Director Strategic Accounts (Wine Jobs: Sales & Marketing)

Position Purpose

Acting on own initiative, the Director Strategic Accounts is responsible for leading and directing Off-Premise Chain Accounts in the assigned division.  This position is responsible for the creation, implementation, and execution of strategic sales initiatives.  The Director Strategic Accounts is accountable for leading the account planning and budgeting process for all chains within the division with a goal of exceeding business plan and performance objectives.

Functional Responsibility

• Understands, communicates, and shares Company vision throughout division/organization and provide cross-functional perspective, direction, and support
• Provides leadership and personal support; coaches, guides, nurtures and develops the right people
• Drives Company focus, manages culture, encourages strong work ethic, and fosters an environment of trust and respect
• Develops group and individual performance plans in alignment with Company goals and objectives; communicates clearly and defines individual and group objectives; maintains level of productivity in unit
• Trains employees to do their job; sets standards for work performance
• Monitors performance and provides feedback to direct reports through formal and informal performance feedback; regularly communicates with staff to achieve mutual understanding and desired results
• Recognizes and addresses performance strengths and limitations of subordinates
• Manages employee attendance to ensure compliance with Company standards; approve/monitor overtime
• Communicates and supports Company policies and decisions in a positive manner
• Develops staffing needs, selects new employees, makes recommendations in job evaluation and compensation, and recommends termination actions
• Conducts team meetings with department employees; includes monthly safety topic, ISO, DOE and other applicable training
• Handles employee issues, concerns, and complaints in an objective and confidential manner
• Provides employees with a safe, comfortable, and rewarding work environment
• Prepares and monitors department overhead budget

Essential Duties

• Leads, develops, and mentors a team of Strategic Account Managers; manages team’s sales performance
• Assists Strategic Account Managers in and oversees planning, forecasting, and budgeting process
• Manages sales calls on retail accounts to develop long-term working relationships with the Alcohol Beverage team and key distributors that influence planner and ad support
• Develops and implements strategies that help drive incremental programming and ad support through use of trade marketing initiatives and Nielsen insights
• Oversees assortment in retail accounts by managing new item process, distribution expansion, and underperforming items
• Works with Strategic Account Managers to develop and implement shelf recommendations including cold box placements, shelf location, and additional facings
• Proactively communicates business issues and opportunities to Division Sales Managers including  programming wins and losses as well as distribution gains and losses to assist regional sales teams in the forecasting process
• Works with Trade Marketing Manager/Director Trade Marketing to evaluate effectiveness of trade spend at retail accounts
• Collaborates with Category Manager in assigned area to ensure the team has analytical support to drive business
• Submits required reports and expenses in a timely manner, meets all prescribed deadlines

Non-Essential Duties

• Attends chain account promotions and events when necessary
• Attends and participates in divisional and national sales meetings
• Remains aware of inventory levels to ensure product availability to support current programming
• Monitors competitive pricing  and report threats to upper management
• Increases level of wine knowledge through continuous education

*Other duties may be assigned

Minimum Requirements

Education and Experience

• Bachelor’s degree with emphasis in Business Administration, Sales and Marketing, or related field required
• 7-10 years of wine supplier and/or distributor experience in selling wine, building brands, and conducting customer calls
• 5-7 years of experience managing direct reports and distributors

Knowledge, Skills, and Abilities

• Must possess excellent planning and organizational skills
• Intermediate to advanced skill set with MS Office Suite (Word, Excel, Outlook, and PowerPoint)
• Ability to navigate the Internet/Intranet and use Nielsen/BDN data for effective business development
• Must possess in-depth working knowledge of wine and the wine industry 
• Strategic thinker, strong communicator and negotiator
• Ability to work independently and build relationships
• Ability to manage, create, and track budgets 

Certificates and Licenses

• Valid driver’s license, auto insurance, and vehicle required with an acceptable driving record

Working Conditions

• Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed
• This is a remote position that requires working out of a home office

Work Standards

• Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
• Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner
• Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
• Follows all Company policies and procedures

Additional Comments

Management retains the discretion to add to or change the duties of the position at any time. #ZR