Position Summary:
As Head of National Accounts Off Premise you’ll be responsible for developing and executing the sales strategy for National Accounts, for Off-Premise channels across the US. This position will provide direction and leadership to the National Account Team through driving distribution, promotional plans and budget objectives that align with Mast-Jägermeister overall sales approach. This includes development of an annual forecast, budget, bottom up planning with key accounts and crafting quarterly and annual objectives.
The ideal candidate is creative, highly analytical, and a leader who is passionate about our brands and being a part of a dynamic and inclusive sales culture. The right candidate is focused on sales growth and understands the importance of details.
Travel: This role will be in market 60% of the time.
Principal Duties and Responsibilities:
- Team Leadership: Lead, mentor, and motivate a team of sales professionals to ensure they meet and exceed sales objectives.
- National Sales Strategy: Develop, implement, and lead a comprehensive national sales strategy, with a focus on achieving sales targets and market share growth.
- Key Account Management: Cultivate and maintain relationships with key national accounts, ensuring that our products are available, properly priced, and prominently displayed.
- New Business Development: Identify and secure new business opportunities, including national retail chains, grocery stores, and convenience stores, to expand our market presence.
- Market Analysis: Conduct market research, competitive analysis, and consumer behavior studies to stay informed about market trends and pricing strategies.
- Budget Management: Manage the national accounts sales budget, including trade promotions, pricing, and discounts, to optimize profitability and ROI.
- Brand Promotion: Collaborate with the marketing team to develop and execute promotional campaigns, events, and merchandising initiatives to enhance brand visibility and consumer demand.
- Sales Forecasting: Create accurate sales forecasts and demand planning in collaboration with the supply chain team to ensure product availability.
- Reporting and Analytics: Generate regular sales reports and analyze key performance indicators to inform management decisions and strategies.
- Compliance: Ensure compliance with all federal, state, and local regulations related to the sale and distribution of alcoholic beverages.
Experience:
Acquired Functional Skills
- Commercial experience, preferably in beverage alcohol / consumer product goods
- Strong knowledge of distributor management / broker management and operations
- Experience with key regional / national customer management
- Knowledge of, or comfort with, analytics, category management, financial metrics
Leadership Skills
- Engagement – dynamic individual with the ability to build trust quickly
- Influence – ability to guide key stakeholders who potentially have competing agendas
- Prioritization – effectively identifies and communicates high value opportunities
- Simplification – minimizes low value activities to maximize effectiveness and impact of their team
- Collaboration – experience managing projects or initiatives across multiple functions
- Orchestration – proven track record of coordinating a group of individuals around a shared ambition, and holding them accountable for performance
Requirements
- Bachelor’s Degree is required, MBA a plus
- 5+ years of National Account experience sales, in the spirits and/or beverage, consumer industry is a plus
- Have established business connections and relationships within the Grocery, C-Store, Drug, Mass and Club channels
- Ability to effectively utilize business information reporting tools, especially Nielsen, VIP and Consumer Insights data
- Knowledge of the federal, state and local laws and regulations. Knowledge of Distilled Spirits Counsel of the U.S. (“DISCUS”), National Alcohol Beverage Control Association (“NABCA”) and beverage alcohol laws and regulations
- Excellent computer skills across Microsoft Office and internal data systems
Benefits
- Highly competitive compensation packages
- Comprehensive medical, dental, and vision insurance
- Matching 401(k) plan
- Yearly wellness stipend (gym membership or fitness classes)
- Generous holiday and vacation policy
