Director of National Accounts

2 months ago

Bend, United States Deschutes Brewery Full time
Job DescriptionJob Description

At Deschutes Brewery, we unapologetically make award-winning, damn tasty beer. We take our beer seriously, but not ourselves. We are determined to innovate, challenge the status quo, and be thought leaders at every turn. Our company culture bonds us together and creates conditions for success. It is lived daily as a behavioral expression of our collective set of core values: Love It or Dump It, One Team One Dream, Blow Our Customers' Minds, Time for Better Is Now, Celebrate, Crafted for Community and Own It If you are on our team, it means you are part of creating something extraordinary. You're part of Deschutes.

The Director of National Accounts is responsible for managing Deschutes Brewery's retail sales business in targeted key accounts in the off-premise sales channel. This position creates channel strategy and executes channel priorities and key marketing programs in key accounts to achieve annual business plan success. This position effectively oversees and leads the off-premise National Accounts team through driving distribution, promotional plans and budget objectives that align with Deschutes Brewery's overall sales strategy.

What You'll Be Doing:

  • Drive strategic sales initiatives and programs in targeted chains & key accounts to maximize Deschutes Brewery's annual sales and profit plan.
  • Establish go-to-market strategies that are aligned with priorities and annual business plan goals to deliver sales, distribution, and profit plans.
  • Ensure chain & key account plans are properly managed across designated flags/franchise groups.
  • Ensure effective communication across all stakeholders and build sales plans to address market opportunities.
  • Oversee the selection, management, direction and development of direct reports across the off-premise National Accounts team.
  • Develop and execute performance measures including planning and assigning work/responsibilities, developing goals/objectives, and managing overall performance of the off-premise National Accounts team.
  • Build and maintain strong relationships with Deschutes Brewery core chain & key account customers.
  • Assist in establishing best-In-class sales processes including a fact based, consultative selling approach and post-program recaps.
  • Oversee development of professional sales presentations and actively direct the National Accounts team on ways to continuously improve content and delivery to become a preferred vendor.
  • Develop, target and track all National Accounts team budgets. Lead rigorous and frequent evaluation across the team to ensure all resources including T&E and marketing funds are deployed to generate the highest ROI. Measure effectiveness of promotion, volume, and profit driving initiatives and suggest new approaches to overcome obstacles and improve impact on sales and financial results.
  • Build strong and effective relationships across entire network including retailers, wholesalers and Deschutes Brewery co-owners. Communicate effectively with open and productive dialogue with all stakeholders regarding strategy, results and requested support. Act as a subject matter expert and segment champion while educating and motivating to deliver superior execution.
  • Analyze current and potential retail call points by reviewing key metrics and uncovering opportunities to grow volume.
  • Prioritize and focus on strategic accounts that possess growth potential and significantly influence the brand preference of Deschutes Brewery's target consumer demographics.
  • Partner with Deschutes Senior Strategic Analyst to manage and disseminate all relative information from Deschutes syndicated data sources including VIP, Nielsen, IRI and any other third-party information. Provides market intelligence to continuously improve Deschutes' approach to its retail vision. Provides needed insights and intelligence as requested.
  • Work with sales and marketing leadership to select, operate and guide Deschutes Brewery's participation in selecting retailer and industry events including chain, distributor meetings, annual conferences, etc.
  • Must follow and adhere to all Deschutes Brewery company policies and procedures.
  • Performs other duties as assigned.

What You'll Need for this Position:

  • Bachelor's degree in business, marketing or related field.
  • A minimum of ten years of progressive sales experience in the beverage alcohol industry.
  • A minimum of five years' experience managing a national sales team.
  • A minimum of five years' experience selling to national chain accounts.
  • Have established business connections and relationships within the Grocery, C-Store, Drug, Mass and Club channels.
  • Demonstrated ability to develop and coach individuals resulting in higher levels of performance.
  • Excellent oral, written, and interpersonal communication skills.
  • Outstanding verbal, written, presentation and influencing skills.
  • Strong ability to multi-task, change priorities and achieve success with minimal amount of direction.
  • Ability to effectively utilize business information reporting tools, especially Nielsen, VIP and Consumer Insights data.
  • Computer literacy with the strong ability on applications including Microsoft Word, Power Point, Excel, and Outlook.
  • Must be at least 21 years of age and possess a valid driver's license.
  • This position must be located within a 1-hour drive of an international airport.

Studies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every one of the qualifications as described in a job description. We are most interested in finding the best candidate for the job, and that candidate may be one who comes from a less traditional background. We would encourage you to apply, even if you don't believe you meet every one of our qualifications described. If you are unsure whether you meet the qualifications of this position, or how this would be determined, please feel free to contact HR@deschutesbrewery.com to discuss your application.



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