National Sales Manager - Wine & Spirits

ABOUT THE JOB

We are seeking a National Sales Manager who will be responsible for managing end-to-end sales for targeted key accounts in both the on-premise the off-premise sales channels.  This includes developing customized channel strategies and key marketing programs to secure account commitment and achieve brand, volume, and KPI objectives.

This role will establish strong direct relationships with account decision-makers and distributor teams to maximize business and brand presence to ensure the proper execution of chain programs across major retail partners nationwide.

This role can be based anywhere in the US.  Current team members are located in California, Colorado, New York, and South America.

DAY TO DAY

• Establishes all activity in assigned National Accounts, including volume planning, spending initiatives, and KPI objectives.
• Develops customized off-premise channel strategies and programs, as required, to advance commercial objectives. Securing account commitment to commercial goals and initiatives.
• Develops strong direct relationships with the Account Buyer/Category Managers.
• Monitors all market performance and program results through Nielsen tracking, in-market surveys, and Distributor reporting to ensure volume targets and sell-through objectives (display, distribution, shelf facings, etc.) in the assigned accounts are achieved.
• Manages budgets and all lines of a National Accounts P&L to ensure that spending, sales, and profitability stay within assigned budgets. Conducts ROI analysis on all major programs executed within assigned accounts. Makes appropriate recommendations based on ROI analysis.
• Reports on market results, as well as changing market activity on a routine basis. Provides recommendations on market actions needed to ensure commercial objectives plan for achievement in the National Account channel.
• Uses category management expertise to maximize portfolio distribution, shelf presence, feature ad support, and display impact in all assigned accounts.
• Ensure chain & key account plans are properly managed across designated flags/franchise groups adhering to planning timelines and milestones.
• Responsible for the development of professional sales presentations to continuously improve content and delivery to become a preferred vendor.
• Develops 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 with established brand strategies.

 Education/Licenses/Certifications:

• Bachelor’s degree in Business Administration, Marketing, or related field; MBA preferred.
• Certified Spirits Specialist (CSS) or WSET in Spirits preferred.
• Proficiency in Microsoft Excel, Outlook, Word and Power Point.
• Proficient with Nielsen/IRI, with the ability to get the data and create action plans based off the information.

  Experience:

• Minimum of 10-15 years of progressive sales experience in the wine or alcohol industry, with a minimum of 5 years of experience managing national chain accounts.
• Must be familiar with the market overall and have established working relationships with key retail chain buyers and distributor representatives.
• Strong understanding of how chain accounts operate and how to build brands through distributors; established chain account contacts and relationships with key buyers are considered an advantage.
• Consumer beverage sales and chain management experience, including developing relationships, creating chain programs, launching new products, growing new and existing businesses, and managing business profitability.
• Strong background in Category Management and the utilization of syndicated data.
• Strong experience calling on Wine accounts including Retail National Accounts/Chain stores.
• Understanding of the respective state compliance and liquor laws.

Skills/Traits:

• Proactive, enthusiastic, self-motivated and a good team member willing to go the extra mile to help others and provide excellent customer service.
• Strong understanding of chains and sales best practices.
• Exceptional communication, negotiation, and relationship-building skills.
• Ability to interface at various levels of management at both the wholesalers and retailers.
• Analytical mindset with the ability to interpret data and draw actionable insights to drive business results. Ability to use data to support ideas and concepts.
• Strategic thinker with a results-oriented approach and a passion for driving growth and innovation.
• Ability to travel domestically (up to 50% during peak weeks), for meetings, market visits and presentations.
• Knowledge of and passion for the Wine industry.
• Exceptional skills in strategic thinking, relationship building, and negotiation.
• Excellent verbal, written, and listening communication skills.
• Advanced problem-solving & analytical skills are required to achieve channel business plans
• Strong personal drive; advanced influencing skills; exceptional team-building capabilities.
• Frequent travel is required for this role.