Established in 2013, Stoli Group is a leader in the production, management, and distribution
of a global portfolio of spirits and wines. Renowned for its flagship brand, Stoli® Vodka, the company appeals to luxury on-premise and off-premise global consumers. At the heart of Stoli Group's offerings lie iconic brands including elit™ Vodka, Kentucky Owl™, Cenote™ Tequila, Tulchan™ Gin™, and Se Busca™ Mezcal, Bayou® Rum, Archaval Ferrer and Arinzano Wines. Spanning over 176 markets worldwide, Stoli Group collaborates with a network of 200 distributors. Headquartered in Luxembourg, the company's production facilities in Argentina, Latvia, Spain, Mexico and the United States have a rich heritage dating back to the early part of the last century.
Reporting to the Sr. Director of National Accounts, the National Account Manager – East is responsible for driving profitable and sustainable growth in respective National Accounts (Kroger, Walmart, Publix, ABC, and Winn Dixie) by leading and developing KPI’s and volume growth through the accounts. Lead wholesaler networks at the EVP/ VP level and with state leads responsible for account list. Collaborates with Cluster lead team to drive programs and revenue in designated accounts.
DUTIES & RESPONSIBILITIES:
The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.
Responsible for developing annual sales strategy, planning (inc. pricing, focus market & KPIs) & execution for all assigned accounts
Responsible for National Account west revenue and volume goals
Responsible for executing and evaluating all National Account programs
Responsible for proactively analysing business/brand performance, reporting to VP/Director
Own relationship and lead Local Key Account/Customer Meetings
Own Wholesaler relationship and management at Sr. Level - VP Spirits/Wine/EVP/National customer account teams
Lead & prepare monthly and quarterly business views for each assigned account
Execute, measure, and evaluate National & Local programs/initiatives
Active participant in Brand Societies
Required Skills/Competencies:
Results driven: Grows share in assigned group of accounts through new distribution and activation of programming
Strategic Agility & Planning: Plans annual account objectives with, marketing, customer, and wholesaler teams
Financial Acumen: Executing financial strategies of the organization including pricing and account investment
Business Acumen: Knowledge expert with the assigned customers
Negotiation Skills – using storytelling complimented by price, to sell effectively and overcoming internal bias and customer objections
Problem solving: Quickly assess, triage, and solve complex issues
Insights & Data Skills: Syndicated, qualitative, other, and using it for storytelling
Company and Brand Championship – company first mentality
Presentation skills and commanding presence with groups: Expert in presentation skills and messaging of key stories
Command Skills
Communication
Informing: Keeps internal partners informed of critical information
Action oriented: Seizes opportunities more than others.
Customer focused: Owns relationship with key stakeholders in assigned accounts
Owns relationship with key stakeholders in assigned accounts
Key Performance Indicators for this role include:
Volume and Revenue growth
Distribution & Velocities increase of focus SKU’s
Planner and Ads achieved
Customer meeting frequency
QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
A minimum of 7 years of industry experience and/or sales experience in a consumer products industry. National Account management experience referred.
Bachelor's degree
Previous ownership of goal development at SKU level, with focus on growth drivers and increase they bring i.e. Planners and Ads
Mastered ability to build relationships and maintain effective working relationships with Distributors and Accounts and all internal stakeholders
Highly skilled negotiator (distributors and key accounts)
Demonstrated knowledge and experience in three-tier system.
Highly proficient with Microsoft Office suite to include Word, Excel, and demonstrated excellence in PowerPoint building skills used for presentations
Excellent written, oral and listening skills
Demonstrated ability to manage multiple projects, set priorities and complete assignments with accuracy and within established time frames
Ability to influence others’ actions without authority
Must have a valid state driver’s license
PHYSICAL REQUIREMENTS:
Requires frequent travel by air and auto to visit accounts and markets
Extensive computer usage for administrative work
Ability to lift to 40 pounds
WORK ENVIRONMENT:
Work location is performed in a typical national account environment or home office with frequent visits to headquarter office for meetings
Moderate demands for movement and lifting
Frequent travel to customer sites is required. Travel will be >50%.
SENIOR TITLE REQUIREMENTS: 3- 5 years of consistent high-level performance and mastery within current role.
Disclaimer: Stoli Group is an equal opportunity employer that values workforce diversity. By embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success. The duties and responsibilities described in the role profile might not be a comprehensive list.
Seniority level
Not Applicable
Employment type
Full-time
Job function
Business Development, Distribution, and Sales
Industries
Consumer Services
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