Sales Operations Manager

Position: Sales Operations Manager

Function: Brand Sales & Marketing

Days: Monday – Friday

Reports to: Chief Commercial Officer

Location: Louisville, KY, some travel will be required

Company/Location 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.

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 World™, 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

Position Description

The Sales Operations Manager supports the CCO in transforming our Sales Team into the best in the business. The individual both drives and enables field sales personnel to exceed execution goals for the portfolio of branded and private label bourbons. Key outputs are tools and solutions that sell and data and insights that compel.

The role collaborates across internal functions, including Field Sales, Marketing, and New Product Development, and external vendors of point-of-sale, merchandise, commercial data, and insights. Success looks like increasing sales productivity by streamlining processes, generating accurate forecasting, performance/KPI tracking, sales data analytics, and implementing sales automation & CRM tools.

Essential Job Duties And Responsibilities

Specifically, the responsibilities of the position include, but are not limited to, the following activities:

• Supports CCO in defining annual brand volume, revenue, profit goals, forecasting, and demand planning.
• Assists in setting annual distribution targets by brand and channel.
• Assists in setting allocations of limited-release products across markets.
• Inputs and tracks all branded product Purchase Orders, shipments, and depletions, maintaining a Sales Tracker and providing monthly performance summaries.
• Insights/Competitive Strategy: Oversee the adoption and implementation of syndicated data (Nielsen/IRI) and distributor data (VIP/iDig) to routinely analyze business trends, anticipate issues /opportunities, and develop action plans.
• Fluent with KARMA as the company’s system of record-keeping and CRM.
• Collaborate with Brand Teams on the roll-out of retail tools, branded merchandise, and programs to ensure flawless deployment by field.
• Tracks field sales and distributors’ implementation of programming/tools and effectiveness, and ROI of incentive spends DA/QDs, and field investment.
• Supports Brand in the definition and communication of Retail Merchandising Standards.
• Mobilizes sales team and distributors to execute our NPD (new products/innovations) flawlessly and solutions that support them.
• Support developing and deploying the annual calendar of in-market promotional activity, new brand/variant releases, and key events.
• Assist in the development of DTC and E-Commerce strategy, including ongoing management and development of existing key accounts as well as new and emerging e-commerce channels (reservebar.com, drizly.com, etc.);
• Support CCO/CFO to establish Pricing and Revenue Management of brands through competitive analytics.
• Collaborate with the Brand Team on developing Sales Training materials for internal employees and external stakeholders.
• Participate in routine market visits, ride-withs, and general sales meetings as needed with Sales Team to hold distributor partners accountable for the execution and achievement of the sales plan.
• Compile brand sales performance reporting and communications on a timely basis to the Executive Leadership Team and Board.
• Commitment to the Company’s ISO program, including our products’ quality and food safety.
• Other duties as periodically assigned by the CCO.
  
  

Qualities

• Excellent organizational and project management skills. Ability to thrive in a fast-paced environment.
• At ease with technology and desire to use it to drive efficiently.
• Customer service attitude towards our sales team and distributors.
• Self-motivated with the ability to work independently.
• Strong oral and written communication skills and presentation skills.
• Good understanding of retailer and/or distributor strategy, operations, and shopper/consumer insights.
• Both a strong attention to detail and a big-picture view of what drives success in this role – contract sales.
  
  

Requirements

• Bachelor’s level education in sales/marketing or business preferred.
• Three – Five years of experience in a sales, analytics, or marketing/trade marketing area, with specific expertise in a distributor-based business w/in a CPG company. Experience in the alcohol beverage industry is preferred but not mandatory.
• Skilled in Microsoft Suite of applications (Word, Excel, PPT).
• Familiarity with VIP, Nielsen/IRI, Salesforce, and ERP is a plus.
• Other duties as assigned by management.
  
  

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.