Chain Account Manager

Job Description

MORALES BEVERAGE GROUP VALUES
All-In: Being Accountable; If it’s to be, it’s up to me.
People: Growing and building partnerships within a family dynamic.
Future Thinking: Innovative and disruptive in our approach.

Duties And Responsibilities

• Own the day-to-day relationship with retail buyers and category managers
• Develop and execute annual and quarterly business plans aligned with company and supplier goals
• Drive distribution gains, shelf placement, and in-store presence
• Lead submissions for resets, new item placements, and assortment changes
• Build and execute pricing strategies (EDLC, TPR, ad features)
• Align supplier funding and programming with retailer promotional calendars
• Ensure pricing accuracy and alignment across all systems and stores
• Deliver against volume, revenue, and margin targets
• Track performance vs. goals (velocity, POD growth, display execution)
• Identify opportunities and gaps, and quickly deploy action plans
• Field Execution Leadership
• Partner with Director, Chains and Sales Representatives to ensure best-in-class execution
• Translate chain strategy into clear field priorities (displays, features, placements)
• Hold teams accountable for in-store standards and follow-through
• Supplier Management
• Serve as the primary point of contact for key suppliers tied to chain accounts
• Align on goals, programming, and growth expectations
• Lead business reviews and communicate performance updates
• Cross-Functional Collaboration
• Work closely with Operations, Finance, and Portfolio teams
• Ensure alignment on inventory, forecasting, and supply chain needs
• Help resolve operational issues impacting chain performance

CORE COMPETENCIES

• Customer Focus: Dedicated to meeting the expectations and requirements of customers, ensuring high levels of satisfaction and fostering strong relationships.
• Negotiating: Skilled at negotiating with clients to secure favorable outcomes, understanding customer needs, and aligning them with company goals.
• Strategic Agility: Anticipates market trends and retailer strategies to develop and execute long-term business plans that drive sustainable growth across national and regional chain accounts.
• Business Acumen: Understands how pricing structures, margins, forecasting, and financial KPIs impact overall business performance and uses this knowledge to make sound commercial decisions.
• Drive for Results: Consistently meets or exceeds sales volume, revenue, and gross profit targets by holding self and cross-functional partners accountable to execution and outcomes.

Qualifications

• 5+ years of beverage alcohol or CPG experience (distribution or supplier preferred)
• Proven experience managing chain accounts within the State of California
• Strong understanding of:
  Pricing strategy (EDLC, TPR, margin structure)
  Chain programming and promotional calendars
  Retail execution and merchandising standards
• Demonstrated ability to drive volume growth and distribution gains
• 21 years or older, High School Diploma or GED
• Excellent communication, negotiation, and presentation skills
• Highly organized with strong attention to detail and follow-through
• Proficiency in Excel and data-driven decision making

Behavior & Communication Expectations

• Collaborate with peer leadership to strategize and solve issues that disrupt goal achievement
• Achieve a high level of professionalism and confidentiality
• Establish and maintain effective working relationships with staff and department leaders
• Be approachable at all times
• Be known as a trusted resource for knowledge and guidance
• Desire to deliver excellence – Always looking for the very best product in what we do
• Living Above the Line – Exhibiting ownership, accountability and responsibility
• Engaged – Ensuring we all care about Mexcor and the work we do, from the top - down
• Responsive – We do what we say in a timely manner
• Respected – As professionals, we are known for accuracy in all we say and do
• Confident – Trust in our ability to be successful and make good decisions