State Sales Manager

Job Title: State Sales Manager, PA

Location: Greater Philadelphia area, PA (USA)

Reports to: Sales Director, Control States & Canada

About STOLI GROUP

Stoli Group has an incredible portfolio of brands, including our premium vodka Stoli & an amazing stable of ultra-premium wine, spirit & non-alcoholic brands. The ultra-premium category is the fastest growing & most dynamic part of the beverage alcohol market. Stoli Group is looking to reshape the market landscape by becoming the acknowledged global leader in extraordinary adult beverages.

Established in the late 1990’s Stoli Group is headquartered in Luxembourg and has manufacturing facilities & wineries in Latvia, Mexico, Argentina, Spain, Tuscany, Provence, Scotland & the USA and sells its Brands in over 170 countries globally.

Position Overview

The State Manager, Pennsylvania will play a critical role in driving Stoli Group’s performance across the state, with a focus on retail, on-premise, and control board channels. This role is responsible for leading distributor relationships, delivering market plans, and executing brand-building initiatives to maximize volume, share, and profitability.

The successful candidate will demonstrate strong leadership in working with distributors, control boards, and key accounts, while aligning local execution with nationalwide strategy.

Key Responsibilities

• Lead all commercial and distributor management activities for Pennsylvania.
• Develop and implement annual joint business plans, including pricing, KPIs, and execution targets.
• Build and manage relationships with the Pennsylvania Liquor Control Board (PLCB) and other key local stakeholders.
• Manage state P&L, ensuring alignment with company financial goals.
• Execute and evaluate strategic and local programs for assigned brands.
• Conduct business/brand performance reviews and develop corrective action plans as needed.
• Lead state-level key account meetings and drive retail & on-premise activation.
• Manage monthly/quarterly reviews using Stoli scorecards to track performance.
• Oversee and coach distributor teams to achieve brand priorities.
• Conduct regular market visits, surveys, blitzes, and work-withs.
• Ensure compliance with nationalwide pricing and brand standards.

Focus Areas:

• Field Sales & Account Activations – 40%
• Distributor Management & Control Board (PLCB) – 40%
• Sales Planning & Reporting – 20%

Required Skills & Competencies

• Results-driven, with a proven ability to grow share and distribution.
• Strong strategic and financial acumen, with previous P&L ownership.
• Expert negotiator with proven experience managing control states or large distributors.
• Strong presentation and storytelling skills to influence internal and external partners.
• Data-driven mindset with ability to leverage syndicated and qualitative insights.
• Effective communicator, action-oriented, and customer-focused.
• Collaborative team player with strong organizational and problem-solving skills.

Key Performance Indicators (KPIs)

• Profit growth in Pennsylvania
• Distribution & velocity targets met/exceeded
• PLCB and distributor scorecard attainment

Qualifications

• 5+ years of industry experience in consumer goods, preferably beverage alcohol.
• State-level management experience in a control state (PA experience preferred).
• Bachelor’s degree in Business, Marketing, or related field.
• Demonstrated leadership experience with proven ability to develop talent.
• Knowledge of the three-tier system and on/off-premise business.
• Strong Microsoft Office skills (Excel, PowerPoint) and experience with VIP/iDig.
• Excellent written, oral, and interpersonal skills.
• Ability to manage multiple priorities under tight deadlines.
• Valid state driver’s license and ability to travel extensively (>50%).

Physical Requirements

• Frequent travel by car and air to visit accounts and distributor offices.
• Regular use of computer systems and reporting tools.
• Ability to lift up to 50 pounds (cases, POS materials).

Work Environment

• Field-based with home office setup.
• Frequent visits to customer and distributor sites.
• Regular coordination with regional and global teams.

Disclaimer: Stoli Group is an equal opportunity employer that values workforce diversity. By embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success. The duties and responsibilities described in the role profile might not be a comprehensive list.