National Accounts Manager

Role Overview

• The National Accounts Manager is responsible for selling and executing the sales and marketing programs for key national chain accounts.
• Responsibilities include planning, executing and coordinating of the Annual Business Plan for assigned customers while driving accountability at the distributor level.
• This position is also responsible for the development and profitability of assigned market segments.
• Incumbents develop rapport with high-level personnel from marketing, operations, and category management to accomplish set sales goals.
• Has the responsibility for the development and implementation of National Sales Programs within assigned account(s).
• Sell new and expanded distribution of Constellation National Accounts Beer Division brands to multi-unit, regional and franchise chain accounts. Including Large Format Grocery, Mass Merchandiser, Convenience Store, and multi-unit drug store chain.
• 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.
• Preparation and delivery of detailed and professional sales presentations for account business reviews and sales calls.
• Uncover opportunities and grow volume in target account base.

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.
• Demonstrated technical skills required for the preparation of professional and effective sales presentations.
• Ability to use Business Information Tools such as MicroStrategy, Numerator, and specialized customer tools.
• Ability to learn and use other internal systems.
• Ability to travel a maximum 40% of his/her working time, including up to 5 hrs. driving time.

Benefits

• paid time off
• medical/dental/vision insurance
• 401(k)