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National Accounts Manager

3 months ago

Washington, United States TERLATO WINES Full time

National Accounts Manager will manage the entire chain business for wine & spirits in assigned chains.

POSITION RESPONSIBILITIES

**Account Management (45%)**
- Presents to chain account HQ in all markets to secure programs, planners and distribution (new and expansion)
- Develop 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 to established brand strategies
- Works closely with Commercial VP of Pricing to maintain pricing standards, minimize depletion allowances and protect brand equity
- Teams up with RM’s to ensure flawless distributor execution of account programming and speed to shelf for new or expanded distribution
- Performance 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%)**
- Works closely with all levels of distributor
- Works in tandem with the Region Managers to ensure national strategies and programs are executed by the distributor
- Daily/Weekly communication with chain leads in all markets.
- Sets expectations of distributor performance, monitors results and manages distributor to succeed
- Problem Solving: uses strong market knowledge to head-off issues before they arise, and comes with solutions for issues that do arise.
- Helps RM keep an eye on inventory needs. Communicates demand to RM and distributor
- Prepares for, attends and provides key insights in QBRs
- Manages the execution of the programming in the chains
- Set up, execute and recap surveys
- Works with RM to write merchandiser incentives. Manages execution of merchandiser incentives
- Meets with Execution Team lead monthly to establish priorities and recap performance
- Conducts Sales meetings with merchandising teams

**Market Knowledge (15%)**
- Survey stores weekly
- Knowledge of competition (e.g. competitor programming, supplier alignments in all distributors in the market, new product launches, account activities)
- Uses supplier visits for enhancing chain business (e.g. HQ calls, road shows, buyer/steward luncheons)
- Conducts in-store tastings as needed.

**Finance (5%)**
- Works closely with the Commercial VP of Pricing and RM to maintain pricing standards and minimize Depletion Allowances in the market
- Ensures shelf pricing is within Terlato brand standards
- Conducts monthly Competitive Pricing Reports (CPR)
- Works with RM on program spends
- Responsible for staying within prescribed budgets
- Reports to Vice President of National Accounts, Off-Premise

POSITION QUALIFICATIONS

**Professional Qualifications**
- 7-10 years of experience in adult beverage sales and Chain management
- Extensive sales and chain management experience including developing relationships, creating chain programs, launching new products, growing new and existing business and managing business profitability
- Vast knowledge of Microsoft Office (PowerPoint, Excel, Access, Word)
- Bachelor’s Degree required
- Valid driver’s license
- Proven track record in managing Chain organizations including motivating and driving sales results
- Knowledge of and passion for the wine industry a plus

**Personal Skills and Qualities**
- Strong business skills
- Results orientation
- Excellent oral and written communication
- Stellar presentation skills
- Ability to sell concepts and ideas
- Demonstrated initiative and ability to self-direct projects
- Ability to forge strong relationships with buyers and key influencers in the Chain business
- Ability to identify and communicate relevant and compelling brand benefits and traits
- Adaptability, flexibility, creativity, and problem-solving skills
- Concise, articulate and engaging communications style
- Self motivated with the ability to manage competing priorities on short deadline