Account Development Specialist

Time Type: Full time | Remote Type: On-site

About the role

The Account Development Specialist is the sales lead for their assigned portfolio within a targeted account base. They are focused on increasing share and velocity of their assigned commodity using tactics that help sell-in the right brands to customers and sell-out to consumers via planning and execution of brand activations. This role must maintain strong relationships with the key stakeholders/gatekeepers of the supplier accounts and be the expert consultant for the accounts. The Account Development Specialist will be active with in-market events and education.

Responsibilities

• Drive and deliver on revenue and market share of assigned portfolio in assigned account base, spending 80% of working time in market
• Serve as the expert and resource for the division or group in developing beverage and marketing strategies and plans for growth of assigned category or large supplier, in which they have advanced knowledge
• Research trends, category, and portfolio to ensure that the group or division and company meet supplier goals as established
• Present new products and beverage offerings and conduct monthly business reviews
• Plan high-end consumer activations within key accounts to elevate category awareness based on customer needs
• Drive real-time market insights to inform, apply, unlock, and accelerate growth
• Lead, organize, report, field intel, and insights for assigned territory and categories
• Collaborate with on-premise & retail sales teams, developing creative solutions to help drive business and growth in assigned categories across their assigned territory
• Develop and deliver training modules to the sales team, customer, and supplier regarding sales trends
• Establish merchandising objectives relative to brand priority for each account by understanding company priorities and defining POS needs to the supplier
• Focus on increasing share and velocity of assigned category
• Ownership of account plan and execution based on brand plans
• Obtain appropriate distribution of category throughout account base by presenting and selling based on the brands’ features and benefits, including beverage menu development
• Conduct staff educations and building of the category
• Maintain and build strong relationships with the key stakeholders/gatekeepers of the assigned accounts
• Participate in supplier and category-specific work-with sales calls
• Attend educational workshops, review professional publications, establish personal networks to build and maintain specialized industry and/or commodity knowledge
• Work to obtain all relevant advanced certifications for the brand(s)/product, becoming the market expert and resource in your assigned product or major supplier brand
• Maintain customer confidence and protect operations by keeping information confidential
• Maintain a safe and clean working environment by complying with procedures, rules, and regulations
• Drive specific market share based on work in either retail or on-premise accounts:
  • Retail ADS will focus on number of facings and their placement, cold box share, and additional displays to planogram placement
  • On-Premise will focus on menu placement (featured or within the cocktail list), customer visibility at the bar
• Responsibly handle beverage alcohol product & conduct safe and responsible interactions with the public
• Other duties, as assigned by the jobholder’s supervisor, may also be required

Requirements

• Bachelor’s degree in related field and/or equivalent training and work experience
• Minimum of 3-5 years in sales or industry-related and category expertise experience for category-specific roles
• CSS Certification or WSET Spirits level 2; or
  • Category-specific certifications (Whiskey, Tequila, Sake, or Beer); or
  • Fine Wine Accreditation, preferably WSET Level 2 or similar (CSW, Level II Court of Master Sommeliers)
• Specialized knowledge of category or responsibility that this role will support
• Valid driver’s license and ability to operate a motor vehicle
• Proficient PC skills using MS Office and other various computer programs including presentation software
• Results-oriented professional with strong verbal/written communication skills, diplomacy, discretion, and customer service skills
• Ability to multi-task, work independently and/or within a team, pay attention to detail, and meet deadlines
• Analytic and reporting skills
• Sound judgement and problem-solving skills
• Ability to work in a fast-paced, high-volume, team environment

Preferred Qualifications

• On-premise/hospitality experience
• Strong understanding or background of consumer engagement mechanics
• For Spirits Specialty:
  • Experience managing a Beverage Program or Bartending/Mixology
  • Previous experience with cocktail costing, inventory, menu creation, P&L analysis, budgeting, batching, staff training, etc.
  • A proficient knowledge of elevated-execution beverage techniques including but not limited to frozen cocktails, infusions, smoking, barrel aging, clarifying, creating foams, garnishes, etc.
• For Wine Specialty:
  • Previous experience with a wine supplier
  • An in-depth understanding of wine styles, different regions and grapes, aging potential for various wines, and specific flavor profiles

Physical Requirements

While performing the duties of this job, the employee is regularly required to stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone.