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JOB TITLE: National Account Manager, East USA
DEPARTMENT: Sales
PRIMARY LOCATION: FL (remote)
DIVISION: National Accounts
TERRITORY: USA
REPORTS TO: SR. DIRECTOR NATIONAL ACCOUNTS
FULL TIME/PART TIME: Full Time
DIRECT REPORTS: No
SUMMARY:
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.
