Plan and run samplings, demos, educational presentations and brand activations, independently and with accounts
- Place POS materials that capture retailer and consumer attention
- Manage local POS inventory and reorder as needed
Reporting, Analytics and Budget
- Track sales, distribution, display and POS metrics, and deliver timely performance reports
- Use VIP and iDig, NielsenIQ and Circana data to shape weekly and monthly sales strategy
- Review reports from the sales team to find growth opportunities
- Log account activity in our CRM
- Plan travel and manage the territory budget, tracking spend within limits
QUALIFICATIONS & EXPERIENCE
Required
- 3–5+ years of beverage sales experience opening accounts (ideally within beverage alcohol), securing placements and growing sales
- Strong relationship management, ideally with 3+ years of customer or distributor management experience.
- Competency in market and sales data analysis
- Tech-savvy, with experience in (or quick to learn) VIP and iDig, Karma, Power BI, Slack, Google Workspace and Dropbox
- Working knowledge of the three-tier system and how to sell through distributors
- Budget management and travel planning experience
- Organized, self-directed, resourceful and detail-oriented
- Excellent written and verbal communication
- Available for nontraditional hours, including evenings and weekends
- Able to travel, including overnight
- Must live within or near the home market region
- Reliable transportation, valid driver's license and current insurance
- Able to lift and move objects up to 25 lbs without assistance
- 21 years of age or older
- Must currently reside in Texas, ideally the Austin area
- Clean driving record; able to provide a DMV abstract, pass a background check and drug screen
Preferred
- On- and off-premise sales experience, including visiting multiple accounts in a single day
- Experience at a start-up or smaller company; entrepreneurial mindset
- Chain or key account management experience
- Experience with RTD, hard seltzer or better-for-you beverage brands
- Experience with NielsenIQ or Circana data
- Existing distributor and retailer relationships in your assigned territory
WHAT SETS THIS ROLE APART
Owl's Brew is at a pivotal growth stage where the right account relationships will shape the brand's trajectory. This candidate will take ownership of national strategic growth and drive meaningful wins in a high-growth brand.
