National Account Manager, Off-Premise Northeast
3 weeks ago
Position Summary:
This position is responsible for all sales in both regional & national chains in order to continue to grow our portfolio of prestigious Brands. Incumbent is expected to understand and embrace the Terlato family philosophy, passion, and company culture. Successful incumbent should reside in Northern Virginia, Maryland / Washington DC area.
Position Responsibilities:
National Accounts Manager will manage the entire chain business for wine & spirits in assigned chains.
Reports to Vice President of National Accounts, Off-Premise
Account Management (45%)
o\tPresents to chain account HQ in all markets to secure programs, planners and distribution (new and expansion)
o\tDevelop detailed customer plans that deliver annual distribution growth and volume goals, setting a path for continued growth in each account
o\tCollaborates with Brand Managers to create specific programs for chains and ensure alignment to established brand strategies
o\tWorks closely with Commercial VP of Pricing to maintain pricing standards, minimize depletion allowances and protect brand equity
o\tTeams up with RM’s to ensure flawless distributor execution of account programming and speed to shelf for new or expanded distribution
o\tPerformance management : Expert at analyzing and utilizing account-level data (e.g. Nielsen’s and VIP) in order to gain Terlato share and ensure brands are healthy and growing
Distributor Management (35%)
o\tWorks closely with all levels of distributor
o\tWorks in tandem with the Region Managers to ensure national strategies and programs are executed by the distributor
o\tDaily/Weekly communication with chain leads in all markets.
o\t Sets expectations of distributor performance, monitors results and manages distributor to succeed
o\tProblem Solving: uses strong market knowledge to head-off issues before they arise, and comes with solutions for issues that do arise.
o\tHelps RM keep an eye on inventory needs. Communicates demand to RM and distributor
o\tPrepares for, attends and provides key insights in QBRs
o\tManages the execution of the programming in the chains
o\tSet up, execute and recap surveys
o\tWorks with RM to write merchandiser incentives. Manages execution of merchandiser incentives
o\tMeets with Execution Team lead monthly to establish priorities and recap performance
o\tConducts Sales meetings with merchandising teams
Market Knowledge (15%)
o\tSurvey stores weekly
o\tKnowledge of competition (e.g. competitor programming, supplier alignments in all distributors in the market, new product launches, account activities)
o\tUses supplier visits for enhancing chain business (e.g. HQ calls, road shows, buyer/steward luncheons)
o\tConducts in-store tastings as needed.
Finance (5%)
o\tWorks closely with the Commercial VP of Pricing and RM to maintain pricing standards and minimize Depletion Allowances in the market
o\tEnsures shelf pricing is within Terlato brand standards
o\tConducts monthly Competitive Pricing Reports (CPR)
o\tWorks with RM on program spends
o\tResponsible for staying within prescribed budgets
Performance MeasuresALL\tExecution: Ability to establish priorities and meet or exceed sales goals.
•\tResults Oriented: Strong work ethic and drive for success.
•\tJudgment: Makes sound business decisions, in a timely, quality manner.
•\tCreativity: Inspires creative thought and “out of the box” ideas that grow the territory’s business.
•\tBudget Management and Resource Utilization: Conscientious and efficient budget management. Maximizes company profitability and resources in the most effective manner.
•\tLeadership: Effectiveness in inspiring TWI to perform at maximum capability.
•\tSales ability: Effectiveness in inspiring customers to purchase our products.
•\tTeamwork: Ability to work and communicate productively with colleagues and Sales Management.
•\tOrganization: adept at successfully managing many long-term and short-term projects at once
•\tVision: can see and execute against the long view for attaining brand growth
Professional Qualifications
•\t7-10 years of experience in adult beverage sales and Chain management
•\tExtensive sales and chain management experience including developing relationships, creating chain programs, launching new products, growing new and existing business and managing business profitability
•\tVast knowledge of Microsoft Office (PowerPoint, Excel, Access, Word)
•\tBachelor’s Degree required
•\tValid driver’s license
•\tProven track record in managing Chain organizations including motivating and driving sales results
•\tKnowledge of and passion for the wine industry a plus
Personal Skills and Qualities
•\tStrong business skills
•\tResults orientation
•\tExcellent oral and written communication
•\tStellar presentation skills
•\tAbility to sell concepts and ideas
•\tDemonstrated initiative and ability to self-direct projects
•\tAbility to forge strong relationships with buyers and key influencers in the Chain business
•\tAbility to identify and communicate relevant and compelling brand benefits and traits
•\tAdaptability, flexibility, creativity, and problem-solving skills
•\tConcise, articulate and engaging communications style
•\tSelf motivated with the ability to manage competing priorities on short deadline
Job category: Sales and Marketing
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