Business Development Manager - Mid-Atlantic Control States Job Richmond Virginia USA,Sales

Business Development Manager (BDM) – Full Time, Exempt

The Business Development Manager (BDM) is a full-time, exempt position focused on growing Hotaling & Co.'s 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 H&Co.'s 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 candidate has experience in wine, spirits, or hospitality with a strong understanding of the East Coast market, industry connections, and community presence. The candidate thrives in an autonomous work environment, takes initiative, and is energized by the ever‑changing nature of the industry.

Key Responsibilities

Drive high quality distribution of H&Co. brands in identified target accounts.
Identify and develop new prospects within the assigned territory.
Maintain and grow business at key accounts, visiting regularly to review H&Co. priorities.
Execute events and tastings to drive sales at the account level.
Establish expert brand knowledge and train account staff to ignite passion around H&Co. brands.
Secure back‑bar distribution, visibility and menu placement 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 marketing materials and displays are utilized properly.
Maintain sustainable records of sales achievements/quotas and an organized plan for on‑premise and off‑premise accounts.
Build and maintain effective business relationships with the trade, bartending community, distributors, gatekeepers and local market influencers.
Collaborate with distributors on brand and sales objectives through ride‑withs, team meetings and general sales meetings.
Conduct product education and samplings, educate store personnel and consumers, and complete post‑sampling recaps.
Develop and manage spirits master classes for key accounts and consumers.
Execute consumer and trade events to generate trial and awareness of our brands.
Set up and attend brand‑building promotions such as retailer and consumer samplings, brand launches, cocktail contests, and pairings.
Host supplier visits and assist the RSM in organizing team‑building events, distributor engagement opportunities and market visits.
Monitor and report competitive activity, brand movement, pricing, and distribution penetration and highlight opportunities to Marketing and Sales teams.

Qualifications & Requirements

Minimum 3 years of proven track record of achievement.
3 years of experience in alcohol sales within control markets, especially Philadelphia, Virginia and North Carolina.
High School diploma.
Self‑starting enthusiasm with a can‑do attitude.
Ability to work as part of a team and independently.
Willingness to work full‑time, non‑traditional, late‑night hours as required and travel throughout the assigned territory and occasionally beyond.
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 (verbal and written).
Strong computer skills, particularly in MS Office Suite.
Valid driver’s license and clean driving record.
Physical capabilities necessary to complete duties of the job.

Preferred Skills

Recognized credibility in the local mixology/bartending community.
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.

Compensation and Benefits

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

Medical, Dental, Vision
Car & Cell Phone Allowance
FSA, 401(k) with Match
Life and…