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Posted January 10th

Market Manager - Southern California

Los Angeles, CA

Bespoken Spirits logo


Bespoken Spirits



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Posted January 10th

Market Manager - Southern California









Full Time

About The Position
BESPOKEN SPIRITS is an independently owned Spirit company that’s blending technology and tradition to take craft spirits to new heights.  Our proprietary process unlocks billions of flavor combinations, while reducing the environmental impact of each sip.  Rather than putting spirit into a barrel and waiting passively for nature take its course, we instill the barrel into the spirit, actively controlling the process to deliver premium quality tailored spirits full of nuance and flavor.   Precision craftsmanship. 
We’re looking for individuals that reflect that ethos.  Innovators, Disruptors, Passionate brand builders, who are eager to share that vision with accounts and distributor partners.  Relentless in their pursuit of achieving goals quickly and a deep respect for sustainability with a keen focus on building integral relationships in the field to support the Brand growth.    We need hustlers. 
Market:             Southern California
Channel:           On & Off Premise, Regional Local Chains

Key Responsibilities:  Part Sales Jedi, Distributor Manager, Innovator and Trade connector.  You love to compete and deliver on plan quickly.  Self sufficient in a startup environment. 

Distributor Management:
  • Drive the distributor’s focus and implementation of sales programming and brand building initiatives throughout SCA 
  • Build an annual plan to ensure goals are met and Bespoken Spirits becomes the sought after brand in the Market for trade, consumer and our distributor partners
  • Understand pricing models (structures, Combos, DA) and be able to build, adjust and propose pricing scenarios for all channels to achieve desired margin requirements for the Distributor and Bespoken Spirits.   Assess ROIs for all channels and ensure we’re always above targets
  • Effectively manage mutually agreed upon goals with the distributor as it relates to depletions, distribution and brand amplification
  • Monitor this success and adjust accordingly for opportunities or course correct by channel if needed to reach our overall annual goals
  • Flawless management of inventory.  Build a demand forecast plan in anticipation of a high growth model
  • Enact quarterly or bi-monthly incentives and programming with appropriate stakeholders at SGWS
Regional & Independent Off premise Management:
  • Work with SGWS DSD team and regional grocery AEs to present Bespoken Spirit portfolio to key buyers at regional grocery chains throughout SCA
  • Manage the business with regional grocery chain retail partners – joint business planning, proper stock levels, distribution, promotions and pricing initiatives, ensuring margins are kept intact
  • Build and cultivate effective relationships with regional grocery chains relevant to the respective territory and cater to each account to improve market share and growth for all parties
  • Conduct regular meetings with regional grocery chain buyers to sell-in new products, programs and promotional activities.
  • Review strategies to increase profitability and sales for products and buyers with Nielsen and other sales data platforms.
  • Work directly with liquor managers, wine stewards and store directors to maximize exposure of the Portfolio in the independents and regional chain/grocery stores
  • Survey the market at store level within assigned territory in order to track distributor execution and competition
Market Management:
  • Routinely communicate/report market performance, distributor execution, competitive activity, key account activity to Head of Sales and Distributor partners
  • Understand pricing models (structures, Combos, DA) and be able to build, adjust and propose pricing scenarios for all channels to achieve desired margin requirements for the Distributor and Bespoken Spirits.  Assess ROIs for all channels and ensure we’re always above targets
  • Be well versed with VIP/IDig/Karma to ensure data integrity and use iDig and KARMA as your source of sales analytics for account and distributor management.  Build and manage Karma notes, dashboards daily.  Adjust accordingly and provide recommendations on Team Board management, reporting and analytics
  • Review monthly distributor depletion reports to identify opportunities, underperforming accounts or potential loss of distribution within an account. Take appropriate actions to ensure market objectives are achieved
  • Uncover opportunities for events, POS, tools of the trade and any opportunity for brand amplification of our philosophy
  • Assist Marketing Team in development of new and existing marketing POS and liaise with various marketing companies to ensure marketing materials are produced in a timely fashion and within marketing budget constraints
  • Ensure flawless execution of brand pricing strategy as directed by the Head of Sales
  • Expectations to be in the field calling on accounts to sell in distribution and working with Distributor (RWS & SGWS) key personnel 3-4 days/week
  • Actively develop and manage relationships with distributor personnel including Channel VPs, Merchandising VPs, Director of Sales, DMs, ADMs and Sales Reps
  • Travel when appropriate to call on Key Target account buyers, distributor management and assist in Market blitzes/distributor launches
Regional On Premise & Key Account Management:
  • Work with key SGWS stakeholders as it pertains to Hotels and Regional On-Premise account groups when possible - develop RFPs, obtain LTOs and build relationships with key hotel partners and regional on-premise buyers
  • Develop a plan to target “Bespoke” accounts and build long term partnership programs based on our philosophy vs pricing incentives
  • Implement feature cocktail programs, Bespoke custom Cask programs, Whiskey flight programs, Bespoke custom labels and other account partner programs
  • Create intimacy around the brand and integrate that with our on-premise partners to mirror/complement their mission in their account
Ideal Background & Key Attributes:
  • Must understand the importance of the delicate balance of being cautious while maintaining craftsmanship while building a global brand
  • Must be able to function effectively in a fast-paced, high-growth, entrepreneurial environment with an inclusive and respectful approach
  • Must have a passion for the industry with proven success working within a high-growth, brand building environment
  • Strong business acumen with a highly analytical skill set required
  • Be a solid, capable leader who possesses the depth of experience to coach and mentor their teammates or potential direct reports
  • Must have a strong distributor relationships, understanding how to effectively motivate and manage distributor partners
  • Will be responsible for “going deep” in the market and optimizing accounts both on and off premise
  • A minimum of 4- years’ experience in the beverage alcohol industry preferably with experience in both the on/off-premise channel.
  • Must have at least 3 years pricing experience and have expert analytics
  • Must have at least 2-3 years Regional chain experience (grocery, liquor) and Regional On premise experience with multi-unit buyers
  • Ability to function effectively in a relationship driven, entrepreneurial business environment
  • Agile and adept in adversity
  • Ability to learn without coaching at times
  • Understand the importance of balance in the workplace
  • Understand their part in the contribution of building and nurturing of team culture
  • Comfortable working remotely in a home office
  • Bilingual in English/Spanish nice to have, but not required
  • Strong communication skills both written and verbal
  • Well versed in Office suites IDig, Karma Notes, Nielsen data and any other analytic tools to provide insights and Market assessments
Function Details
  • Reports To Head of Sales