JOB STATEMENT: The Director of National Accounts, On-Premise is responsible for leading, creating and implementing sales strategy within a specific group of On-Premise National and Regional chain accounts to meet/exceed the company’s annual customer plan and performance objectives. The primary responsibility of this role is to develop and maintain strong relationships with National and Regional buyers while directly expanding placements across this vast channel. The role will work closely with our distributor partners and Bronco’s National Sales team by providing clear direction on company priorities and executing against customer specific initiatives.
Essential Duties:
- Directly call on company defined National/Regional on-premise chain accounts to secure key BTG and BTL placements
- Develop and maintain professional business relationships with targeted National/Regional Chains
- Develop customer annual plans to coincide with BWC brand priorities to achieve revenue and profit goals
- Work with the Managing Director of Sales to develop action plans for business opportunities using strategic market insights for this channel
- Work collaboratively with BWC Sales, Marketing, and Producers/Brand Ambassadors to ensure corporate objectives are being achieved
- Establish strategic plans to engage Managing Director of National Sales and other key stakeholders in top-to-top meetings with key National Account buyers and their leadership to grow long-term partnerships
- Work directly with distributor national account on-premise teams to communicate BWC company and brand plan strategies, develop strategic plans to grow placements and execute the plan. Ensure all distributor chain managers have a clear understanding of BWC brand standards and expectations
- Implement and execute sales performance measures and targets using the BWC brand priorities with key accounts
- Manage SKU priorities by varietal and price segments and review execution against these standards within each key account
- Manage program execution through all key phases: planning-communication-execution-evaluation
- Introduce and execute new product launches as directed
- Participate in trade events, distributor holiday shows, crew drives, blitzes and wine dinners
- Attend chain meetings at distributor to train and educate sales people
- Hold monthly business reviews with ZM/RM’s and major distributors to review key account performance against plan as well as assessing any immediate risks and opportunities
- Review performance against plan as well as assessing any immediate risks and opportunities
- Develop and present annual on-premise strategy and bottom-up budgets to Managing Director National Sales using baseline performance to support budgets
- Adequately plan POS and funds for approved chain programs
- Conduct post-promotional analysis in conjunction with Managing Director National Sales (as applicable)
- Recap of successes, opportunities and market intelligence should be sent at the end of each month to the Managing Director National Sales, ZM’s/RM’s and appropriate distributors
- Enhance the overall service model to ensure customer satisfaction, profitability and retention, and create new methods of accountability to support highest level of service and performance in the National Account on-premise channel
- Ensure that the BWC culture is consistently supported in all business and associate interactions, which includes both ethical and legal aspects, complying with federal and state laws and BWC company policies and procedures.
JOB REQUIREMENTS:
Education/Experience:
- Bachelor’s Degree or equivalent work experience
- 5 years of related wine industry experience required and 2 years of people management
- Strong, established relationships with key National Account on-premise buyers
- Ability to forge new relationships with key chains
- Active in Chain On-premise Management, leadership, track record
- VIP / Karma knowledge
- General Alcohol and Beverage experience
Knowledge of:
- Excellent communication, organizational, and self-motivational skills
- High level of integrity, confidence
- Strong analytical thinking
Ability to:
- Make sound decisions regarding sales and personnel
- Work independently and effectively in assigned area
- Travel via airplane
PHYSICAL REQUIREMENTS:
- Sit for an extensive period of time
- Perform tasks using standard computer equipment and software including excel, word, powerpoint and other essential tools
WORK ENVIRONMENT:
- Indoor climate
- Limited noise levels
PERSONAL PROTECTIVE EQUIPMENT REQUIRED:
Side shield safety glasses, safety vest, head/ear protection and proper footwear when in production facility
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