Job Description

Type: Full Time, Remote with 25% travel

Location: East Coast USA, proximity to Bedford/Boston (MA) a plus

Headquarters: Bedford, MA (Greater Boston)

The Company

At Coravin, we believe every moment is the perfect moment for great wine. As the global leader in wine by-the-glass technology, our award-winning systems empower wine lovers and professionals to pour any wine, anytime, without compromise.

Trusted by top restaurants, bars, wineries, and retailers in over 60 countries, Coravin is changing the way wine is served, sold, and enjoyed. By allowing wine to be poured without pulling the cork, our systems eliminate waste, enhance profitability, and unlock new possibilities for wine programs worldwide.

At home, Coravin gives wine lovers the freedom to explore wine on their own terms, pouring just one glass at a time while keeping the rest of the bottle fresh for weeks, months, or even years. Whether discovering new vintages, hosting unforgettable tastings, or simply savoring a glass midweek, Coravin ensures that the best wines are always within reach, without the pressure to finish the bottle.

Available online and in-store, Coravin can be found in leading international retailers and fine wine shops around the world.

Our Mission: To change the way the World experiences Wine

Our Vision: Giving wine lovers everywhere the power of choice, the flexibility and freedom to finish the bottle whenever they want, confident that every glass will taste as good as the first.

Who are we: A global team of 70 people based in 8 countries. We are PASSIONATE PEOPLE, PIONEERING WINE EXPLORATION.

Our Values: We’re BETTER TOGETHER ... like the best food and wine pairings. We are a friendly and inclusive “bunch”. We STRIVE TO THRIVE ... like the best vines that continually adapt to their environment to produce the best grapes. We aim for the best possible “vintage”. We’re RESILIENT & RESOURCEFUL … like the best winemakers that navigate everything from bud burst to harvest, barreling to bottling. We do the right thing to create the best “blend”.

The Role

As the Director of B2B, you will drive strategy and growth for our US B2B channel within key on-premise segments, including restaurants and bars, hotels, and wine stores. This role is essential to scaling our market presence and optimizing our sales and distribution capabilities across the U.S. You will be responsible for establishing and managing a robust distribution network, nurturing partnerships with national and regional distributors, and working alongside a dedicated inside sales team focused on direct sales to on-premise clients.

Responsibilities :

1. Strategy & Planning

• Develop and execute a comprehensive growth strategy for our on-premises B2B segment.
• Define and implement go-to-market strategies that expand our distribution footprint and drive adoption across the three-tier distribution system.
• Identify and evaluate new market opportunities and create scalable solutions that leverage third-party distribution partnerships.

1. Partnership & Distribution Network Management

• Establish and manage relationships with national and regional distributors, building strategic growth plans with each where appropriate.
• Build a third-party network that supports rapid scaling within the U.S. hospitality industry, specifically targeting high-impact hotel, restaurant, and bars.
• Negotiate and execute partnership agreements, ensuring compliance with regulatory requirements across the three-tier distribution landscape.

1. Sales Enablement & Revenue Growth

• In conjunction with Marketing, develop sales enablement resources and partner training materials as needed to support revenue growth within the channel.
• Set ambitious sales targets and work closely with internal sales and marketing teams to optimize account penetration and market share growth.
• Leverage data analytics to assess distributor performance and drive continuous improvement in on-premises customer acquisition.

1. Market & Competitive Analysis

• Monitor industry trends, regulatory changes, and competitor activities to keep our team informed and ahead of the curve.
• Provide regular market and competitive insights to guide strategic decision-making, adapting our approach as needed to maintain competitive advantage.

1. Leadership & Development

• Provide strategic guidance to Inside Sales team in relation to Business Development, helping to mentor and develop a high-performing team that consistently meets and exceeds goals.
• Foster a culture of innovation, accountability, and continuous improvement within the B2B team.

Requirements :

• Experience : Over 8 years of experience in sales to the on-premises segments (restaurants, hotels, etc.), within the Wines & Spirits industry. At least 6 years of experience working with wines and spirits distributors or importers.
• Industry Knowledge : Deep understanding of the three-tier distribution system, with established relationships within the distributor network.
• Skills : Exceptional negotiation, strategic planning, and partner management skills; ability to navigate complex distribution landscapes and regulatory environments.
• Leadership : Strong team building and leadership skills, with experience scaling operations and managing cross-functional teams.
• Analytical Mindset : Proficiency in data analytics, with the ability to leverage insights to drive business decisions and optimize revenue.
• Education : Bachelor’s degree required; MBA or advanced degree in a related field preferred. WSET qualifications a definite plus.
• Language : Fluent in English
• Right to Work : US

Characteristics Required:

• Demonstrate high ethical standards, with a strong moral compass to do the right thing and demonstrate the Coravin values.
• Entrepreneurial at heart, with innovative thinking and the ability work in a fast-paced environment and deal with ambiguity.
• Show appreciation and respect for the different ideas, perspectives, qualities, skills, experiences, and diversity our people bring – be that our team, partners and customers.
• Strong communication skills – the ability to articulate yourself clearly, dynamically, and effectively both in person/virtually in writing and verbally.

Equal Opportunity Employer

Coravin is committed to creating a diverse environment and is proud to be an equal opportunity employer. Coravin is devoted to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Coravin are based on business needs, job requirements and individual qualifications, without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, medical condition, ancestry, age, veteran status or any other status protected under federal, state or local law. Coravin will not tolerate discrimination or harassment based on any of the previously stated characteristics. Coravin is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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