National Account Manager (Off-Premise)

Website protisglobal Protis Global

Smart Talent Strategies for Consumer Brands

COMPANY OVERVIEW

Founded in 1972, our company is one of the largest wineries in the U.S., having recently been recognized as the 28th ranked winery in the US based on size. We’s high-quality, innovative and consumer-focused approach to winemaking continues to attract new fans across the U.S. with new products. We focus efforts in the Sweet and Flavored segment of the market, which represents approximately 20% of the US wine market and has benefitted from significant growth over the past few years. We have aggressively invested in capacity, insight, innovation and organizational capabilities to continue to fuel leadership performance. Key Accounts is an area of focus since the majority of consumer purchases for this segment are made in the major chains.

POSITION SUMMARY: The National Account Manager is responsible for activating and implementing product authorizations, advertising placements, and programming in existing and new chain retailers. This position coordinates national and local chain activities in multiple markets. It also acts as a liaison to all chain customers and distributor and winery sales personnel through the development of mutually beneficial chain account sales, marketing plans, market recaps, account analysis and initiatives.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES:

Selling, Sales Plan Execution:

  • Profitably expands distribution, gains chain activity, improves in-store execution and increases merchandising presence.
  • Develops compelling national account buyer presentations to support sales of programming and placement opportunities.
  • Creates and heightens awareness for our brands with new and existing retailers. This will include conducting sales meetings and presentations on a consistent basis to communicate sales and programming opportunities to achieve brand volume and program goals.
  • Collaboratively works with distributor national account teams to identify opportunities by brand and account to ensure distributor sales team efforts, account calls, and programs are aligned with focus initiatives.
  • Provides leadership in making decisions, developing programs and communicating with and motivating Winery sales organization to execute on set programs.
  • Consistently presents product and marketing chain strategies, discussing chain issues and giving chain status updates at retailer, distributor, and internal sales meetings.
  • Provides sales tools to the field in support of assigned chain accounts including any applicable communications necessary for the achievement of business plan: chain account pricing templates, program announcements and contact references.
  • Establishes and maintains excellent relationships with the chain account and distributor national account managers. Establishes call cadence based on volume of business with distributor partners, national account team and state level teams where business demands.

Planning, Analyzing, and Maintenance:

  • Evaluates chain performance through measuring and reporting results, evaluating and correcting performance, and administering policies and procedures.
  • Develops strategies in conjunction with National Accounts Director and Category Manager/Demand Planner to maximize brand and profit growth in all markets. This includes analysis of chain/retailer opportunities, assessment of appropriate placements and programming by chain, and development of goals, objectives, and strategies for growth.
  • Analyzes programming and spending effectiveness to maximize Winery profits by publishing monthly scorecards for distributors, customers and our company.
  • Offers feedback in development of design and marketing concepts for product displays.
  • Tracks sales for assigned chain accounts by unit, chain, dollars, and cases on a monthly, quarterly, and annual basis.
  • Responds to requests, investigates account questions/concerns, and removes barriers/hurdles that may impact our business with key accounts.
  • Maintains relationships with our distributor network, our sales force, and key account buyers to coincide with the strategic objectives and direction of the chains.
  • Ensures that brand standards are maintained in planning and execution of programming efforts.

Communication and Administration:

  • Reports market activities, accomplishments and opportunities followed with a plan of action to Management.
  • Completes programming and new item submissions for national retailers.
  • Maintains accurate records regarding distributor profiles, organizational structure and competitive brand alignments.
  • Communicates market programs and objectives with our management to ensure proper alignment with overall company goals.
  • Works with Category Manager/Demand Planner to utilize Nielsen to create effective selling tools.
  • Maintains and updates We Brand and Shelf Standards as needed.
  • Tracks all Add-Delete placements by Chains for both Spring and Fall resets annually.
  • Maintains key contact lists for both accounts and distributor partners – NAM/KAMs.
  • Follows up with accounts on execution of programs and expectations.
  • Additional duties, as assigned by Management.

QUALIFICATIONS/REQUIREMENTS:

  • Bachelor’s degree or the equivalent in related experience.
  • Ten years’ experience in the beverage business with demonstrated success in the development and management of national accounts or other chain accounts with particular focus in the MidWest, South and Southeast. Experience in Mass and Club would also be an asset.
  • Excellent communication and interpersonal skills, as well as organizational, self-motivational, and analytical skills.
  • Ability to complete analysis and convert data into insight in order to create persuasive selling tools and identify root cause of performance gaps.
  • Computer Skills: Proficiency with Microsoft Office Suite, emphasis upon advanced excel (data analysis) and presentation tools. Other technology used in this occupation will include customer sales systems, Nielsen data, and VIP software.
  • Ability to secure a state motor vehicle license, maintain a clean driving record and reliable transportation and meet the winery’s auto insurance requirements.
  • Ability to maintain a flexible travel schedule, with numerous overnight stays per year.
  • Due to the nature of our business, must be at least 21 years of age.

SUCCESS FACTORS/JOB COMPETENCIES:

  • Strong interest in wine and winemaking.
  • Intellectually curious with a desire to understand the “whys”
  • Ability to maintain a flexible travel schedule.
  • Seeks new knowledge and experiences to enhance value as our employee.
  • Accepts direction and constructive criticism from others.
  • Interacts well with customers and vendors, as well as fellow employees and winery managers.
  • Takes ownership of responsibilities, including meeting deadlines for reports & filings.
  • Demonstrates a willingness to communicate in a persuasive and constructive manner that leads to positive change.

Members of our Sales team also possess the ability to:

  • Effectively engage customers, vendors, and distributors to build strong relationships.
  • Actively seek out and apply knowledge of beverage industry to further our company brand.
  • Execute assigned tasks at a high level, with attention to detail and thoughtful prioritization of effort.
  • Make responsible business and financial decisions, operating within the context of sales plan and budget parameters.

In addition, all successful winery employees are able to:

  • Use your attitude and effort to contribute to a positive work environment.
  • Be thoughtfully engaged and do your best work. Every day.
  • Model the winery values: Respect People, Expect Quality, Think Differently, Get Stuff Done.

PERFORMANCE STANDARDS:

  • Annual performance review conducted by Management.
  • Annual goals to be determined collaboratively with Supervisors.

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