Manager National Accounts On Premise

Position Title: Manager of On-Premise National Accounts

Department: Brand Sales & Marketing

Reports To: VP of National Accounts

Location: California/Florida/Texas (preferred, remote officing negotiable based on experience)

Company Overview

No secrets. No myths. No fabricated stories.

Bardstown Bourbon Company is a new blend of bourbon makers creating the next industry standard through unparalleled transparency, collaboration, and innovation.

The International Wine and Spirits Competition has honored Bardstown Bourbon Company with the prestigious award of Worldwide Whiskey Producer of the Year for 2023.

With the most technically advanced and sophisticated distillery in the country, our pledge of transparency is on full display through open spaces and clear glass, putting the art and science of whiskey-making front and center for all to see. In the heart of the Bourbon Capital of the WorldTM, Bardstown Bourbon Co. produces not only our own award-winning and highly sought-after blended bourbons, ryes and finished whiskies, but custom distills and ages whiskies for many brands, from start-up pours to established top shelves.

We are the premiere destination on the Kentucky Bourbon Trail, combining distilling, culinary, and beverage expertise to create a modern, authentic experience that will engage and delight the bourbon novice and the most sophisticated aficionado.

At our on-site restaurant, Bardstown Bourbon Co. Kitchen and Bar, visitors enjoy chef-driven yet approachable Southern cuisine with international flair paired with creative cocktails, a vast collection of spirits, curated wine list, and our one-of-a-kind Vintage Library, our ode to distilling history stocked with old and rare finds dating back to the 19th century.

Green River Distillery is located in Owensboro and is the 10th oldest distillery in the state producing more than 90,000 barrels of bourbon and rye for its own brands and partners. They produce the flagship Green River Kentucky Straight Bourbon Whiskey which started in 1885 and was re-launched in February 2022.

At Bardstown Bourbon Company, see how we are moving the industry forward and NEVER STANDING STILL. For more information, please visit www.bardstownbourbon.com and www.greenriverdistilling.com

Job Summary:

The Manager of On-Premise National Accounts plays a critical role in driving the success and market penetration of Bardstown Bourbon Company's branded products. With a specific focus on Bardstown Bourbon, Green River Bourbon, and our extensive portfolio of Private Label brands, this position aims to significantly grow our presence and profitability across key national accounts within the on-premises sector.

The Manager of On-Premise National Accounts will be responsible for developing market penetration in key regional and national accounts. A vital part of this role involves securing product authorizations, mandates, and promotional programs with national and regional outlets, ultimately driving Bardstown Bourbon and Green River Bourbon into the Top-10 Ultra-premium and Super-premium brands, respectively, by 2028.

Job Description & Responsibilities:

Strategic Sales Management:

• Identify key regional opportunities that are not locked into RFP calendars.
• Actively pursue new opportunities at the regional/national level in the on-premise sector.
• Ensure compliance with existing on-premise regional/national chains.
• Complete RFPs for upcoming on-premise chain opportunities.
• Monitor and analyze sales performance against plans to identify trends and make adjustments as necessary to achieve goals.
• Support on-premise chain development at the local/regional level with bourbon dinners, activations, and events with Brand Ambassadors.
• Work with Sales Consultants and General Managers to identify local opportunities with a regional/national presence.

Customer Relationship Management:

• Cultivate and maintain strong, strategic relationships with key decision-makers within on-premise regional/national accounts.
• Negotiate and secure product listings, promotional support, and favorable trading terms with on-premise regional/national accounts.

Brand Development and Promotion:

• Work closely with the Marketing team to develop and implement effective brand-building and promotional activities within on-premise national accounts, including activation decks and cocktail strategies.
• Ensure that brand presence, positioning, and promotional activities are aligned with the overall brand strategy.

Financial Management:

• Assist in developing and managing the National Accounts sales budget, ensuring effective allocation of resources to achieve sales and profitability targets.
• Collaborate with the Finance team to monitor and analyze financial performance and take corrective actions as necessary.

Data Analysis and Reporting:

• Utilize distributor data (VIP), and other relevant data sources to analyze business trends, understand customer needs, and identify growth opportunities.
• Maintain VIP Call Points with existing and new authorizations for on-premise accounts.
• Send reports to Sales Team on a monthly basis based on Call Points authorizations and depletions to identify opportunities for sales.

Innovation and New Product Development:

• Provide customer and market insights to inform the New Product Development (NPD) process.
• Collaborate with cross-functional teams to successfully launch new products and variants within on-premise national accounts.

Requirements & Qualifications:

• A Bachelor's degree in Business, Marketing, or a related field.
• A minimum of 5 years of experience in sales, with a significant portion of that experience managing national accounts within the alcoholic beverage or consumer packaged goods industry.
• Generating new sales opportunities, vetting leads, and developing relationships with brand and restaurant owners - including current customers and new potential customers.
• Aid brand owners and restaurants to help bring their concepts to market, assisting in every aspect of a brand's launch including liquid product development, sourcing packaging materials, TTB compliance, and production.

• Create and present quarterly business reviews for our larger customers- and yearly business reviews, including "top to tops" with our key customers and distributor partners.

• Attending trade shows and other industry events to promote the company, discuss our capabilities, and generate leads.

• Schedule meetings and interface with customers as they travel to our facilities in Kentucky.

• Manage all customers' day to day needs, including inventory, logistics, dry goods management, PO submissions, payments, and other requests through our support teams.
• Ensure pricing for customers is within set guidelines to achieve desired company gross margin.
• Liaise between all internal departments: finance, operations, production, R&D, and logistics to ensure projects remain on schedule and customers' needs are met.
• Contribute to weekly and monthly NPD and Sales Strategy meetings to ensure customer's objectives are met.
• Generate sales budgets and projections to establish goals by customer.
• Monitor customer's business and proactively communicate changes via forecasting tools with colleagues.

• Provide world class customer service to partners in support of their brand plans and company.
• Strong analytical skills, with experience utilizing data and insights to inform sales strategies and decisions.
• Excellent negotiation, communication, and presentation skills.
• A deep understanding of the alcoholic beverage industry, with established relationships with key on-premise regional/national accounts.
• A passion for Bourbon, Whiskey, and Spirits, with a strong knowledge of the category.

Job Requirements:

It is required for the position that you must have a reliable car that is registered and insured, a valid driver's license, the ability to drive to and from accounts continuously, ability to work nights and weekends, and at times more the 40 hours a week, ability to lift up to 50 pounds and that you must currently reside in the assigned territory.

Travel Requirements:

Ability to travel frequently, including nights and weekends, to meet with national accounts, attend industry events, and support field sales teams.

Sales Specific Offerings

As part of our onboarding process, all new Sales team members will have a full-immersion learning/training experience at our state-of-the-art distillery in Bardstown. In addition to a base salary, our Sales team members participate in our unique Sales Incentive Program which works to maintain our culture of results-focused personal management, and continuous learning & development. We offer mileage and other job-related transportation expense reimbursements, a monthly budget toward account visits and sampling, and a culture of work-life balance.

The Bardstown Bourbon Company is committed to equality of opportunity in all aspects of employment. It is the policy of The Bardstown Bourbon Company to provide full and equal employment opportunities to all employees and potential employees, without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.