Business Development Specialist

Job Description

Job Description

Reserve Row is a bourbon barrel and bulk spirits brokerage serving distilleries, brands, investors, and brokers across the whiskey ecosystem. We are hiring an in-office Business Development Associate in Nashville to help drive new B2B relationships, build a high-quality pipeline, and support end-to-end deal flow in a fast-growing, entrepreneurial environment.

 

Responsibilities

• Identify, research, and prioritize prospective partners (distilleries, independent bottlers, brand owners, funds, and brokers) for barrel and bulk spirits transactions.
• Run structured outbound campaigns (email, phone, LinkedIn, and industry platforms) to book qualified meetings for the Reserve Row leadership team.
• Qualify opportunities for fit (volume, pricing, timelines, compliance constraints) and maintain clean, accurate records in our CRM and sales tools.
• Support end-to-end deal flow: discovery notes, follow-up communication, simple decks/one-pagers, and data-room organization for active deals.
• Track market activity and pricing trends across bourbon, rye, and American whiskey inventory and summarize insights for internal decision-making.
• Represent Reserve Row at in-person meetings, distillery visits, trade shows, and industry events (occasional regional travel, primarily KY/TN/adjacent markets).
• Partner with internal and external operations/logistics teams to ensure smooth handoff from signed deal to shipment and fulfillment.
• Contribute to building and refining our sales playbooks: outreach scripts, sequences, objection handling, and account plans for priority segments.

Required Qualifications

• Bachelor’s degree in Business, Marketing, Supply Chain, or related field, or equivalent relevant B2B sales/BD experience.
• 1–3 years of experience in outbound sales, business development, or account management (B2B focus preferred).
• Proficiency with CRM platforms and outbound tools (e.g., HubSpot/Salesforce, Apollo, Clay, or similar) and comfort operating in a metrics-driven environment.
• Excellent written and verbal communication skills, including confident phone presence and structured discovery conversations.
• Strong comfort with data and spreadsheets for tracking pipeline, deal economics, and basic financial projections.
• Interest in using AI and automation tools to improve prospecting, research, and follow-up efficiency.
• Preferred Qualifications
• Experience in beverage alcohol, spirits, wine, or craft beverage (supplier, distributor, brokerage, or on/off-premise sales).
• Exposure to logistics, supply chain, or freight/warehousing environments.
• Existing network across distilleries, brand owners, or beverage investors (not required, but highly valued).
• Experience in a high-growth, entrepreneurial, or startup setting where you have helped build processes, not just follow them.

 

What Success Looks Like (First 6–12 Months)

• Build and manage a clean, active outbound pipeline of qualified opportunities across core Reserve Row segments.
• Consistently hit activity and meeting targets while contributing to closed deals and repeat business.
• Help formalize outreach scripts, ICP definitions, and simple market maps for priority territories (e.g., KY, TN, TX, CA, and select international buyers).