National Account Manager- Club/Mass/Drug

Full Time, onsite
Oliver Winery
United States, United States of America

Salary undisclosed

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The National Account Manager (Club/Mass/Drug) is responsible for activating and implementing product authorizations, circular advertising placements, and programming in Wal-Mart, Costco, Sams Club, Target, CVS, and other Club/Mass/Drug chain retailers. This position coordinates national chain activities across multiple markets across the US. The role also acts as a liaison between customers, distributors, and winery sales personnel through the development of mutually beneficial chain account sales, marketing plans, market recaps and account specific analysis and initiatives.

Selling, Sales Plan Execution:

Profitably expands distribution, gains chain activity, improves in-store execution and increases merchandising presence across key accounts listed above.
Develops, in conjunction with Category Insights Manager and VP of National Accounts, compelling key account buyer presentations to support sales of programming and placement opportunities.
Creates and implements strong brand awareness and PULL programming by working closely with the Trade Marketing Manager, Category Insights, VP of Sales, and key customers.
Collaboratively works with distributor key account teams to identify opportunities by brand and account to ensure distributor sales team efforts, account calls, and programs are aligned with focus initiatives.
Keep record of program execution, timelines, new pod placements, and report gaps to sales team in a timely manner.
Provides leadership in making decisions, developing programs and communicating with and motivating winery sales organization to execute on set programs.
Consistently presents brand, down to product level, along with marketing chain strategies, discussing chain issues and giving chain status updates at retailer, distributor, and internal sales meetings.
Provides sales tools to the field in support of assigned chain accounts including any applicable communications necessary for the achievement of business plan: chain account pricing templates, program announcements and contact references. For current chain programs, provides execution reports, new product placements vs commitments, and internal chain specific reporting to identify gaps.
Establishes and maintains excellent relationships with the chain account and distributor national account managers. Establishes call cadence based on volume of business with national account customers, distributor partners, national account team and state level teams where business demands.

Planning, Analyzing, and Maintenance:

Evaluates chain performance through depletion reporting, account specific scans, Nielsen reporting. Establishes key measures and report results to customers and Oliver. Uses tools to evaluate results and work towards correcting performance by administering policies and procedures that increase execution and pull. Measures and reports results, evaluating and correcting performance, and administering policies and procedures to streamline performance.
Develop strategies in conjunction with National Accounts VP and Category Insights Manager to maximize brand and profit growth in all markets. This includes analysis of chain/retailer opportunities, assessment of appropriate placements and programming by chain, and development of goals, objectives, and strategies for growth.
Analyzes programming and spending effectiveness to maximize Winery profits by publishing monthly scorecards for distributors, customers and Oliver Winery.
Offers feedback in development of design and marketing concepts for product displays.
Tracks sales for assigned chain accounts by unit, chain, dollars, and cases on a monthly, quarterly, and annual basis.
Responds to requests, investigates account questions/concerns, and removes barriers/hurdles that may impact Oliver’s business with key accounts.
Maintains relationships with our distributor network, Oliver sales force, and key account buyers to coincide with the strategic objectives and direction of the chains.
Ensures that brand standards are maintained in planning and execution of programming efforts.

Communication and Administration:

Reports market activities, accomplishments and opportunities followed with a plan of action to Management.
Maintains accurate records regarding distributor profiles, organizational structure and competitive brand alignments.
Maintain accurate timelines as it pertains to program presentations, new item timelines, reset timelines, and other major timelines set by accounts.
Communicates market programs and objectives with Oliver management to ensure proper alignment with overall company goals.
Works with Category Insights Manager to utilize Nielsen, account specific reporting, and other data to assist in program development and creation of effective selling tools. programs to create effective selling tools.
Maintains and updates Oliver Brand and Shelf Standards as needed.
Tracks all Add-Delete placements by C/M/D for both Spring and Fall resets annually.
Maintains key contact lists for both accounts and distributor partners - NAM/KAMs.
Follows up with accounts on execution of programs and expectations.
Additional duties, as assigned by Management.

QUALIFICATIONS/REQUIREMENTS:

Bachelor’s degree or the equivalent in related experience.
Ten years’ experience in the beverage or CPG business with demonstrated success in the development and management of key accounts, national accounts, or chain accounts.
Excellent communication and interpersonal skills, as well as organizational, self-motivational, and analytical skills.
Computer Skills: Proficiency with Microsoft Office Suite, emphasis upon data analysis and presentation tools. Other technology used in this occupation will include customer sales systems.
Ability to secure a state motor vehicle license, maintain a clean driving record and reliable transportation and meet the winery’s auto insurance requirements.
Ability to maintain a flexible travel schedule, with numerous overnight stays per year.
Due to the nature of our business, must be at least 21 years of age.

SUCCESS FACTORS/JOB COMPETENCIES:

Strong interest in wine and winemaking.
Ability to maintain a flexible travel schedule.
Seeks new knowledge and experiences to enhance value as Oliver Winery employee.
Accepts direction and constructive feedback from others.
Interacts well with customers and vendors, as well as fellow employees and winery managers.
Exhibits interest and appreciation for wine.
Takes ownership of responsibilities, including meeting deadlines for reports & filings.
Demonstrates a willingness to communicate in a persuasive and constructive manner that leads to positive change.
Impact and help winery’s culture in alignment with company’s culture and values.
Understand and impact key levers within one’s area to create/enhance Winery value.

Members of our Sales team also possess the ability to:

Effectively engage customers, vendors, and distributors to build strong relationships.
Actively seek out and apply knowledge of beverage industry to further the Oliver Winery brand.
Execute assigned tasks at a high level, with attention to detail and thoughtful prioritization of effort.
Make responsible business and financial decisions, operating within the context of sales plan and budget parameters.

In addition, all successful winery employees are able to:

Use your attitude and effort to contribute to a positive work environment.
Be thoughtfully engaged and do your best work. Every day.
Model the winery values: Respect People, Expect Quality, Think Differently, Get Stuff Done.

PHYSICAL DEMANDS/WORK ENVIRONMENT: This position requires the ability to stand, walk, lift and bend for up to 8 hours a day. It may also require the ability to lift and carry up to 40 pounds as well as the ability to sit and work at a computer for up to 8 hours a day.

PERFORMANCE STANDARDS:

Annual performance review conducted by Management.
Annual goals to be determined collaboratively with Supervisors.

Typical Schedule: Position is full-time with benefits. Schedule is primarily Monday-Friday. Travel, evening work and some occasional weekend work will be required.

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This document is confidential and contains proprietary information and intellectual property of Oliver Winery, Inc. Disclosure, copying, distribution or use of this document and the information contained therein is strictly prohibited.

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