About Us

A born and bred San Francisco original, Hotaling & Co. is the leading distiller and importer of artisanal spirits and cocktail essentials. We are actively seeking to add a full-time Commercial Planning & Operations Director- pivotal to the growth of the company's entire portfolio of brands. Like our team of Likeminded Spirits, candidates should demonstrate a passion for beverage expertise, hospitality, and hold deep experience in both the U.S. alcohol sales marketplace and performance management.  

Hotaling & Co's commitment to Diversity, Equity, Inclusion and Belonging

At Hotaling & Co., we embrace the rich tapestry of diversity, equity, inclusion, and belonging much like San Francisco's storied history of cultural fusion and innovation. Just as the city's neighborhoods have blended together, fostering a unique sense of unity and identity, we recognize that our strength lies in the unique backgrounds, experiences, and perspectives of our team members.

Reports to: Chief Financial Officer, direct business partner to Chief Sales Officer

Location: Hybrid, must be able to travel to San Francisco office 

Exemption Status: Exempt 

Salary range: $140,000-170,000 

This role serves as both the strategic and tactical bridge between Hotaling & Co. and Southern Glazer’s Wine & Spirits (SGWS), our nationally aligned distributor, to fuel growth of the entire portfolio of brands through effective decision marking, project management and execution of strategic initiatives. This role will:

Own the Commercial Planning Calendar, Facilitating its Execution and Integration in Sales and Marketing processes

• Sales Strategy: Aligns H&Co Sales & SMART Programs with SGWS Contractual Goals – to keep SGWS accountable and support Markets with SGWS Trade Development Managers
• Work with Sales VPs, & Finance to Propose allocation of depletion-based targets by brand, geography, and channel in support of commercial plan, reallocate midyear if necessary
• Ensures seamless integration of H&Co Sales and SMART Programs to Commercial Planning Calendar, Brand Plans
• Coordinate and Champion regional and national activations, execution
• Assists RSMs/VPs syncing with non-SGWS States
• Drives execution of SMART plans, built in coordination with Commercial Finance Sr Manager
• Supporting National VP/Regional VPs on Pricing strategies/market pulsing, alignment with Commercial Calendar, in partnership w Commercial Fin Sr Manager
• Field work: Market visits, blitzes, work withs, Sales Team trainings/assessments, distributor spot-checks
• Provide insight, opportunities and mitigation plans to ensure commercial plan delivery.

Lead / drive the Commercial Operating Cycle and Consensus cycle

• Process ownership: to include organizing commercial monthly/weekly SLT and regional demand cycles, commercial scorecard reviews, with action plans
• Coordinate SKU launches and test market execution
• Validate commercial assumptions and potential of new to portfolio concepts (think: investment brands)
• Build and run cadence for Sales Leadership meetings, including structuring and helping to deliver company-wide communication
• Own quarterly published performance materials, including distributor board decks, Sales inputs into Agency presentations and Board facing slides as needed

Support the VPs of Sales and CFO in executing cross-functional commercial initiatives

•     Operate at a tactical, strategic, and operational level, handling the oversight of projects that do not neatly fit within the organizational chart or that fall between departments or leadership areas of responsibility

Key Skills

• Progressive Sales experience (to include Distributor Management, On Premise sales, Trade Marketing) and deep understanding of the sales cycle within beverage alcohol.
• Solution-oriented enthusiasm with entrepreneurial attitude and direct accountability for results
• Proven analytical capability in surfacing, driving insights to action.  
• Experience with trend analysis via Nielsen, iDig, Pricing and Trade Promotion Systems
• Superior ability to influence internally and externally through numerical, verbal and written communication skills
  • Ability to connect and influence sales leaders and teams.
  • Experience as a brand marketer or understanding of how the marketing cycle operates.
  • Ability to influence brand leaders and push for proven commercial applications within marketing strategy and activation models
  • Experience in trend and gap analysis
• Doggedly results oriented
• Comfortable working in an office environment (primarily) complemented by field visits.
• Ability to travel domestically 10% of the time.

Qualifications & Skills Preferred

• 7+ Years of Experience in the U.S. beverage alcohol segment (spirits preferred)
• Resourceful, creative and organized with ability to manage timelines and logistics
• Thrives in a fun, dynamic, fast-paced environment.
• Desires to make a difference, find innovative solutions while demonstrating passion for the brands to be served
• Team player in flat organizations
• A bachelor’s degree, with Masters’ preferable  

The above statements describe the essential functions and qualifications needed for the position, has been prepared by Hotaling & Co., LLC to use in planning, staffing, budgeting and/or evaluation of employees. It also provides employees with a guide to the duties they are expected to perform. It is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees in this position. Actual job responsibilities may change at management's discretion, without notice.

Hotaling & Co., LLC is an at-will employer, which means that an employee may resign or Hotaling & Co., LLC may separate an employee from service with or without cause at any time for any reason. There is nothing written in this position description that guarantees continued employment. I have read the above position description and believe that it does accurately define the job.