Key Account Specialist, Small Format - Southeast

Founders Brewing Company

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Specifically, accountable for the sales volume, distribution, brand activity(s) and Key Account partnerships/results in the identified geography/set of accounts. Provides executional leadership for the sales team while locally leading and directing internal and external resources to execute sales objectives and activities; all aligned to with overall FBC goals- volume, effective POD(s), profit and overall “brand equity” all while optimizing budget(s)


Support Founders Brewing Company Core Values and Purpose.

Align with the Key Account “Six Pack” Mantra in all day-to-day business

Meet and develop a strong working partnership with assigned Key Accounts at all necessary levels and with all necessary departments; maintain a consistent market visitation schedule in order to do so.

Masterfully present sales information with a seamless blend of great command of material/analytics combined with a “Founders-centric” style

Work directly with and maintains constant communication with Wholesaler Partners in all assigned geographies to uncover incremental opportunities across multiple markets at local and Regional level(s). BE THE FACE on the Key Account Team at distributor level(s).

Gain distribution of new items, continue the sales of existing products while all selling solutions to support both any feature and/or promotional activity

Participate in pre-determined and appropriate store resets.

Assist in developing trimester call-coverage target lists (calendar) built from goals and objectives. Assist the KAM in creating volume projections and needed budgets/ROI.

Monitor beer inventory to maintain proper amounts based on sales trends, promotions, and seasonal changes. Also monitors quality in-trade.

Monitor and execute Pricing Surveys Quarterly (or as defined by KAM); collect and communicate back to internal team(s) as needed/planned.

Must be able to analyze and develop sales opportunity from VIP software, IRI, Nielsen or other company provided sales/CRM software. This usage is part of the weekly management routine and KA Principle and Belief(s) Deck.

Develops fact-based selling tools & best practices to use at retail and distributor levels in order to drive sales and engagement with call points.

Ensure FBC and all brands are merchandised at “the highest levels” using all tools available.

Communicate opportunities, issues and market intelligence with all appropriate internal and external stakeholders through written, verbal and electronic means.

Perform administrative tasks as they are assigned (expense reports, monthly work calendar, establish distribution targets, evaluate discount programs, conduct price surveys).

Effectively present the entire Founders Brewing portfolio while driving results of all company and team initiatives within assigned accounts.

Ensure all investments deliver a positive ROI – to be determined jointly with KAM.

Sell FBC portfolio in a “business consultant-manner” – our people and brands are tools for category growth for our retailers and wholesalers both

Maintain up-to-date and accurate records monthly- to include all T&E and Sales Support budgets + scorecards and other items within the management routine list.

Drive the business! Over-deliver against all volume and revenue/barrel goals (plans).

Maintain professional image and demeanor at all times. 


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Reliable car and be able to travel.                                           

Ability to work flexible schedule; ability to work some week-ends.

Minimum of 3-5 years’ key account experience with the majority of the experience in the beer industry.

Strong knowledge of craft beer industry and its retail consumers.

Knowledgeable of Founders Brewing Company brands and procedures.

Experience with sales data writing, reporting, and analysis.

Experience with National syndicated national account sales data and /CRM software.

A willingness to travel a minimum of 4 days a week in support of the requirements of the position (i.e. fostering partnerships, growing the business, etc.)

Education and/or Experience                                            

Bachelor's degree (B. A.) from four-year College or university; or one to two years related experience and/or training; or equivalent combination of education and experience.

Minimum of 3 years’ key account experience with the majority of the experience in the beer industry.

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