Business Development Manager - NorCal

Summary:

IJW Whiskey Company, LLC (IJW) is a dynamic, fully integrated spirits company. Founded in 2017, we’ve compiled the largest independent library of aged Kentucky bourbon and rye and established a global presence including offices in Beverly Hills, Louisville and Tokyo, Japan, a 40-acre campus in Danville. Our ambitious growth trajectory includes a new whiskey distillery in Shelbyville, KY, slated for completion in early 2026, and a Japanese distillery in Chitose that that will be completed in late 2026.

With over 100 years of combined industry expertise, our diverse team of seasoned professionals and dynamic newcomers has propelled IJW to the forefront of the spirits industry. Our strategic partnership with one of the nation's largest independent Wine & Spirits distributors has enabled us to offer 22 products across four unique private label bourbon brands in 28 states. We have added to our spirits portfolio with our first Tequila and Mezcal brands.

Position Overview:

The Business Development Manager is a newly created field focused sales role responsible for driving distribution, visibility, and velocity of IJW Spirits’ brands in On and Off Premise accounts. This role is accountable for direct selling to customers, executing against brand objectives and educating the trade and consumers on IJW brands. Success requires competitiveness, self–starting, discipline, urgency, and a relentless focus on winning in the market.

Job Responsibilities:

• Direct Sales Execution:

Sell IJW brands directly to On and Off Premise customers, recruit consumers through education and sampling, sell in distribution, secure menu placements, establish back bar placement, ensure shelves are set to standard and achieve targeted display execution.

• Off Premise Velocity Building:

Execute brand building in targeted accounts, educate staff and buyers, evaluate pricing strategies, brand positioning, visibility and brand promotional merchandising.

• On Premise Velocity Building:

Develop strong relationships with bartenders, bar managers, waitstaff and owners to drive drink features, cocktail menu placements, staff advocacy and education and build sustained brand pull through.

• Marketplace Leadership:

Operate with urgency and discipline to out execute competition, identify performance gaps and ensure opportunities are maximized in assigned territory.

• Distributor Partnership and Education:

Work closely with distributor sales teams to prioritize activities, lead by example in the field and ensure consistent execution against agreed upon goals. Be present and visible in the market. Attend and motivate distributor personal at General Sales Meetings

• Pricing & Competitive Awareness:

Maintain a strong understanding of competitive pricing strategies and consumer dynamics to adjust to drive volume.

• Programming & Activations:

Plan and execute tastings, promotions, educations, events, ride withs, and market blitzes that generate results, earn distributor support and build long term brand momentum.

• Reporting & Accountability:

Utilize provided systems to track performance, distribution and executional wins, and provide clear market intel and insights to sales and marketing leadership.

Qualifications:

• 3–5+ years of experience in spirits sales, brand development, or field marketing
• Proven success selling directly to On and Off Premise accounts
• Strong understanding of the three tier system
• Demonstrated ability to execute brand standards consistently and without compromise
• Experience working with distributor partners and leading from the field
• Ability to thrive in a fast paced, performance driven environment
• Be able to motivate and inspire stakeholders (team members, distributors, customers, influencers, consumers)
• Valid driver’s license and ability to travel extensively within assigned territory

Knowledge, Skills and Abilities:

• Deep knowledge of the spirits category, competitive set, and on/off premise dynamics
• Exceptional selling, negotiation, and relationship building skills
• High level of industry curiosity, discipline, personal accountability, and attention to detail
• Strong work ethic with a “do the work” mindset
• Ability to “find a way”, prioritize, execute, and deliver results with limited supervision
• Confident communicator with the presence to influence customers and distributor partners
• Comfortable being measured by execution and results. Be competitive.
• Be a good teammate!

Benefits:

• 401(k) with matching
• Health, dental, vision insurance
• Health savings and flexible savings account
• Short-term and long-term disability insurance
• Paid time off
• Referral program
• Life insurance