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. This role is based in the Tampa Bay area, with a territory covering Central and West Florida.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 New England 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: $75,000 - $90,000 base, Bonus: up to 25%ReportingThe BDM reports directly to the Regional Sales Manager.Key Roles:Distribution and Key Account ManagementAccountable for driving high quality distribution of H&Co. brands in identified target accountsIdentifying 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 DevelopmentBuild 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 TrainingConduct 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 VisitsExecute 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 InsightsMonitor and report competitive activity, brand movement, pricing, and distribution penetration and highlight opportunities to Marketing and Sales team.
