Company Description

A born and bred San Francisco original, Hotaling & Co. is the leading distiller and 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, Severo Tequila, Kavalan Whisky, Denizen Rum, HIRSCH Selected Whiskeys, Writers' Tears Whiskey, Old Pulteney Whisky, Speyburn Whisky, Balblair Whisky, Arran Whisky, Old Potrero Rye Whiskey, and more. Visit www.HotalingandCo.com to explore our full range of brands.

Job Description

The Regional Sales Manager is responsible for leading the growth and execution of Hotaling & Co.’s portfolio across a multi-state territory. This role owns distributor strategy, market execution, and regional performance while developing our brands and partnerships to drive sustainable growth. The ideal candidate brings a strong command of the three-tier system, experience managing distributor relationships at a senior level, and the ability to translate national priorities into effective, market-specific plans. This individual is equally comfortable setting strategy as they are working in-market to ensure execution.

Territory:

Colorado, Minnesota, Nebraska, Kansas, North Dakota, South Dakota

Key Responsibilities

Distributor Leadership & Market Strategy
- Own distributor relationships across all markets including alignment with distributor leadership on goals, priorities, and execution standards
- Develop and implement business plans aligned with company objectives
- Monitor performance against depletion, distribution, and pricing targets and adjust strategies as needed
- Partner with distributors to set and manage market pricing while maintaining brand standards and margin
- Develop and execute market-specific programming and incentives in collaboration with distributor partners to drive depletion and distribution gains
Market Execution & Account Development
- Drive distribution and visibility in priority on and off premise accounts
- Partner with distributor teams to secure menu placements, back-bar presence, and retail features
- Identify and close distribution gaps across chains and independent accounts
- Ensure high quality execution of programs, incentives, and in-market initiatives
Team Leadership & Development
- Manage, coach, and develop a Business Development Manager based in Minneapolis
- Set clear expectations, provide regular feedback, and support professional growth
- Lead by example in market presence, work ethic, and relationship-building
Brand Building & Industry Engagement
- Establish a strong presence within the bartending and retail community
- Lead and support educational programming including staff trainings and master classes
- Identify and execute events that build brand awareness and drive trial
Business Management & Reporting
- Analyze internal and external data (Compass, depletion reports, etc.) to identify opportunities and risks
- Manage billbacks and ensure timely resolution with distributor partners
- Track and manage budgets and expenses within company guidelines
- Provide regular updates on market conditions, competitive activity, and performance

Qualifications

5+ years of experience within the three-tier system with direct distributor and account engagement
High School diploma required, Bachelor's degree preferred
Proven track record of driving sales growth and managing to performance goals
Strong relationships with distributors and key accounts preferred
Experience managing pricing, programming, and market-level strategy
Proficiency with sales and analytics tools (e.g., Compass, iDig)
Highly organized with the ability to manage multiple markets and priorities
Valid driver’s license and ability to travel approximately 30%

Preferred

Experience working within or closely alongside a distributor
Established network within the on-premise community
Demonstrated ability to lead and develop others

Additional Information

Why work at Hotaling & Co.

Number one, hands down… the people and the brands are unparalleled!

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