Commercial Lead

Department: Commercial
Reports To: CFO & CCO
Location: Frankfort, KY / Hybrid
Employment Type: Full-Time, Exempt

Position Summary

The Commercial Lead is responsible for supporting growth across Castle & Key’s secondary and developing markets where the company has limited market presence.

While the existing Sales team focuses its time and resources on Castle & Key’s highest-priority and most profitable target markets, this role will provide dedicated attention to the markets that have historically received less commercial focus. The position combines market development, distributor relationship management, commercial operations, order management, pricing, and data analysis to identify opportunities and improve execution.

This person will serve as a key day-to-day resource for distributor partners, working primarily through phone, email, and virtual communication. Success will require the ability to build strong relationships remotely, understand distributor needs, solve problems quickly, and turn data into actionable opportunities.

The ideal candidate is analytical and commercially minded, highly organized, proactive, and comfortable operating independently. They should enjoy digging into the numbers while also being comfortable picking up the phone and developing a relationship with a distributor.

Key Responsibilities

Market Development & Growth

• Support the growth of Castle & Key brands in secondary and developing markets.

• Develop a strong understanding of assigned markets, distributors, customers, inventory, pricing, and sales performance.

• Identify opportunities to increase distribution, placements, velocity, and overall market activity.

• Analyze market and distributor performance to identify gaps, trends, and opportunities.

• Develop action plans to address underperforming markets and capitalize on areas of potential growth.

• Monitor progress and provide regular updates on market performance and opportunities.

• Work with distributor partners to increase awareness, distribution, and movement of Castle & Key products.

• Conduct annual business plan meetings (virtually) and own the plan for assigned markets

• Develop the programming and pricing calendar with each assigned distributor

Distributor Relationship Management

• Serve as the primary day-to-day commercial contact for assigned distributor partners.

• Build and maintain strong, professional relationships through phone, email, and virtual communication.

• Establish credibility and trust with distributor partners by being responsive, knowledgeable, and solution-oriented.

• Maintain regular communication regarding orders, inventory, pricing, promotions, market conditions, and opportunities.

• Understand distributor priorities and challenges and connect them with appropriate internal resources.

• Follow up consistently on open issues and commitments.

Commercial Operations

• Manage and monitor distributor orders from placement through fulfillment.

• Identify and resolve order discrepancies, inventory issues, pricing questions, credits, allocations, and other commercial challenges.

• Monitor distributor pricing and identify inconsistencies or opportunities requiring attention.

• Maintain accurate records of distributor activity, open issues, orders, pricing, and market opportunities.

• Develop and maintain processes that improve communication, order execution, and distributor experience.

• Execute new item submissions and chain authorizations for all states

• Partner with marketing marketing to ensure key customers have updated digital shelf assets

• Partner with Finance, Operations, Logistics, and Sales to resolve issues and improve commercial execution.

• Ensure timely communication and follow-through on distributor requests.

Analytics & Reporting

• Analyze sales, depletion, inventory, order, pricing, distribution, and market data.

• Monitor performance by market, distributor, SKU, and brand.

• Identify trends and translate data into clear recommendations and actions.

• Develop recurring reports and dashboards that provide visibility into secondary-market performance.

• Identify markets or distributors where additional attention could produce incremental growth.

• Track key performance indicators and communicate results, challenges, and opportunities to commercial leadership.

• Use data to help prioritize resources and determine where additional commercial focus may be warranted.

Cross-Functional Collaboration

• Partner closely with other Sales team members  to communicate distributor feedback, market intelligence, and growth opportunities.

• Work with Finance on pricing, credits, invoicing, and commercial discrepancies.

• Collaborate with Operations and Logistics to address inventory and fulfillment issues.

• Provide leadership with insight into distributor relationships, market conditions, competitive activity, and emerging opportunities.

• Help create stronger alignment between distributor needs and internal Castle & Key teams.

Qualifications

• Bachelor’s degree in Business, Marketing, Finance, Supply Chain, Analytics, or related field preferred.

• 3 years of experience in commercial operations, sales operations, distributor management, customer service, business analysis, or related experience.

• Experience in beverage alcohol, consumer products, distribution, or a similar industry preferred.

• Strong analytical and problem-solving skills.

• Advanced Excel skills and comfort working with data, reports, and spreadsheets.

• Excellent written and verbal communication skills.

• Demonstrated ability to build strong relationships with customers or business partners remotely.

• Highly organized with excellent follow-through and attention to detail.

• Ability to manage multiple priorities and work independently.

• Comfortable making decisions, solving problems, and taking ownership without constant direction.

• Ability to communicate complex information clearly and turn analysis into practical action.

• Commercially curious with a genuine interest in understanding what drives market performance.