National Account Manager

Type: Full-Time, Exempt

Rate: From $90,000 per Year plus Bonus Potential

The National Account Manager for a top 10 craft brewer will be responsible for driving volume and profit share, in national and regional chains by utilizing strategic planning, selling, and follow through. Focusing on establishing strong relationships with corporate purchasers, the National Account Manager will manage the development and growth of the company’s distribution across chain footprints. 

This position will collaborate with Sales and Marketing Departments and personnel to develop plans that inspire and engage craft beer drinkers to become loyal customers of our craft beer portfolio.

Job Responsibilities/Main Functions/Main Tasks:

• Gain additional distribution into assigned chains
• Development of and selling chain plans that will exceed volume and profit goals
• Achieve growth of chain programming across multiple distributor geographies through effective communication, coordination, follow through and leadership
• Develop annual and trimester plans for accounts
• Broad time commitment with a non-traditional work schedule
• Help drive the retailer’s overall craft beer category and secure a disproportionate share of that growth for the company’s craft beer portfolio                                                                                                                                                      
• Establish measurements to ensure increased sales through price management, increased distribution, and programming frequency                                                                                                                         
• Conduct quarterly chain business reviews with VP of Sales                                                
• Work within assigned budgets to achieve results, while maximizing profitability

Core Competencies:

• Strategic Thinking: Creates and communicates a long-term vision, balances short and

long term goals, keeps work aligned with overall individual and team goals, understands the market, industry and competition and can predict change. Develop strategic plans and adjusts as necessary.

• Management for Results: Sets challenging and productive goals for self and team, keeps team

accountable for actions, provides leadership and motivation, advocates for resources and

support, uses checkpoints and data to track progress, sets up systems and processes to

measure results

• Sales Skills: Develops new business, identifies and sells to customer needs and trends, translates

product features to benefits, has good listening skills, delivers effective presentations, negotiates well, strong closing capabilities, communicates well with all three tiers

• Product Knowledge: Knows and explains product benefits, understands and sells the full

product line, comprehends customer’s business operations and needs, proactively identifies and responds to the competition and market trends/opportunities, applies market knowledge.

Required Knowledge, Skills, and Abilities:

• Regional or national chain selling experience at corporate level, required
• Prior sales experience in beer or spirits and demonstrated success                     
• Bachelor’s degree preferred, in Business or related area
• Working knowledge of distributor operations, particularly in California
• Strong interpersonal and communication skills
• Highly effective analytical skills – basic finance/business skills
• Demonstrated success in identifying opportunities with business analysis
• Experience and competence working in various CRMs and platforms including but not limited to Microsoft, Google, VIP, IRI
• High energy team player with strong social skills and leadership
• Driver’s License free of any major moving violations within the last three years
• Must reside in California, close to a major airport

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to frequently sit, stand, walk, stoop, kneel, crouch, crawl and climb.
• Ability to frequently talk, hear, and smell.
• Ability to frequently lift at least 50 lb., and work standing for several hours
• Ability to work safely around chemicals, loud noises, hot environments, wet environments, and other potential hazards
• Ability to frequently reach with hands and arms. Use hands to finger, handle or feel objects, tools, or controls.