Director of National Chains, Off-Premise - East

JOB SUMMARY: The primary focus of the National Account Manager, Off-Premise will be calling directly on East Regionally and National Chain Retailers to further the winery’s business by implementing the company’s annual customer plan and performance objectives.  The role works closely with our wholesaler partners and with Field Sales Managers to maximize program execution efforts. Successful candidates will be high-energy, high-credibility personalities who love to close deals, love working in the wine industry and are proven, trusted relationship builders with existing connections within the retail channel.

ESSENTIAL DUTIES:

• Directly call on company defined National/Regional retail chain accounts to secure key placements and programs based on company goals and priorities.
• Build and maintain relationships with National/Regional chain buyers and all key decision makers in each account.
• Exhibit the highest level of professionalism while also achieving annual revenue and accounts sold goals.
• Work collaboratively with wholesaler account executives and sales execution teams, along with BWC sales managers, to ensure all chain programs are executed to the buyer’s expectations.
• Understand BWC new item initiatives and how to prioritize for each customer based on their individual go to market strategy
• Maximize BWC stellar reputation for category-leading wines to drive distribution of portfolio
• Plan, forecast, and sell programming (planners, ads, trade marketing partnership promotions, etc.) and new item placements of BWC Priority Brands which support BWC's desire to grow total wine category, +$8 price segment, and share of the overall retail chain's wine business.
• Execute BWC pricing strategy with knowledge of individual chain requirements and nuances. Includes managing Post Offs, Multi-Lane pricing, Warehouse Pricing, QD's, Split Case charges etc. Need to work closely with BWC Field Sales Team to manage properly
• Expand our innovation, multi-price point wines, including RTD and Spirits
• Identify market trends and present custom-tailored programs to Regional / National Chain Buyers and Distributor Chain Account Managers.
• Conduct deep analytics and demonstrate competence with multiple data sources including Nielsen/IRI, POS data, Digital Marketing, etc.
• Conduct monthly program presentations against BWC priorities and chain specific opportunities; maximize BWC share of merchandising activity
• Create and sell high impact Trade Marketing programs
• Act as conduit to Field Sales to maximize program execution through all key phases: Planning-Communication-Execution-Evaluation
• Utilize sales tools (KARMA, VIP, Nielsen, etc.) to grow existing business, identify new opportunities, make placements and track key initiatives.
• Ensure 100% compliance with authorized assortments, planners and promotions developed by the various chain headquarters and recommend corrective action to the Regional and/or Division Manager.
• Work closely with Zone, Regional and/or General Managers on relevant shelf position trends, display and cold box presence, as well as BWC retail pricing standards.
• Work with other managers and regions to provide support as needed.
• Handle administration as required by each chain and BWC.

REQUIRED SKILLS/ABILITIES:

• Bachelor's Degree required with 5+ years’ experience representing a wine company, beverage alcohol brand and/or leading distributor within the channel. Top candidates will possess significant existing headquarter call relationships with East Regional/National off-premise chain buyers.
• Ability to forge new relationships with key chains
• Candidates must be highly detail-oriented with a working knowledge of BWC competitive set, market pricing and programming approaches with a track record of proven success across the territory.
• Proficiency in Microsoft Office is required with demonstrated abilities in the creation of presentations, promotions, sell sheets and targeted, detailed correspondence.
• Excellent written and oral communication skills.

• Excellent communication, organizational, and self-motivational skills
• High level of integrity, confidence
• Strong analytical thinking
• Wine and wine culture, varietals, appellations and food pairings are preferred.

• Ability to make sound decisions and work independently and effectively in assigned area
• Must possess valid driver’s license and proof of automobile insurance, and be able to successfully pass the company’s pre-employment background screening process

PHYSICAL REQUIREMENTS & WORK ENVIRONMENT:

• Regularly works in an office setting unless traveling.
• Travel up to 50% of the time across the territory.
• Regularly required to use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Employee frequently is required to walk and sit.
• Employee is occasionally required to stand and stoop, kneel, crouch, or crawl.
• Able to comfortably lift and move wine averaging 40 pounds per case.
• Exposed to moving mechanical parts and outside weather conditions
• Noise level in the work environment is usually moderate
• Must wear personal protective equipment in required areas (Side shield safety glasses, safety vest, head/ear protection, and proper footwear when in production facility and warehouse or while touring outdoor locations).