National Accounts Manager, Off-Premise East

The incumbent must reside within 1 hour of a major airport. No relocation is offered. Four Roses Distillery is seeking qualified applicants for the newly created role of National Accounts Manager - East. The Manager, National Accounts Off premise East (NAM-E) will be responsible for growing, developing, and managing the sales and profitability growth of the Four Roses spirits portfolio within the National Accounts channel in Off premise and Military channels. Responsibilities will include developing solid relationships at all levels of national retailers, working closely with distributor chain contacts, and development of synergies across Four Roses' commercial Sales team. Broad market key account development and event support may also be required. This position conducts job duties in a manner that demonstrates a strong food safety culture which ensures the safety and quality of our products. Summary/Objective The NAM-E will play a key role in Four Roses' national accounts efforts with a focus on the Grocery, Liquor, and Club channels. This position will be responsible for developing and executing key sales growth opportunities and profitability targets outlined in the annual sales and marketing plan and annual budget within assigned national retailers. The NAM-E needs to be an effective leader playing an influential role within the broader sales organization by developing and implementing key strategic sales initiatives across multiple retailers and geographies and will be expected to develop collaborative internal relationships across departments at Four Roses. The NAM-E must be well organized and stay focused on the priorities set by the corporate office, yet creative enough to develop local market programs that take advantage of retailer and market opportunities. Essential Functions Time Allocations Major Responsibilities 90% The NAM is responsible for coordination and administration of various sales activities related to: Development and execution of Sales and Marketing Plan in assigned National retailers. Development of Annual Sales Plan for National Accounts in conjunction with Corporate Sales and Marketing plans. Develop specific customer plans and goals to deliver the total channel plan for National Accounts. Will include goals for depletion volume, distribution targets, share growth vs. key competitive benchmarks, profitability targets, and sales promotion plans. Manage shipments, depletions, and allocations (when necessary) along with commercial sales team to achieve assigned sales targets for specific accounts. Manage total brand portfolio presence and profitability (pricing & budget management) within specific account targets. Communicate and gain alignment on retailer specific plans with distributor management, and work closely with internal Sales team and distributor personnel in execution of plan by customer. Translate business strategy into clear and executable plans and focus resources accordingly within respective customers. Responsible for directing all programs driven through distributor management and relationships with guidance from the Sales Director, Senior Sales Manager, and Division Sales teams. Work in conjunction with internal Sales teams to schedule, conduct, and participate in distributor management meetings and business reviews to educate, inform, and direct sales activities in the National Account channel. Responsible for building sales presentations and reports to share both internally and with national accounts to align with and deliver targets by customer. Support the development, execution, and management of national account budgets, trade promotional expense, and T&E within annual budget targets. Work closely with the Marketing team to establish and implement successful customer / national account marketing programs, campaigns, and materials to profitably increase total portfolio sales volume, points of distribution, and share growth. Utilize and analyze internal and external data sources (Nielsen, NABCA, Power BI, VIP) to understand market intelligence, trends, and opportunities including competitive activity and overall brand performance. Partner with key customers to provide brand insights and direction to develop solutions that promote and build the total brand portfolio. Deliver effective business updates of National Accounts (monthly, quarterly reviews, annual plans) for Sales Director and Four Roses leadership team. Retailer and Distributor Relationship Management to achieve Sales targets in assigned National Accounts and develop goodwill with all key stakeholders. Development of key accounts and maintain relationships in markets by promoting sales activities. Regular communication with distributors and internal Sales personnel to ensure alignment with and performance against brand goals and market programming by customer. Consistent collaboration with distributors to ensure brand portfolio growth and increased market share and visibility in assigned accounts. Consists of team meetings, market work withs/training, monitoring and evaluation of trade spend, and management of distributor inventories. Collaborate with Division Sales teams and Supply chain management to ensure appropriate and efficient demand planning and fulfillment by retail customer. Responsible for ongoing management, negotiation, and course correction of retailer price points and monitoring of competitive promotional activity. Occasional market visits with key distributor personnel to survey accounts against brand standards. Managing key customer relationships in Off premise while identifying opportunities that drive more sales and profitability at account level. Will include CRM software usage to capture accurate data points. Support of local events and opportunities Represent Four Roses as needed at internally run events and those run by third party agencies. Minor Responsibilities 10% Customer Inquiries & Complaints Assists in resolution of brand inquiries and complaints at assigned accounts. Other Job Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. Qualifications Required Competencies Positive attitude, trustworthy, genuine character with excellent reputation Displays top notch organizational, interpersonal and communication skills Exceptional capacity for selling and ability to be influential with customers Maintains a professional image and demeanor at all times Results driven, energetic and confident personality Passion for the brands Effective Manager with proven ability to lead Solid Organizational and Analytical Skills Maintains utmost flexibility for change and situational issues Displays self-Initiative, motivated Technical Capacity; Engages in self-appraisal and continuous learning Highly organized; handle multiple tasks simultaneously Must be able to establish immediate rapport with all levels of the team. Excellent collaborator, builds teams and strengthens relationships Valid Drivers License Knowledgeable of ABC rules and regulations Excellent communication skills in building successful business and customer relationships Must be willing to travel throughout US as business conditions warrant. Required Education and Experience Must be at least 21 years of age Bachelor's degree in Sales or related field At least 5-7 years' experience in a sales role in Beverage Alcohol or other appropriate CPG industry At least 2 years' experience calling on chain HQ call points and/or working as a chain buyer. Computer and software proficiency including strong knowledge of MS Office (Outlook, Excel, Word, PowerPoint) Experience with CRM software. Other job related experience Preferred Education and Experience Advanced degrees or certifications are highly regarded 7 years' experience is preferable Job Related Information Supervisory Responsibility The NAM-E is not expected to have internal supervisory responsibility; however, the NAM-E may manage outside brokers, vendors and contractors. Work Environment While performing the duties of this job in the office, will work primarily in a climate-controlled environment with minimal safety/health hazard potential. Sedentary, sitting, walking, occasional lifting (overhead, waist level) from floor, bending, frequent near vision use for reading and computer use; frequent stressful conditions (cardiovascular). Could be exposed to infrequent fumes or airborne particles, moving mechanical parts and vibration as could be expected in any OSHA compliant operation and may be occasionally exposed to a variety of extreme conditions in the distillery/warehouse/bottling environment. May be exposed to external weather conditions during outside events. Travel Travel will be required to assigned retail accounts, distributors, and events within the entire US market. Travel is expected to be 60% - 70% of the time. The territory for this role will be generally states east of the Mississippi River. Travel could be required to other sites, cities, or countries to learn more about specific or general operations, equipment, or methods. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk and hear. This position is very active and requires standing, walking, bending, kneeling, stooping, crouching, crawling, and climbing stairs, as the job requires. The employee must work as team member in comparable work and actions. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Salary and Benefits Competitive annual salary with bonus potential Leased company vehicle Excellent Benefits package includes: Health Insurance with a subsidized deductible Dental Insurance Vision Insurance 401(k) retirement plan with employer discretionary and/or defined contribution Life insurance Paid Time Off including Vacation, PTO and Holidays Short Term Disability Long Term Disability

Created: 2025-03-10