Job Description: Position Summary:
This position is responsible for all sales in both regional & national chains in order to continue to grow our portfolio of prestigious Brands. Incumbent is expected to understand and embrace the Terlato family philosophy, passion, and company culture. Successful incumbent should reside in Northern Virginia, Maryland / Washington DC area.
Position Responsibilities:
National Accounts Manager will manage the entire chain business for wine & spirits in assigned chains.
Reports to Vice President of National Accounts, Off-Premise
Account Management (45%)
o Presents to chain account HQ in all markets to secure programs, planners and distribution (new and expansion)
o Develop detailed customer plans that deliver annual distribution growth and volume goals, setting a path for continued growth in each account
o Collaborates with Brand Managers to create specific programs for chains and ensure alignment to established brand strategies
o Works closely with Commercial VP of Pricing to maintain pricing standards, minimize depletion allowances and protect brand equity
o Teams up with RM's to ensure flawless distributor execution of account programming and speed to shelf for new or expanded distribution
o 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%)
o Works closely with all levels of distributor
o Works in tandem with the Region Managers to ensure national strategies and programs are executed by the distributor
o Daily/Weekly communication with chain leads in all markets.
o Sets expectations of distributor performance, monitors results and manages distributor to succeed
o Problem Solving: uses strong market knowledge to head-off issues before they arise, and comes with solutions for issues that do arise.
o Helps RM keep an eye on inventory needs. Communicates demand to RM and distributor
o Prepares for, attends and provides key insights in QBRs
o Manages the execution of the programming in the chains
o Set up, execute and recap surveys
o Works with RM to write merchandiser incentives. Manages execution of merchandiser incentives
o Meets with Execution Team lead monthly to establish priorities and recap performance
o Conducts Sales meetings with merchandising teams
Market Knowledge (15%)
o Survey stores weekly
o Knowledge of competition (e.g. competitor programming, supplier alignments in all distributors in the market, new product launches, account activities)
o Uses supplier visits for enhancing chain business (e.g. HQ calls, road shows, buyer/steward luncheons)
o Conducts in-store tastings as needed.
Finance (5%)
o Works closely with the Commercial VP of Pricing and RM to maintain pricing standards and minimize Depletion Allowances in the market
o Ensures shelf pricing is within Terlato brand standards
o Conducts monthly Competitive Pricing Reports (CPR)
o Works with RM on program spends
o Responsible for staying within prescribed budgets
Performance Measures
• Execution: Ability to establish priorities and meet or exceed sales goals.
• Results Oriented: Strong work ethic and drive for success.
• Judgment: Makes sound business decisions, in a timely, quality manner.
• Creativity: Inspires creative thought and "out of the box" ideas that grow the territory's business.
• Budget Management and Resource Utilization: Conscientious and efficient budget management. Maximizes company profitability and resources in the most effective manner.
• Leadership: Effectiveness in inspiring TWI to perform at maximum capability.
• Sales ability: Effectiveness in inspiring customers to purchase our products.
• Teamwork: Ability to work and communicate productively with colleagues and Sales Management.
• Organization: adept at successfully managing many long-term and short-term projects at once
• Vision: can see and execute against the long view for attaining brand growth
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 Create a Job Alert Receive an email alert when similar new jobs are posted. It's free, fast and easy.
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