Business Development Manager - Mid-Atlantic Control States

Job Description

Job Description

Company Description

A born and bred San Francisco original, Hotaling & Co. is the leading importer of artisanal spirits and cocktail essentials. Our dedication to artisanal spirits first started 30 years ago under the name Anchor Distilling Company - heralding the return to copper pot distilling in the U.S. with the original craft introductions of Junipero Gin & Old Potrero Straight Rye Whiskey. We carry on that pioneering legacy with the name Hotaling & Co. as a nod to the local legend A.P. Hotaling, who ventured West during the Gold Rush and quickly became one of the most reputable spirits dealers in the country and a notable figure in American drinking culture. Fueled by a passion for beverage expertise, education and hospitality, Hotaling & Co. carries on this tradition of artisanal excellence by bringing together a family of likeminded spirits that share our commitment to craft and care.

Today, Hotaling & Co.’s portfolio is synonymous with brands of unmatched quality and character, including Luxardo Liqueurs & Cherries, Nikka Whisky, Junipero Gin, HINE Cognac, Convite Mezcal, Kavalan Whisky, Denizen Rum, HIRSCH Selected Whiskeys, Arran Whisky, Old Potrero Rye Whiskey, and more. Visit to explore our full range of brands.

The Business Development Manager (BDM) is a full-time, exempt position focused on growing the Hotaling & Co. business in both on and off-premise accounts. The primary responsibility of the role is building and managing key account relationships, driving quality distribution in both channels, and achieving the H&Co. annual goals. The territory spans from Philadelphia (PA), Virginia (VA) and North Carolina (NC).

Please note, this is a hybrid role with a combination of remote work and travel within the territory.

The ideal Business Development Manager will have experience in wine, spirits, and/or hospitality with a strong understanding of the East Coast market. Industry connections and community presence are especially important for success in this role. This person thrives in an autonomous work environment and takes initiative. Most importantly, the ideal candidate for this role is energized by the ever-changing nature of our industry and eager to be engaged in the marketplace.

Salary: $85,000 - $95,000 base, Bonus : up to 25%

Reporting

The BDM reports directly to the VP Sales - Control States.

Key Roles:

Distribution and Key Account Management

• Accountable for driving high quality distribution of H&Co. brands in identified target accounts
• Identifying and developing new prospects within assigned territory.
• Maintain and drive business in key accounts, visiting on an ongoing basis to review H&Co. priorities.
• Execute events and tastings within account universe to drive sales at account level.
• Establish expert brand knowledge. Be ready and able to train account staff and ignite passion around H&Co. brands.
• Secure back-bar distribution, visibility and impactful menu placement plan in target accounts to enhance consumer pull-through and rate-of-sale.
• Secure displays and optimal shelf placement at retail, identifying opportunities for line extension and multiple facings.
• Guide accounts in effective merchandising and brand visibility, ensuring brand marketing materials and displays are utilized properly and effectively.
• Developing and maintaining sustainable records of sales achievements/quotas and an organized list and plan for both on and off-premise accounts.

Relationship Development

• Build and maintain effective business relationships with the trade, bartending community, distributors, gatekeepers and local market influencers.
• Collaborate with distributor on brand and sales objectives, through ride-withs, team meetings, and general sales meetings.

Education and Training

• Conduct product education / samplings, educate store personnel and consumers and complete post sampling recap.
• Develop and manage spirits master classes for key accounts and consumers, ensuring we are top of mind in the mixology/ bartending community and within our top tier accounts (both on and off-premise).

Events, Activations & Supplier Visits

• Execute consumer and trade events to generate trial and awareness of our brands, while appropriately integrating brand messaging.
• Set up and attend brand building promotions such as retailer & consumer samplings, brand launches, cocktail contests, pairings, etc.
• Host suppliers visiting the market, assisting the RSM in organizing team building events, distributor engagement opportunities and work days in market to visit target accounts.

Local Market Insights

• Monitor and report competitive activity, brand movement, pricing, and distribution penetration and highlight opportunities to Marketing and Sales team.

Key Requirements and Skills

• Minimum 3 years experience with proven track record of achievement. 
• 3 years of experience in alcohol sales in control markets, especially Philadelphia, Virginia and North Carolina.
• High School diploma required
• Self-starting enthusiasm with can-do attitude.
• Able to work as part of a team and independently.
• Willingness to work full-time, non-traditional, late night hours as required and travel throughout assigned territory and occasionally beyond.
• Must be reliable and possess a high level of work ethic to go above and beyond to accomplish goals.
• Proven ability to develop relationships and influence others (accounts, bartenders and distributor teams).
• Passion for artisanal and craft spirits.
• Resourceful, creative and organized with ability to manage timelines, budgets and event logistics
• Excellent communication and selling skills (both verbal and written).
• Strong computer skills, particularly in MS Office Suite
• Must have a valid driver’s license and clean driving record.
• Physical capabilities necessary to complete duties of the job.

Preferred Skills

• Recognized credibility in local mixology / bartending community a plus.
• On and off-premise sales, marketing or promotion experience in the local market.
• Existing relationships with top accounts in the local market and with Southern Glazer's Wine & Spirits.

Benefits

• Medical, Dental, Vision,
• Car & Cell Phone Allowance
• FSA, 401k with Match,
• Life and AD&D, STD, LTD
• Employee Assistance Program
• Educational Assistance Program 
• Annual National Company Meeting
• Paid Parental Leave
• Sick and Vacation hours
• 12 Paid Holidays 
• Volunteer hours
• Performance-based Bonus Program

The above statements describe the essential functions and qualifications needed for a Business Development Manager, has been prepared by Hotaling & Co., LLC to use in planning, staffing, budgeting and/or evaluation of employees. It also provides employees with a guide to the duties they are expected to perform. It is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees in this position. Actual job responsibilities may change at management's discretion, without notice.

Hotaling & Co., LLC is an at-will employer, which means that an employee may resign or Hotaling & Co., LLC may separate an employee from service with or without cause at any time for any reason. There is nothing written in this position description that guarantees continued employment. I have read the above position description and believe that it does accurately define the job.