National Accounts Manager - On Premise (Central)

Job Description:

Work Location Dallas, TX

Position Purpose

Acting on own initiative, this position is responsible for the implementation and execution of strategic sales initiatives within assigned accounts. The National Account Manager is responsible for developing and maintaining long-lasting relationships with our top tier national account on-premise customers and wholesaler network to drive company focus. This position is accountable for leading the account planning and budgeting process with the goal of obtaining business plan and performance objectives.

Functional Responsibility

Essential Duties

• Manages direct sales calls on largest national on-premise account(s) to develop long-term working relationships with all levels of wine buyers and key national wholesalers to sell in programing and feature activity
• Builds strong, trust-based relationships with senior buyer contacts, beverage directors, and national account decision-makers through fact-based selling, compelling stories, and category leadership insights
• Identifies white space opportunities, assortment gaps, and innovation sell-in opportunities
• Directly responsible for managing and selling all brands within the Delicato Family Wines portfolio
• Collaborates with Consumer & Strategic Insights team to analyze retailer and market level Syndicated Data to communicate current trends
• Develops and implements strategies that help drive incremental placements and LTO support through use of trade marketing initiatives and Syndicated Data insights
• Proactively communicates with the distributor sales team to align on state level execution goals, tracking and communication. Tracks execution for all mandatory and optional placements and communicates gaps to the distributor sales team
• Uses Canopy to build and track annual program opportunities for account base
• Manages product inventory, develop forecasting and lead communication with Supply Chain
• Collaborates with the Trade Marketing Manager to develop and recommend incremental LTOs within assigned account list staying within annual budget
• Working cross functionally with Finance and Consumer & Strategic Insights teams, evaluate effectiveness of trade spend at accounts
• Submits required reports and expenses in a timely manner, meets all prescribed deadlines
• Responsible for managing activities in compliance with state and federal laws and regulations
• Attends account promotions and events when necessary
• Attends and participates in customer team and national sales meetings
• Remains aware of inventory levels to ensure product availability to support current programming
• Monitors competitive pricing and reports threats to upper management
• Increases level of wine knowledge through continuous education

*Other duties may be assigned

Non-Essential Duties

Minimum Requirements

Education and Experience

• Undergraduate degree (BA/BS) or equivalent education and/or experience
• 5-7 years in wine or adjacent industry or consumer packaged goods, experience with managing distributor/wholesaler relationships preferred
• 3-5 years of leadership or management experience preferred

Certificates and Licenses

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

Knowledge, Skills, and Abilities

• Communicates clearly and effectively across diverse audiences with minimal guidance, actively listens, adapts messaging to align with audience and business needs, and independently advocates for company sales strategies and strategic priorities to drive results
• Prioritizes and seeks opportunities for continuous personal development. Adopts new best practices from challenges and setbacks. Identifies and embraces learning opportunities for self and others
• Applies solid knowledge and independent problem-solving skills to develop relevant, effective solutions, utilizing a methodical approach, assessing risks, and adapting to ambiguity
• Consistently demonstrates self-awareness and empathy by reflecting on behavior and its impact, adapting to improve interactions and outcomes. Seeks feedback, understands others' perspectives, and leverages strengths for growth and conflict resolution
• Demonstrates openness, adaptability, and self-awareness in interactions. Balances independent thinking with team success, avoids passive or aggressive behavior, and respectfully challenges the status quo
• Thinks strategically with a broad perspective, considering context, system interactions, and alignment with company vision. Analyzes situations and adapts strategies to meet evolving objectives
• Acts as a change agent by modeling adaptability and supporting others through change. Coaches others, fosters a positive environment, and provides leaders with insight on change impact and progress
• Proficient in Microsoft Suite Applications and able to utilize syndicated data resources

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 from home
• Occasionally may be required to lift and carry cases of wine
• Required to talk & listen
• May need to determine color, taste and smell of wine using eyes, tongue, and nose
• May be exposed to weather-related temperature & humidity extremes
• Operates keyboard & mouse

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 an...

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