VP of Commercial Sales (CT)

About Pronghorn

Overview

At Pronghorn, we are building a movement. Rooted in culture, innovation, and equity, we exist to create real pathways to success across the Spirits industry and beyond.

Whether you're behind the scenes or at the forefront of the brand, working at Pronghorn means stepping into purpose. We believe in bold ideas, relentless execution, and creating space for people to show up fully as themselves — and win.

Pronghorn Partner Collaboration

At Pronghorn, we leverage powerful partnerships to build pathways. We proudly collaborate with some of the biggest and most respected names in the Spirits industry to connect bold talent with bold brands.

Whether you’re supporting internal growth or contributing to a partner initiative, you’ll gain real-world exposure, strategic access, and unmatched insight into an industry that’s being reshaped in real time. Every role has the potential to intersect with our partner network — driving visibility, impact, and results that go far beyond the job description.

Position Summary

Our client, an upscale rum brand based in New York City, is seeking an experienced and highly entrepreneurial Vice President of Commercial to lead the brand’s commercial strategy, sales execution, distributor management, field sales performance, and market expansion.

This is a critical leadership role responsible for building and scaling the brand’s commercial engine across key markets, with an immediate focus on driving distribution, velocity, account penetration, and brand visibility across on-premise, off-premise, national account, hospitality, retail, and e-commerce channels.

The ideal candidate is a spirits industry veteran with deep commercial experience, strong distributor relationships, and a proven track record of building premium or super-premium brands in competitive markets. This person must be equally comfortable setting national commercial strategy, managing distributor performance, leading field teams, opening high-value accounts, analyzing sales data, and working directly in-market to create momentum.

This is a hands-on, player-coach leadership role. The VP of Commercial will be expected to personally carry senior distributor, buyer, hospitality, and key account relationships while also building the systems, cadence, and team structure needed to scale the business.

Key Competencies & Responsibilities

Commercial Strategy & Leadership

• Own and execute the full commercial strategy for the brand across priority markets, channels, and customer segments.
• Develop market-level growth plans that drive distribution, velocity, case sales, account penetration, and long-term brand equity.
• Lead commercial planning across on-premise, off-premise, retail, hospitality, national/group accounts, e-commerce, and distributor channels.
• Translate brand objectives into clear sales strategies, market priorities, channel plans, and measurable commercial targets.
• Partner with executive leadership to align commercial strategy with brand positioning, marketing priorities, financial goals, and expansion plans.
• Establish the operating rhythm, accountability structure, and performance expectations for the commercial organization.

Distributor Management & Market Execution

• Own senior-level distributor relationships and serve as the primary commercial leader representing the brand to distributor partners.
• Lead distributor planning, business reviews, programming discussions, sales meetings, trainings, and performance management.
• Ensure distributor partners are focused, aligned, and accountable to agreed-upon distribution, velocity, and activation goals.
• Build strong relationships with distributor leadership, sales managers, key reps, and market teams.
• Monitor distributor performance by market, channel, and account type, using data to identify gaps and adjust strategy.
• Drive execution of distributor programming, incentives, education, account targeting, and market-level priorities.

Priority Market Growth

• Lead commercial expansion across key priority markets, with New York City serving as the brand’s flagship market.
• Build account presence across premium cocktail bars, restaurants, hotels, private clubs, nightlife venu