Channel Manager Jobs in California (NOW HIRING)

Join one of the world's leading premium spirits companies and play a critical role in growing some of the industry's most iconic brands across California's most dynamic markets. This position offers a unique blend of sales leadership, distributor management, brand building, and customer engagement.

As the On-Premise Channel Manager, you will lead business execution through three Southern Glazer's sales teams while partnering directly with key on-premise accounts ranging from neighborhood bars and restaurants to luxury hotels and high-profile hospitality groups. You will have the opportunity to influence market strategy, develop creative activation programs, and drive measurable business results across a diverse and dynamic territory.

Location: San Francisco, CA

Distributor Management & Market Leadership

• Lead and influence three Southern Glazer's sales teams responsible for servicing the On Premise accounts in San Francisco.
• Establish clear priorities, performance expectations, and execution standards to achieve monthly, quarterly, and annual business objectives.
• Partner with distributor leadership to identify growth opportunities, solve business challenges, and drive accountability against key performance indicators.
• Conduct regular market visits and ride-withs to coach distributor sales teams and ensure best-in-class execution.
• Monitor market conditions, competitive activity, pricing trends, and customer needs to inform business decisions and recommendations.

Brand Building & Activation Development

• Develop and execute local market activation strategies that increase brand awareness, trial, and consumer engagement.
• Collaborate with internal marketing teams, distributor partners, and customers to bring national and local programs to life.
• Plan and execute consumer events, trade events, tastings, samplings, and account-specific promotional programs.
• Identify innovative opportunities to elevate brand visibility through menus, on premise promotions, events, partnerships, and experiential programming.
• Ensure all activations align with brand standards and deliver meaningful business impact.

Business Planning & Territory Management

• Own territory planning and execution to drive sales growth, market share gains, and KPI attainment.
• Manage annual budgets, including brand investment funds, operating expenses, and entertainment expenditures.
• Analyze business performance and develop action plans to capitalize on opportunities and address gaps.
• Lead planning discussions with distributor partners and internal stakeholders to align priorities and execution strategies.
• Ensure successful implementation of promotional programs, POS initiatives, category management plans, and innovation launches.

Administrative Excellence & Organizational Management

• Maintain a high level of organization across all aspects of the business, including planning, budgeting, reporting, and execution tracking.
• Complete timely and accurate recaps, expense management, program evaluations, and business reviews.
• Manage territory resources effectively while balancing multiple priorities and deadlines.
• Utilize data and analytics to evaluate performance, identify opportunities, and support decision-making.
• Maintain strong communication with distributor partners, customers, and internal stakeholders to ensure alignment and execution.

Customer & Relationship Management

• Build and maintain strong relationships with key customers, distributor leadership, and industry influencers throughout the market.
• Serve as a trusted business partner by identifying opportunities that drive mutual growth and long-term success.
• Collaborate with customers to secure menu placements, programming opportunities, promotions, and activation support.
• Deliver constructive feedback and accountability while maintaining positive and productive partnerships.
• Represent Suntory Global Spirits professionally within the market and industry.

• Strong distributor partnerships that consistently deliver against business objectives.
• Creative and impactful activations that increase brand visibility and consumer engagement.
• Excellent territory management, organization, and follow-through.
• Growth in sales, distribution, market share, and key performance indicators.
• Trusted relationships with customers, distributor partners, and internal stakeholders.

This role is ideal for a self-starter who thrives in a fast-paced environment, enjoys building relationships, embraces accountability, and is passionate about growing premium spirits brands through strategic thinking and flawless execution.

• Bachelor's degree in business, Marketing, Communications, or a related field preferred; equivalent experience considered.
• 5+ years of experience in beverage alcohol, consumer packaged goods, hospitality, or a related sales and marketing environment.
• Experience working with or managing distributor partners, preferably within the three-tier beverage alcohol system.
• Proven ability to influence cross-functional stakeholders and build strong business partnerships.
• Strong organizational, project management, and administrative skills with exceptional attention to detail.
• Experience developing and executing consumer-facing marketing programs, events, and activations.
• Strong analytical skills with the ability to interpret data and translate insights into action.

Salary Range - The salary range for this role, based in San Fransisco, CA, is $95-100k along with an annual bonus, 401K match, profit sharing, and medical and wellness benefits. The salary range is commensurate with the candidate's location, experience, and skillset. The range will vary if outside of this location.