National Accounts Manager On Premise East

Job Description:

Summary of Position:
The National Accounts On-Premise Manager [aka: NAOP Manager] is responsible for growing the HERITA USA portfolio of wines in their territory and with specifically assigned national on-premise accounts. The NAOP Manager is a detail-oriented person who utilizes data analytics and storytelling to create opportunities to grow SMUSA brands’ market penetration and sales. This individual collaborates with the Director of National Accounts On-Premise to achieve company objectives and expand market penetration. The NAOP Manager maintains existing relationships with our commercial team, distributor NA teams and NA on-premise buyers within their territory or assigned account coverage. The NAOP works specifically with the North, South and East Regions.

Essential Duties/Responsibilities:
o Account Management
o Develop high level business relationships with assigned accounts
o Collaborate with our commercial team in their respective markets to execute national and regional programs and identify opportunities to grow
o Market Activity
o Conduct surveys to “inspect what you expect” in terms of placements, activations in accounts and pricing
o Conduct distributor NAOP team meetings-to communicate corporate programming, objectives and ensure planner execution
o Conduct market work “withs” with distributor NAOP teams
o Collaborate with HERITA USA District Managers in their respected markets to execute programming
o Participate in trade market activities in the region
o Train and educate NAOP teams on brand history and wine knowledge
o Business Acumen
o Work with Sales Director to develop action plans for accounts to enhance depletions and expand distribution opportunities
o Analyze sales data (including depletions and syndicated data) to effectively manage business within assigned accounts and to identify and sell-in incremental business opportunities
o Keep the commercial team informed of market trends and competitive activities
o Monitor on-premise trends and developments to stay relevant to changes in the industry and identify new selling opportunities
o Develop fact based selling tools
o Monitor pricing to uphold brand standards

Allocation of time:
o Market engagement – 20%
o In person meetings with distributor teams, commercial teams and account support
0 Corporate account calls – 30%
o In person and virtual communication with national accounts
o Administrative duties – 50%
o RFP/LTO presentations, business reviews, distributor and commercial sales team engagement, inventory control, pricing reviews, trend and data analysis

Job Requirements:
o Bachelor’s degree or equivalent work experience
o Preferred 5 years' experience in the wine industry with on-premise key accounts
o Highly proficient in Microsoft Office Suite (Excel, Word, Outlook, PowerPoint)
o Strong communication skills, including ability to negotiate and gain commitment
o Keen understanding of the three-tier distribution system
o Must be able to recognize and solve problems
o Must possess strong time management skills, work independently, and in a team environment to collaborate and achieve assigned goals and objectives
o Genuine passion and knowledge of wine industry, interest in Italian wines preferred
o Availability and willingness to work flexible hours and weekends, when necessary
o Candidate must reside within designated territory
o Candidate must be able to travel around within assigned designated territory, valid and clean driving record
o Candidate must be able to lift and carry a case of wine, 35LBS
o Candidate must be willing and able to travel to Italy, at the company’s request
o Candidate must be willing and able to travel to corporate headquarters annually

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