National Accounts Manager - Washington, United States - TERLATO WINES

Description

• Presents to chain account HQ in all markets to secure programs, planners and distribution (new and expansion)
• Develop 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 to established brand strategies
• Works closely with Commercial VP of Pricing to maintain pricing standards, minimize depletion allowances and protect brand equity
• Teams up with RM's to ensure flawless distributor execution of account programming and speed to shelf for new or expanded distribution
• Performance management: Expert at analyzing and utilizing accountlevel data (e.g. Nielsen's and VIP) in order to gain Terlato share and ensure brands are healthy and growing

• Works closely with all levels of distributor
• Works in tandem with the Region Managers to ensure national strategies and programs are executed by the distributor
• Daily/Weekly communication with chain leads in all markets.
• Sets expectations of distributor performance, monitors results and manages distributor to succeed
• Problem Solving: uses strong market knowledge to headoff issues before they arise, and comes with solutions for issues that do arise.
• Helps RM keep an eye on inventory needs. Communicates demand to RM and distributor
• Prepares for, attends and provides key insights in QBRs
• Manages the execution of the programming in the chains
• Set up, execute and recap surveys
• Works with RM to write merchandiser incentives. Manages execution of merchandiser incentives
• Meets with Execution Team lead monthly to establish priorities and recap performance
• Conducts Sales meetings with merchandising teams

• Survey stores weekly
• Knowledge of competition (e.g. competitor programming, supplier alignments in all distributors in the market, new product launches, account activities)
• Uses supplier visits for enhancing chain business (e.g. HQ calls, road shows, buyer/steward luncheons)
• Conducts instore tastings as needed.

• Works closely with the Commercial VP of Pricing and RM to maintain pricing standards and minimize Depletion Allowances in the market
• Ensures shelf pricing is within Terlato brand standards
• Conducts monthly Competitive Pricing Reports (CPR)
• Works with RM on program spends
• Responsible for staying within prescribed budgets
• Reports to Vice President of National Accounts, Off-Premise

• 710 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

• Strong business skills
• Results orientation
• Excellent oral and written communication
• Stellar presentation skills
• Ability to sell concepts and ideas
• Demonstrated initiative and ability to selfdirect 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 problemsolving skills
• Concise, articulate and engaging communications style
• Self motivated with the ability to manage competing priorities on short deadline