Regional Sales Manager

Hotaling & CO.•Denver, CO

16h•$120,000 - $130,000•Hybrid

About The Position

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

Requirements

5+ years of experience within the three-tier system with direct distributor and account engagement
High School diploma required
Proven track record of driving sales growth and managing to performance goals
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%

Nice To Haves

Bachelor's degree preferred
Strong relationships with distributors and key accounts preferred
Experience working within or closely alongside a distributor
Established network within the on-premise community
Demonstrated ability to lead and develop others

Responsibilities

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
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
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
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
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