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.
Account Management (45%)
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 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%)
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 head-off 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
Market Knowledge (15%)
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 in-store tastings as needed.
Finance (5%)
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
Reports to Vice President of National Accounts, Off-Premise
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
Seniority level
Associate
Employment type
Full-time
Job function
Sales and Strategy/Planning
Industries
Beverage Manufacturing
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