Territory Sales Manager

Locations:

Sarasota \| Jacksonville \| Orlando \| Palm Beach

Reporting to:

Head of Sales, Florida

Role Summary

This is not a maintenance role — this is a

hunter role

.

The Territory Sales Manager is responsible for

winning Dutch Barn Vodka in market from zero to scale

, building distribution, driving rate of sale, and establishing the brand in both

trend-leading on-premise accounts

and

high-volume retail outlets

.

You will operate at the front line of one of the most competitive categories in alcohol —

premium vodka

— and are expected to

move fast, win placements, and drive commercial outcomes immediately

.

Core Mission

• Win

top-tier cocktail accounts

(bars, restaurants, hotels)

• Secure

high-volume on-premise pours

(clubs, beach bars, casual dining)

• Drive

off-premise distribution \+ velocity

(independents \+ chains)

• Build

market share in a dominant, incumbent-heavy category

Key Responsibilities

1\. New Business Development (Primary Focus)

• Minimum

8–10 sales calls per day, 4\.5 days per week in market

• Open

new on-premise accounts weekly

(cocktail \+ volume-led)

• Drive

menu placements and cocktail listings

• Secure

feature pours and house vodka switches

2\. On-Premise Execution

• Win

trend-leading venues first

(create pull)

• Build presence in

high-volume accounts

(clubs, beach bars, chains)

• Partner with venues to:

o Improve cocktail margins

o Increase speed of serve (vs complex builds)

o Drive repeat ordering

3\. Off-Premise Expansion

• Open and grow:

o Key independents

o Regional chains (ABC, Total Wine, etc.)

• Focus on:

o Cold box placement

o Secondary displays

o Staff advocacy \+ in-store activation

4\. Distributor Management

• Work daily with distributor reps (e.g. Johnson Brothers, Greenlight)

• Drive:

o Account targeting

o Joint sales calls

o Incentive alignment

• Own your territory pipeline —

don’t wait for distributor push

5\. Commercial Execution \& Deals

• Confidently

trade to win

:

o Intro pricing

o Menu incentives

o Volume deals

• Ensure

ROI-driven spend

• Convert placements into

repeat volume

6\. Brand Building in Market

• Be the

face of Dutch Barn locally

• Activate:

o Tastings

o Events

o Bartender relationships

• Leverage

celebrity ownership (Ricky Gervais)

where relevant to drive engagement

Success Metrics (Non-Negotiable KPIs)

•

New accounts opened per month

•

Active buying accounts

•

Cases \+ 9L equivalents sold

•

Menu placements secured

•

Keg / cocktail velocity in on-premise

•

Distribution points in off-premise

•

Repeat order rate

Candidate Profile

Experience

• 3–7\+ years in

spirits sales (required)

• Proven track record in:

o

Vodka / white spirits preferred

o Opening accounts, not just managing them

• Strong existing relationships in:

o Bars, restaurants, retail buyers

o Distributor network

Mindset \& Traits

•

Hunter mentality

— thrives on winning new business

•

Commercially sharp

— understands margins, pricing, deals

•

Relentless

— high activity, high resilience

•

Entrepreneurial

— comfortable in startup chaos

•

Competitive

— wants to beat incumbents

•

Action-biased

— moves fast, executes faster

Cultural Fit

• Startup energy — no passengers

• Comfortable with

ambiguity \+ pace

• Willing to

be in market constantly

• Takes ownership — no excuses

What Success Looks Like (First 90 Days)

• Established

core account base in territory

• Secured

anchor on-premise wins

• Built strong

working rhythm with distributor reps

• Created visible

brand presence in key venues

• Delivering

consistent weekly new account openings

Positioning Statement for Candidates

“This is a role for someone who wants to build something real — not manage a book. If you can sell, move fast, and win in one of the toughest categories in alcohol, this is where you prove it.”

Here’s a sharp, high-impact

LinkedIn post from Ellers Farm

to attract the right talent (hunters, not passengers):

We’re Hiring: Territory Sales Managers – Florida

(Sarasota \| Jacksonville \| Orlando \| Palm Beach)

At Ellers Farm Distillery

, we’re building something different.

We’re not here to play in vodka —

we’re here to

take share in one of the toughest categories in the world

.

And that takes a different kind of person.

We’re looking for

hunters

.

People who:

• Know the

spirits game inside out

• Have

real relationships

in market

• Can walk into a bar, a retailer, or a distributor meeting and

walk out with an order

• Thrive on

winning new accounts, not maintaining old ones

This role is hardcore selling

:

• 8–10 calls a day

• Winning

trend-leading cocktail accounts

• Converting

high-volume on-premise pours

• Building

off-premise distribution that actually moves

You’ll be working side by side with distributor partners to break through in vodka

— a category dominated by incumbents.

We move fast.

We back our people.

And we expect results.

If you’re in Florida and you:

• Come from

spirits sales

• Have a

track record of winning accounts

• Want to build something with real momentum

• Let’s talk.