Distributor Sales Manager - Indiana & Arizona
Brand: Java House Espresso Martini Mix
Location: Indiana-based
Markets: Indiana and Arizona
Position Overview
Java House is seeking a Distributor Sales Manager to grow revenue for the Java House Espresso Martini Mix brand across on-premise accounts and off-premise standalone liquor stores in Indiana and Arizona.
This Indiana-based role will work closely with our distributor partner, Southern Glazer's Wine & Spirits (SGWS), to expand distribution, increase sales in existing accounts, and strengthen execution in both markets. The ideal candidate brings previous distributor sales experience, strong relationship-building skills, and a hands-on approach to driving results. Experience working with SGWS is preferred.
Key Responsibilities
- Drive revenue growth: Develop and execute sales plans for Indiana and Arizona across on-premise accounts and standalone liquor stores.
- Manage the distributor partnership: Build productive relationships with SGWS leadership, sales managers, and sales representatives to align priorities and drive execution.
- Expand distribution: Identify and secure new account placements while increasing sales and reorders within existing accounts.
- Develop on-premise business: Work with account decision-makers to secure menu placements and support adoption of Java House Espresso Martini Mix.
- Grow off-premise sales: Partner with standalone liquor stores to improve product availability, shelf visibility, merchandising, and sell-through.
- Support distributor sales teams: Conduct product training, participate in sales meetings, and work alongside distributor representatives on account visits.
- Build account relationships: Develop relationships with owners, buyers, managers, and bartenders to support trial, repeat purchases, and long-term growth.
- Monitor performance: Track revenue, distribution, account activity, and reorders to identify opportunities and address execution gaps.
- Share market insights: Communicate customer feedback, competitive activity, and market opportunities to the Java House team.
- Travel across assigned markets: Maintain an active field presence in Indiana and Arizona.
Required Qualifications
- Previous distributor sales experience.
- Demonstrated ability to grow sales, develop accounts, and manage business relationships.
- Strong understanding of distributor sales processes and account-level execution.
- Ability to train, motivate, and influence distributor sales teams.
- Strong communication, presentation, negotiation, and organizational skills.
- Ability to work independently and manage priorities across two markets.
- Based in Indiana and able to travel throughout Indiana and Arizona.
Preferred Qualifications
- Previous experience working for or directly with SGWS.
- Experience selling into both on-premise accounts and standalone liquor stores.
- Established distributor and account relationships in Indiana and/or Arizona.
- Experience supporting beverage brands through product education, menu placements, merchandising, and account activation.
What Success Looks Like
- Revenue growth across Indiana and Arizona.
- New account placements and expanded distribution in both channels.
- Increased sales and repeat orders within existing accounts.
- Strong engagement and consistent execution from SGWS sales teams.
- Improved brand visibility and customer adoption across target accounts.