Director of National Accounts

3 weeks ago

North Little Rock, United States Southern Glazer's Wine & Spirits Full time
What You Need To Know

Open your future to incredible career potential. Work for an industry-leader who invests in their people. Southern Glazer’s Wine & Spirits is North America’s preeminent wine and spirits distributor, as well as a family-owned, privately held company with a 50+ year legacy of success. We were named by Newsweek as a Most Loved Workplace and are included on the Forbes lists for Largest Private Companies and Best Employers for Diversity.

As a full-time employee, you can choose from a full menu of our Top Shelf Benefits, including comprehensive medical and prescription drug coverage, dental and vision plans, tax-saving Flexible Spending Accounts, disability coverage, life insurance plans, and a 401(k) plan. We also offer tuition reimbursement, a wellness program, parental leave, vacation accrual, paid sick leave, and more.

At Southern Glazer’s, you’ll enjoy an environment where continuous learning and growth are supported and experience a culture where you are respected, and your voice is heard. If you’re looking to fill your glass with opportunity, come join our FAMILY.

Overview

SGWS is looking for a National Accounts Retail Sales Director with a proven record of success in driving sales revenue and share with a large retail customer using fact-based selling techniques and exemplary customer service skills. Reporting to the VP of Sales, the Director of National Accounts is responsible for engaging, developing and maintaining relationships with key decision-makers at their customer level including multiple buyers, operations and merchandising leadership, and in some instances, category teams. They must demonstrate deep expertise in retail sales while also having the ability to work cross-functionally with other departments within an organization.

Primary Responsibilities

  • Account Management: Develop and maintain strong relationships with key decision-makers at national retail accounts. Understand their business needs and objectives to effectively position our product portfolio.
  • Utilizing internal shipment and syndicated data be able to build and present business reviews, new item introduction, and persuasive sales stories.
  • Create annualized join business planning by understanding the gaps within a specific retailer and understanding the best sales strategies and tactics to close with top supplier partners.
  • Sales Strategy: Create and implement sales strategies to drive growth and maximize SGWS share across national retail customers. Analyze sales data and market trends to identify opportunities for distribution growth and promotional activation.
  • Product Knowledge: Maintain in-depth knowledge of our product portfolio and the beverage alcohol market. Educate customers on product features, benefits, and market trends to support their purchasing decisions.
  • Negotiation: Lead negotiations with national retail accounts to secure favorable terms and conditions for product placement, pricing, and promotions.
  • Performance Tracking: Monitor and analyze sales performance data to identify trends, opportunities, and areas for improvement. Prepare and present regular top-level business reviews to senior management as needed.
  • Collaboration: Work closely with internal teams, including category development, trade marketing, commercial operations, and finance, to ensure seamless execution of sales plans and customer requirements.
  • Market Intelligence: Stay informed about industry trends, competitor activities, and regulatory changes affecting the beverage alcohol market. Use this information to inform sales strategies and business decisions.
  • Process Implementation and Improvement: Understanding the retailer and SGWS sales processes and ensuring their implementation while looking for continuous improvement within these process and sales strategies. This includes responsibilities related to identifying new market opportunities, implementing new sales technologies, or developing innovative sales approaches.
  • Customer Service: Provide exceptional customer service by addressing inquiries, resolving issues, and ensuring customer satisfaction with our products and services in a timely manner.
  • Cross-Functional Collaboration:
  • Work closely with the SGWS supplier network to develop targeted promotional campaigns, brand activations, and sales collateral to support share growth.
  • Collaborate closely with the SGWS NASA team to build comprehensive consumer insight selling decks, that support JBP recommendations to drive share growth for the customer and SGWS.
  • Engage in horizontal leadership to drive the process of sharing best practices across our greater team.
  • Work effectively with our states across the SGWS footprint to communicate programming & pricing, develop execution standards and collectively troubleshoot execution opportunities.
  • Supplier Excellence: Develop customer business priorities, in coordination with our top tier suppliers, to drive specific business goals and share growth within your customer base.

Additional Primary Responsibilities

Minimum Qualifications

  • Experience: Minimum of 6 years of sales and account management experience within the CGP industry, with a focus on national retail accounts.
  • Education: Bachelor’s degree in Business Administration, Marketing, or a related field is preferred.
  • Skills: Strong negotiation, communication, and interpersonal skills. Ability to build and maintain effective relationships with customers and internal teams.
  • Knowledge: Comprehensive understanding of the beverage alcohol market, including industry trends, regulatory environment, and competitive landscape.
  • Analytical: Proficient in data analysis and performance tracking. Ability to interpret sales data and make informed business decisions.
  • Travel: Willingness to travel frequently to meet with national retail customers and attend industry events as required – up to 50% of the time
  • Technology: Proficient in Microsoft Office Suite and CRM software. Experience with sales and inventory management systems is a plus. AI and CoPilot understanding is also highly preferred.

Physical Demands

  • Physical demands include a considerable amount of time sitting and typing/keyboarding, using a computer (e.g., keyboard, mouse, and monitor), or adding machine
  • May require occasional lifting/lowering, pushing, carrying, or pulling up to 20lbs

EEO Statement

Southern Glazer's Wine and Spirits, an Affirmative Action/EEO employer, prohibits discrimination and harassment of any type and provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. SGWS complies with all federal, state and local laws concerning consideration of a qualified applicant's arrest and/or criminal conviction records. Southern Glazer's Wine and Spirits provides competitive compensation based on estimated performance level consistent with the past relevant experience, knowledge, skills, abilities and education of employees. Unless otherwise expressly stated, any pay ranges posted here are estimates from outside of Southern Glazer's Wine and Spirits and do not reflect Southern Glazer's pay bands or ranges.

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