Business Development Manager - Mid-Atlantic Control States

Business Development Manager - Mid-Atlantic Control States

Full‑time

Compensation: USD 85000 - USD 95000 - yearly

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 www.HotalingandCo.com 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).

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

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)

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

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

FSA, 401k with Match

Life and AD&D, STD, LTD

Employee Assistance Program

Educational Assistance Program

Annual National Company Meeting

Sick and Vacation hours

12 Paid Holidays

Performance‑based Bonus Program

#J-18808-Ljbffr