Market Development Specialist

About the role

This candidate must be based San Francisco/ San Jose, CA

Responsibilities

• Drive distribution growth across a focused set of priority brands
• Identify and secure new placement opportunities within target accounts
• Increase menu presence, feature activity, back-bar visibility, and account penetration
• Partner with distributor teams to influence account decisions and accelerate growth opportunities
• Utilize sales data, market intelligence, and local insights to identify opportunities and prioritize efforts
• Develop account-specific recommendations and action plans designed to improve performance
• Execute against core portfolio priorities, including designated focus brands, seasonal initiatives and/or market-specific opportunities
• Manage a defined universe of priority on premise accounts within an assigned market
• Build and maintain relationships with operators, bartenders, beverage directors, retail buyers, and distributor personnel
• Establish and grow a core group of high-value accounts that drive long-term market impact
• Serve as a trusted advisor and portfolio advocate within the local trade community
• Conduct regular account visits and maintain consistent follow-up against identified opportunities
• Deliver product education and training to trade and distributor partners
• Build awareness, advocacy, and recommendation within the trade community
• Support distributor education efforts and local selling initiatives
• Identify opportunities to strengthen portfolio relevance and visibility within market
• Execute local programming, events, and activation initiatives that support commercial objectives
• Analyze sales performance, distribution data, and account trends to identify opportunities and gaps
• Maintain accurate reporting and KPI tracking
• Provide actionable recommendations designed to improve market performance and accelerate growth
• Participate in quarterly market blitzes and concentrated growth initiatives
• Support priority business needs, distributor mandates, market launches, and portfolio priorities
• Travel as needed to support regional and national initiatives (less than 25% of time)
• Collaborate across markets to maximize impact and share best practices

Qualifications

• Bachelor's degree preferred
• 3-4 years of beverage alcohol, hospitality, field sales, distributor, broker, or related commercial experience
• Strong understanding of the three-tier system and beverage alcohol landscape
• Existing relationships within the local trade community preferred
• Demonstrated ability to influence, sell, and build relationships
• Strong analytical and problem-solving skills with the ability to utilize data to identify opportunities and drive action
• Excellent verbal, written, and presentation skills
• Self-starter with an entrepreneurial mindset and ability to work independently
• Ability to work flexible hours, including evenings and weekends as business needs require
• Must reside within assigned market and possess a valid driver's license
• Manage administrative tasks with attention to meeting agency compliance guidelines and standards