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National Account Manager, Off-Premise Northeast - Baltimore, United States - Napa Valley Wine Academy
Description
National Account Manager, Off-Premise NortheastPosition Summary:
This position is responsible for all sales in both regional & national chains in order to continue to grow our portfolio of prestigious Brands.
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 distributoro 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.
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
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