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