National Accounts Manager

About the role

The National Accounts Manager is responsible for selling and executing the sales and marketing programs for key national chain accounts. This position drives accountability at the distributor level, develops and profits assigned market segments, and develops and implements National Sales Programs.

Responsibilities

• Sell new and expanded distribution of Constellation National Accounts Beer Division brands to multi-unit, regional and franchise convenience customers.
• Develop, sell, and implement custom created promotional programs to listed off-premise accounts.
• Communicate sales results to Constellation Brands field sales and distributor networks to ensure execution of retail plans and promotions.
• Sell against National priorities and leverage national retail promotions in conjunction with customized regional programs to deliver sales and distribution plans in assigned account base.
• Work with National Sales Team Leads or Channel Vice Presidents to meet National Accounts sales and distribution annual business plans by developing national and regional off-premise chain account programming where needed.
• Act as the number one business contact and partner between Constellation Brands and the National Account business base to ensure that Constellation is recognized as the category leader.
• Manage budget allocations, ROI, and other financial responsibilities. Execute against account plans and retail budget in order to maximize set sales goals.
• Manage Travel and Expense as well as Constellation Tactical Funds (CTF) budgets in order to maximize ROI.
• Prepare and deliver detailed and professional sales presentations for account business reviews and sales calls.
• Uncover opportunities and grow volume in target account base.
• Work cross functionally across Sales, Category Management and Marketing to lead discussions around Joint Business Planning with this customer clearly laying out priorities and providing actionable insights that lay out the road map of success for the year(s) ahead.
• Build and foster strong relationships with local distributor network to ensure high level execution that exceeds retailer and Constellation expectations.
• Build relationships based on trust with buyers and retailer operations by providing bold and innovative ideas to drive category results while also being visible in market.
• Responsible for developing plans to meet and exceed all KPIs that will clearly and concisely lay out “What Success Looks Like” for all performance metrics.
• Perform additional responsibilities and duties as assigned by management.

Requirements

• A Bachelor’s degree preferred or equivalent job experience in the consumer products industry.
• A minimum of 5-8 years sales experience in the beverage alcohol industry (Beer specific preferred) with a minimum of three years experience selling to Off-Premise chain retailers.
• A strong understanding of category management is required.
• Proven track record in building good relationships with retail customers, internal associates and wholesalers.
• Demonstrated ability to take the initiative to gather and use customer feedback to identify customer and market needs and challenges.
• Demonstrated diligence and ability to follow through on all commitments (internal and external stakeholders).
• Excellent written and oral communication skills and must be able to communicate effectively across all levels of the organization.
• Demonstrated ability to achieve performance goals with a minimum of direction.
• Proven analytical skills and understanding of syndicated data and its applicability to beverage alcohol categories is required.
• Computer literacy with the ability to learn and use various software including Microsoft Word, Excel and PowerPoint, and e-mail programs such as IBM Lotus Notes.
• Ability to learn and use other internal systems.
• Ability to travel a maximum 50% of his/her working time, including up to 5 hrs. driving time.

Qualifications

• Management skills in order to effectively develop the capabilities of allocated resources under his/her supervision to meet business objectives.

Skills

• Strong interpersonal and relationship-building skills.
• Excellent verbal and written communication skills.
• Ability to manage multiple projects simultaneously.
• Strong analytical and problem-solving skills.
• Ability to work independently and as part of a team.

Benefits

Comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees.

Pay

The salary range for this role is $113,500.00 - $184,200.00. This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. Our compensation is based on cost of labor. For remote locations or positions open to multiple locations, the pay range may reflect several US geographic markets, including the lowest geographic market minimum to the highest geographic market maximum. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but not limited to, the prevailing minimum wage for the location, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs. At Constellation Brands, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate.

Schedule

Full-time position.

Location

Los Angeles, California. Additional Locations: Sacramento, California.