Director of B2B Sales

5 days ago

Boston, United States Coravin Full time

Director of B2B Sales - US


Type: Full Time, Remote with 25% travel

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

Headquarters: Bedford, MA (Greater Boston)


The Company


Coravin is the ultimate wine by-the-glass system. Our award-winning devices allow wine to be served ​or sold by-the-glass in any amount, so that the remaining wine can be enjoyed again anytime in the future.


Available in over 60 countries, Coravin products are used and trusted by wine professionals in top restaurants and wineries across the globe to power unique and successful wine by-the-glass programs, boosting profitability, eliminating wastage and facilitating new business opportunities. We are proud that wine lovers around the world rely on Coravin to enable them to enjoy wine at home on their own terms, pouring any wine by-the-glass without the pressure to finish the bottle.


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


Our Mission: To Revolutionize 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.


Our Values: PASSIONATE PEOPLE, PIONEERING WINE TECHNOLOGY. We’re BETTER TOGETHER. We STRIVE TO THRIVE. We’re RESILIENT & RESOURCEFUL.


The Role


As the Director of B2B, you will drive strategy and growth for our US B2B channel within On-Premise key segments e.g. hotels, restaurants and bars, and Wine Stores. This role is essential to scaling our market presence and optimizing our sales and distribution capabilities across the U.S. through direct sales by our B2B Inside Sales team (with whom you will work closely) and potential third-party partnerships. 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-premise 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.


2. 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.


3. 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-premise customer acquisition.


4. 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.


5. 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: 8+ years of experience in B2B sales, distribution management, or business development within the wine, beverage, or hospitality industry, with a proven track record of growth in HORECA channels.
  • 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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