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.
Skills Required
- Previous distributor sales experience
- 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
- Previous experience working for or directly with Southern Glazer's Wine & Spirits
- Experience selling into 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
Heartland Food Products Group Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Heartland Food Products Group and has not been reviewed or approved by Heartland Food Products Group.
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Healthcare Strength — Healthcare is considered solid in several roles, with some noting affordable coverage and comprehensive medical, dental, and vision options. Feedback suggests core insurance offerings work well for some employees and families.
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Retirement Support — A 401(k) plan is available, and some sources cite matching, indicating basic retirement benefits are present. Feedback suggests the offering is standard for a midsize employer.
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Leave & Time Off Breadth — Paid time off is included as part of the standard package and some listings mention approximately two weeks at hire. Feedback suggests PTO exists but experiences vary by role.
Heartland Food Products Group Insights
What We Do
Heartland Food Products Group is a global leader in the consumer packaged goods (CPG) industry, producing low-calorie sweeteners, coffee, coffee creamers and liquid water enhancers. Simply put, we make coffee, tea and water taste better. Our portfolio includes a variety of branded, licensed and private label products within multiple categories. We also provide strategic co-manufactured partnerships with many category leaders. On the branded side of the business, we manufacture and market SPLENDA®, the #1 brand in the low-calorie sweetener (LCS) category and the most recognizable in the world. And we’re leading the charge in the quickly emerging cold brew coffee category with JAVA HOUSE® Authentic Cold Brew Coffee, our 100% authentic cold brew handcrafted in small batches. In addition, we are the leading provider of private label sweeteners and liquid water enhancers in the U.S. Our products are distributed throughout North America, Europe, the Middle East, Africa, Latin America and Asia-Pacific. We employ over 1,200 people worldwide.
