National Accounts Director / Key Accounts Director

WI - Based Beverage Company


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National Accounts Director / Key Accounts Director

National Sales or Key Accounts Director position is responsible for the development, implementation and management of all aspects of chain sales, category management and marketing initiatives for key national retail chain accounts in alcoholic and non alcoholic beverage sales. These responsibilities to include the development of the annual chain business plans with performance measures for sales, ad/feature display, distribution and schematics. Monitor performance on an ongoing frequency to include by month/trimester/annual reviews through in person meetings when available. Maintain positive working relationships and communications skills with senior level chain contacts, wholesalers, and the internal leadership team. Ability to use a fact-based, analytical selling approach in using all syndicated data to develop solutions for chain retailers. Manage budget process to ensure that they generate a ROI according to company expectations. Incumbents development and execute performance measures for all direct reports upon their employment.

 Responsibilities

  • Sell new and expanded distribution of XYZ Beverage brands to multi-unit, regional and franchise chain accounts. Including Large Format Grocery, Mass Merchandiser, and Convenience Store customers.
  • Develop, sell, and implement custom created promotional programs to listed OFF & ON Premise accounts.
  • Communicate sales results to XYZ Beverage leadership and distributor networks to ensure execution of retail plans and promotions.
  • Sell against National priorities and leverage national retail promotions in conjunction with customized regional programs to deliver sales and distribution plans in assigned account base.
  • Structure and build with XYZ Beverage leadership annual chain business plans by developing national and regional off-premise chain account programming where needed.
  • Act as the number one business contact and partner between XYZ Beverage and the National Account business base to ensure that we are recognized and continually front of mind.
  • Manage budget allocations, ROI, and other financial responsibilities. Execute against account plans and retail budget in order to maximize set sales goals.
  • Manage Travel and Expense as well as XYZ Beverage Tactical Funds budgets in order to maximize ROI.
  • Preparation and delivery of detailed and professional sales presentations for account business reviews and sales calls.
  • Uncover opportunities and grow volume in target account base.
  • Performs additional responsibilities and duties as assigned by management.

Minimum Qualifications

  • A Bachelor’s degree preferred or equivalent job experience.
  • A minimum of 5-8 years sales experience in the beverage alcohol industry with a minimum of three years’ experience selling to On & Off-Premise chain retailers.
  • A strong understanding of category management is required.
  • Proven track record in building good relationships with retail customers, internal associates and wholesalers.
  • Demonstrated ability to take the initiative to gather and use customer feedback to identify customer and market needs and challenges.
  • Excellent written and oral communication skills and must be able to communicate effectively across all levels of the organization.
  • Demonstrated ability to achieve performance goals with a minimum of direction.
  • Proven analytical skills and understanding of syndicated data and its applicability to beverage alcohol categories is required.
  • Computer literacy with the ability to learn and use various software including Microsoft Word, Excel and PowerPoint, and e-mail programs.
  • Demonstrated technical skills required for the preparation of professional and effective sales presentations.
  • Ability to lead and manage a team with set measures to monitor success and develop each direct report to build upon their skill set.
  • Ability to travel a minimum of 30+% of his/her working time, including up to 5 hrs. driving time.

 

Additional considerations unique to this position

  • Travel to different chain offices with in current distribution imprint will be required. Potentially up to 250 miles per day, 25,000-50,000 miles annually and overnight/air travel up to 10 overnights per month.
  • Hours will vary according to business need, and will include nights and weekends.
  • A valid driver’s license with an exemplary driving record free of any major violations in the last FIVE years is required.
  • The position is remote based
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