National Account Director

WHO IS INFINIUM SPIRITS?

Founded in 2005, we are a family-owned spirits company. At Infinium Spirits, we specialize in sales, marketing, and logistics for a diverse and distinctive portfolio of award-winning spirits brands such as Templeton Rye, Zaya Rum, Seagram’s Vodka, and Corralejo Tequila, to name a few. In addition to our core powerhouse brands and portfolio, we are continually launching successful innovations and expanding our product portfolio. We are known for igniting brands and accelerating brand performance in North American and International markets.

COME WORK WITH US

Join a dynamic and rapidly growing spirits company with a global presence. Our portfolio boasts an extensive range of premium spirits, including renowned brands that resonate with consumers worldwide. We empower our team members to make an impact and get an opportunity to work alongside some truly astounding colleagues. We have fun and love what we do

Diversity. Equity. Inclusion. They’re more than just words for us. We are committed to creating an inclusive and fair workplace that promotes and values diversity. At Infinium, we believe that when people feel a sense of belonging, they are more creative, innovative, and successful. While we know we have more work to do to advance diversity, equity, and inclusion, we’re investing to move our company and industry forward. In recruiting for our team, we welcome the unique contributions you can bring in terms of your education, opinions, culture, ethnicity, race, sex, gender identity and expression, national origin, age, languages spoken, veteran’s status, color, religion, disability, sexual orientation, and beliefs.

ABOUT THE JOB

We are seeking a Director of National Accounts who will be responsible for managing Infinium Spirits retail sales business in targeted key accounts in both the on-premise the off-premise sales channels with a primary focus initially in the off-premise. This includes developing customized channel strategies and key marketing programs to secure account commitment and achieve brand, volume, and KPI objectives.

This role will establish strong direct relationships with account decision-makers and distributor teams to maximize Infinium’s business and brand presence to ensure flawless execution of chain programs across major retail partners nationwide. This role will be based out of Houston, Texas and will be reporting to the Senior Vice President of Commercial.

DAY TO DAY

Establishes all activity in assigned National Accounts, including volume planning, spending initiatives, and KPI objectives.

Develops customized off-premise channel strategies and programs, as required, to advance commercial objectives. Securing account commitment to commercial goals and initiatives.

Develops strong direct relationships with the Account Buyer/Category Manager to enhance Infinium’s portfolio of brands effectively.

Effectively communicates all National Account programs to the Sales and Marketing teams and Distributor management to ensure exceptional execution of approved programs.

Monitors all market performance and program results through Nielsen tracking, in-market surveys, and Distributor reporting to ensure volume targets and sell-through objectives (display, distribution, shelf facings, etc.) in the assigned accounts are achieved. Track and report market conditions and competitive activity to Infinium senior management.

Manages budgets and all lines of a National Accounts P&L to ensure that spending, sales, and profitability stay within assigned budgets. Conducts ROI analysis on all major programs executed within assigned accounts. Makes appropriate recommendations based on ROI analysis.

Reports on market results, as well as changing market activity on a routine basis. Provides recommendations on market actions needed to ensure commercial objectives plan for achievement in the National Account channel.

• Works closely with Infinium Spirits revenue management on Pricing to maintain pricing standards, minimize depletion allowances and protect brand equity
• Ensures that all merchandising standards and brand positioning elements conform to the Infinium brand guidelines and strategies.
• Meets with Distributor management to secure commitments to Infinium Spirits goals and initiatives.
• Uses category management expertise to maximize portfolio distribution, shelf presence, feature ad support, and display impact in all assigned accounts.
• Ensure chain & key account plans are properly managed across designated flags/franchise groups adhering to planning timelines and milestones.
• Responsible for the development of professional sales presentations and actively work with the distributor National Accounts team on ways to continuously improve content and delivery to become a preferred vendor.
• Work with the Infinium Spirits sales and marketing leadership to select, operate, and guide Infinium Spirits' participation in selecting retailer and industry events including chain, and distributor meetings, annual conferences, and planning timelines.
• Presents to chain account HQ in all markets to secure programs, planners, and distribution (new and expansion).
• Develops detailed customer plans that deliver annual distribution growth and volume goals, setting a path for continued growth in each account.
• Collaborates with Brand Managers to create specific programs for chains and ensure alignment with established brand strategies.

*This is not intended to be a comprehensive list of the duties and responsibilities of the position and that the duties and responsibilities may change without notice.

AM I THE RIGHT FIT?

Not everyone can be a Director of National Accounts. To be seriously considered for the role here is what you’ll bring:

Education/Licenses/Certifications:

• Bachelor’s degree in Business Administration, Marketing, or related field; MBA preferred.
• Certified Spirits Specialist (CSS) or WSET in Spirits preferred.
• Proficiency in Microsoft Excel, Outlook, Word and Power Point.
• Proficient with Nielsen/IRI, with the ability to get the data and create action plans based off the information.

Experience:

Minimum of to 15 years of progressive sales experience in the beverage alcohol industry, with a minimum of 5 years of experience managing national chain accounts.

• Must be familiar with the market overall and have established working relationships with key retail chain buyers and distributor representatives.
• Strong understanding of how chain accounts operate and how to build brands through distributors; established chain account contacts and relationships with key buyers are considered an advantage.
• Consumer beverage sales and chain management experience, including developing relationships, creating chain programs, launching new products, growing new and existing businesses, and managing business profitability.

Strong background in Category Management and the utilization of syndicated data.

Strong experience calling on off-premise accounts spirits/wine accounts, with an emphasis on Retail National Accounts/Chain stores.

Understanding of the respective state compliance and liquor laws.

Skills/Traits:

• Winning attitude, glass half-full perspective
• Strong understanding of chains and sales best practices.
• Demonstrated ability to lead and inspire cross-functional teams in a fast-paced, dynamic environment.
• Exceptional communication, negotiation, and relationship-building skills. Ability to interface at various levels of management at both the wholesalers and retailers. Ability to speak in front of large groups.
• Analytical mindset with the ability to interpret data and draw actionable insights to drive business results. Ability to use data to support ideas and concepts.
• Strategic thinker with a results-oriented approach and a passion for driving growth and innovation.
• Ability to travel domestically (up to 50% of the time), for meetings, market visits and presentations.
• Knowledge of and passion for the spirits industry.
• Exceptional skills in strategic thinking, relationship building, and negotiation.
• Excellent verbal, written, and listening communication skills.
• Advanced problem-solving & analytical skills are required to achieve channel business plans
• Strong personal drive; advanced influencing skills; advanced Distributor management capabilities; exceptional team-building capabilities.
• Expressing confidentiality in dealing directly with account buyers and distributor teams.
• Frequent travel is required for this role.

Physical Demands:

• Stand walking: working in retail or conducting field sales requires spending a significant amount of time on your feet; this could include standing for long periods or walking for extended periods throughout the day.
• Lifting and carrying: this role may involve lifting and carrying product samples, promotional materials, or demonstration equipment up to 50 lbs.
• Driving: a significant amount of time will be spent driving, so sitting for long periods, navigating through traffic, and handling the physical demands of operating a vehicle are required.
• Physical presentations: must be able to stand, gesture, and maintain a high level of energy and engagement throughout presentations to clients/potential customers.

If after reading through this long list you’re thinking – I’m not sure if I meet 100% of these requirements, should I still apply? YES – if you embody a growth mindset, see challenges as opportunities to develop, and find smarter (not harder) ways to get the real work that matters done, you sound like our kind of candidate. Regardless of where you come from, how you identify, or the path that led you here – we want to talk to you

Our cash compensation amount for this role is targeted at $156,800.00 to $183,900.00 per year for Houston, Texas. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.