Dir Sales National Accounts On-Premise - open to remote

About the role

Shape a remarkable future with us. Build a career working for an industry leader that invests in its people—equipping them with leading technology, continuous learning, and the ability to bring their best selves to work. As North America's largest total beverage distributor, Southern Glazer’s is a family-owned business with deep roots dating back to 1933, recognized as one of Forbes’ Top Private Companies. We pride ourselves on a culture where employees are valued, supported, and provided opportunities for growth and belonging.

The ideal candidate will be responsible for the business development of several major corporate customers, analyzing current and potential national account business. They must make recommendations to senior account management that drive the customer’s beverage business while benefiting SGWS and key suppliers. Directors must demonstrate a proven track record in business opportunity development, maintaining top-to-top account relationships, and creating, presenting, and selling value-added beverage marketing programs and initiatives.

Management of National Accounts includes account planning, generating action plans to leverage SGWS capabilities (mixology, category management, EDI, compliance tracking, broken case reports, etc.), profitability awareness, opportunity tracking for increased share of sales, distribution decisions, and identifying purchasing patterns. The National Account Director must also provide timely, accurate, and complete program information, monitor inventories with the operations team, verify pricing, drive compliance, and deliver superior customer service.

Responsibilities

• Analyze account overlay with SGWS brands by state and steer correct product to correct state, keeping SGWS objectives in the forefront.
• Develop working relationships with major decision-making layers for each assigned National account.
• Serve as the single point of customer contact and provide timely and superior customer service.
• Understand customer needs and goals and sell business solutions accordingly.
• Maintain close working relationships with Supplier NA counterparts, communicating account goals and guiding them to business opportunities.
• Prioritize corporate and national supplier efforts within each Corporate Customer account to ensure SGWS is their National Account distributor of choice, including brand priorities and attending joint planning sessions.
• Maintain account profile and customer program database on SharePoint or future state portal.
• Coordinate and supply accurate order guides/pricing when requested.
• Provide all account information and activity.
• Inform accounts of any company pricing or distribution policy changes.
• Collaborate with Commercial Operations teams to remedy market-level issues from sales, operations, and compliance perspectives.
• Expand the footprint of SG Proof by recruiting customers to the on-boarding process and facilitating engagement with the platform.
• Leverage resources and knowledge of corporate teams (e.g., eCommerce and Multicultural) to best serve customers and expand SGWS business.
• Increase leadership awareness of key issues impacting National Accounts.
• Conduct semi-annual business reviews of assigned National Accounts.
• Perform administrative duties, including reviewing activity with leadership to determine progress in attaining customer objectives and eliminating inefficiencies or costly errors when implementing programs.

Requirements

• Bachelor’s Degree (preferred).
• At least 2 years of prior National Account Management experience.
• Proven track record of creating and presenting successful beverage marketing platforms and concepts that drive incremental business across the enterprise.
• Previous experience presenting to groups and senior leadership.
• Demonstrated ability to be a consultative partner ensuring Corporate Customers view SGWS as their distributor of choice.
• Self-starter with a driven personality to achieve corporate account objectives.
• Understanding of account-level P&Ls and ROI.
• Ability to attend after-hours and weekend National Account meetings, events, conference calls, etc.
• Proven written and verbal communication skills.
• Proficiency in Microsoft Office and ability to learn new technical programs as assigned.
• Up to 35% overnight/out-of-state travel required.

Physical Demands

• Considerable amount of time sitting and typing/keyboarding, using a computer (e.g., keyboard, mouse, and monitor), or adding machine.
• May occasionally include walking, bending, reaching, standing, and stooping.
• May require occasional lifting/lowering, pushing, carrying, or pulling up to 20 lbs.

Benefits

• Comprehensive medical and prescription drug coverage.
• Dental and vision plans.
• Tax-saving Flexible Spending Accounts.
• Disability coverage and life insurance plans.
• 401(k) plan.
• Tuition assistance.
• Wellness program.
• Parental leave.
• Vacation accrual and paid sick leave.