Key Account Manager

Job Description:

Looking for a rewarding career? Johnson Brothers is a leading family-owned distributor of wine, spirits, and beer, delivering exceptional service since 1953. We proudly represent the world's top beverage brands and are committed to excellence, innovation, and growth. Johnson Brothers offers exciting opportunities in a variety of areas. Join our passionate team and help shape the future of the beverage industry

The ideal candidate for this position will be responsible for building category partnerships with key retail buyers by acting as an objective consultant. This role leverages financial analysis, strategic product rationalization, and space planning software to drive category and customer growth. The candidate will demonstrate a proven track record of developing business opportunities, maintaining senior-level account relationships, and creating, presenting, and selling value-added beverage programs and initiatives.
 

Management responsibilities include account planning and developing specific action plans to leverage company capabilities such as mixology, category management, data analytics tools, graphics/POS, compliance tracking, and reporting. This role is also accountable for driving profitability, identifying current and future growth opportunities, increasing share of sales, supporting distribution decisions, and analyzing purchasing patterns.

Job Responsibilities

• Serve as the primary point of contact for assigned key chain customer(s), with responsibility for growing overall business performance.
• Develop fact-based analyses to understand market and category dynamics using syndicated and customer data.
• Create category strategies to drive customer growth across Wine, Spirits, and Beer.
• Partner with Supplier and Account Executives to conduct store-level analysis of business performance and develop competitive strategies related to pricing, promotions, displays, and shelf positioning.
• Utilize demographic and market data to identify growth opportunities beyond the customer's current product mix.
• Collaborate across divisions to leverage supplier best practices and investments to develop shopper solutions that drive traffic and conversion.
• Optimize assortment, shelf placement, and promotional strategies to increase category share and growth.
• Collect and maintain monthly pricing data to identify bridge-buying opportunities.
• Drive store-level execution consistency through floor and shelf schematics.
• Call directly on chain buyers, selling the full portfolio in an objective manner and identifying new distribution opportunities aligned with store demographics and clusters.
• Assist buyers in defining subcategory roles and developing strategies to achieve business goals.
• Use demographic and syndicated market data to cluster stores and uncover opportunities outside the retailer's current assortment.
• Deliver comprehensive category presentations, including sales tolerances, adjacencies, price flow, and planograms to support execution.
• Educate internal and external sales teams to maximize retail opportunities.
• Work closely with sales leadership to identify and capitalize on market opportunities.
• Identify product opportunities within assigned categories and present recommendations to suppliers.
• Develop and maintain scorecards to evaluate chain performance and communicate results to executive leadership.

Qualifications

Education and Experience

• Bachelor's degree from a four-year college or university preferred.
• Four or more years of related experience, preferably in a management role with an alcoholic beverage wholesaler or supplier.
• Equivalent combinations of education and experience will be considered.

Language, Mathematical, and Reasoning Skills

• Ability to read and interpret business and technical documents, including industry publications and governmental regulations.
• Ability to write reports and correspondence and present information effectively to managers, clients, and customers.
• Strong mathematical skills, including the ability to calculate discounts, commissions, percentages, and proportions, and apply basic algebra and geometry concepts.
• Ability to apply common-sense reasoning to follow written, oral, or diagram-based instructions and manage situations with limited standardization.

Computer Skills

• Proficiency with Microsoft Office Suite (Outlook, Word, Excel, PowerPoint).
• Advanced Excel skills, including pivot tables, VLOOKUP/XLOOKUP, and data analysis.
• Experience with graphics software (e.g., Corel, Adobe Creative Suite) preferred.
• Familiarity with order processing and planning systems such as ProSpace, Logility, MicroStrategy, or similar platforms, or demonstrated aptitude to learn.
• Experience using analytical software, CRM systems, database tools, and project management software.

The expected pay range for this role is $59,884 - $101,505. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon several factors, including but not limited to the candidate's qualifications, education, experience, internal equity, union status (where applicable) and alignment with market data. Johnson Brothers offers eligible team members and their dependents comprehensive health benefits and programs, which include medical, dental, vision, life insurance, health savings and flexible spending accounts. Other benefits for eligible team members include 401(k) with an employer match, short term disability coverage, company-paid long term disability insurance, generous paid time off (PTO) plans and paid parental leave.

Johnson Brothers is an equal opportunity employer, committed to fair treatment and hiring based on qualifications. We prohibit discrimination based on race, color, religion, gender identity, sexual orientation, age, disability, military status, or any other protected status under applicable laws.

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