Business Development Manager - Southwest

About the role

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 Nevada (NV) and Arizona (AZ).

Responsibilities

• 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
• Develop and maintain sustainable records of sales achievements/quotas and an organized list and plan for both on and off-premise accounts
• 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
• 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)
• 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
• Monitor and report competitive activity, brand movement, pricing, and distribution penetration and highlight opportunities to Marketing and Sales team

Requirements

• Minimum 3 years experience with proven track record of achievement
• 3 years of experience in alcohol sales
• 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

Qualifications

• 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

Pay

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

Schedule

The role is a hybrid role with a combination of remote work and travel within the territory.