Director of National Accounts
Company: M.S. Walker
Location: Miami
Posted on: May 28, 2023
Job Description:
The primary purpose of the M.S. Walker Brands Director of
National On-Premise Accounts is to drive availability, visibility,
velocity and profitability of our M.S. Walker Brands spirits and
wine portfolio for the national and regional customer base of
on-premise chains. This role will develop and drive strategic
account plans that will deliver the results to profitably grow M.S.
Walker Brands sales. This individual will work closely with key
internal partners within the National and Home Market Sales, Brand
Management, Creative Services, and other cross-functional teams to
establish tailored customer and marketing activation plans that
deliver for the customer, consumer, and M.S. Walker Brands. A key
to success is effective and productive collaboration with the M.S.
Walker Brands field teams and distributor management teams to
ensure alignment on budgets, priority brands, and
execution.Existing relationships with leading on-premise
corporations such as Darden, Landry's, Marriott and more is a
prerequisite for the role.Candidates located in Florida, Texas, or
California strongly preferredResponsibilities:Sales Management:
- Develop and implement annual operating plan which includes
financial, volume and distribution objectives
- Manage and achieve annual KPI goals
- Utilize data and trade marketing resources to develop and
execute compelling, relevant ideas and programming to create an
environment where MSWB's brands will pull and deliver incremental
value to the national customer base
- Contact new and existing customers to discuss their product
needs through a relationship-based approach, including national
chain on premise and regional on-premise customers
- Work with in-state wholesalers to coordinate on premise
marketing objectives with their management team
- Conduct educational meetings with our on-premises customers to
enhance knowledge of the MSWB portfolio
- Evaluate ROI to participate and galvanize sales leads at
national and regional on premise trade conferences and events
- Identify prospective customers by using business directories,
following leads from existing clients, participating in
organizations and clubs, and attending trade shows and
conferences
- Manage wholesale product training for our national and regional
on-premise placements and announcements
- Manage supplier relationships in concert with the MSWB
Portfolio Management Team as they pertain to national and regional
account business.
- Help create additional opportunities for the in-state
wholesalers to promote and sell the MSWB portfolio, working with
wholesale customer sales reps, specialists and managers as
needed
- Quote distributor pricing and answer customer questions about
products, prices, and availability by market
- Coordinate efforts with wholesale sales administration and
purchasing on contract orders
- Understand a comprehensive knowledge of wine varietals and
international wines in addition to all MSWB imported and owned
spirits products, including current prices, vintages, regional
identity, awards and press
- Strategize on how best to achieve sales and merchandising
objectives monthly
- Maintain accurate historical account purchase information
- Achieve monthly, quarterly, and annual sales growth in line
with stated overall sales goals
- Coordinate with existing wholesalers for national and regional
on-premise account presentations and implementation
- Implement and manage national and regional on-premise chain
budgets with prior approval
- Communicate with distributor management on inventory levels
Relationship Management:
- Strengthen and build relationships with key customer(s) in the
market and collaborate with division sales, marketing teams, and
distributors to establish tailored marketing plans for accounts.
Relationships will include buyer, brand, distributor and MSWB
market managers and associated field team.
- Manage and communicate national level plans, programs, and
approvals directly to the distributor and PR teams to ensure
excellent execution at the outlet level.
- Conduct formal action-oriented quarterly meetings with key
state and region sales management to discuss fiscal progress,
current opportunities, and forward-looking needs to support the
business. Establish regular monthly check-in calls as well.
- Be the on-premise chain expert for supporting the broader team
with best practices, effective sell stories and NABCA data to win
and grow the overall on premise business. Tracking / Metrics:
- Use VIP, the National Shipment Report, and other tools to
create account level execution and compliance metrics to track
distributor and account performance.
- Conduct post analysis to validate ROI on programs executed
- Create and present monthly updates, trackers and reports for
MSWB Executive Leadership Average Monthly Time Management
projections (based on 20 sales days/month): 80% Selling, 20%
Administrative
- Bachelor's Degree in Marketing, Business Management, or related
field
- Minimum 5 -10 years of experience in national and chain account
sales
- 10+ years of experience in the wine and spirits industry
- Must have an equal level of comfort presenting both wines and
spirits
- Relationship building and selling skills a must
- Demonstrated record of success in establishing and delivering
sales goals and implementing strategic initiatives through direct
reports and leading teams to achieve objectives
- Proven track record for effectively managing budgets and
maximizing returns on investment
- Entrepreneurial approach to managing business and experience
working in a smaller team environment
- Fluent in Microsoft Office programs (Teams, Excel, Outlook and
PowerPoint, OneDrive/OneNote), Zoom
- Candidates located in Florida, Texas, and California preferred
Salary:The salary is commission based with an earnings range of
$130k - $200k We offer a Comprehensive Benefits Plan that includes
the following:
- Medical & Dental Insurance through Blue Cross Blue Shield
- Vision Coverage through VSP
- Generous Paid-Time-Off Program
- Fidelity Investments 401k
- Disability, Life, Accident & Illness Insurance Packages
- Discounted Fitness Memberships
- Free & Discounted Work/Life Resources
- Career Advancement Opportunities
- On-Demand Professional & Leadership Development Through M.S.
Walker University Who we are:Founded in Boston in 1933, M.S. Walker
is a 5th-generation, family-owned wine and spirits importer and
distributor, a spirits bottler, and a national supplier. We serve
On-Premise and Off-Premise establishments throughout the Northeast,
with direct operations in Massachusetts, New York, New Jersey and
Rhode Island and brokerage operations in Maine, New Hampshire and
Vermont. We represent a budding portfolio of wine and spirits
nationwide, including our own brands, and we strive to offer the
most prestigious portfolio in the industry. M.S. Walker has built
our foundation and future on our people - our employees are truly
our greatest asset. Our company boasts a diverse pool of
exceptionally special team members who each bring their unique
skills and experience to the organization.
Keywords: M.S. Walker, Miami , Director of National Accounts, Executive , Miami, Florida
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