Director of National Accounts – East

This is a fully remote position, open to applicants in Kentucky.

📋 Description

• Develop and execute a sales strategy aimed at increasing volume, revenue, and market share within national and regional accounts.

• Evaluate and analyze sales performance, identify emerging trends, and modify plans to meet objectives.

• Lead, mentor, and cultivate a team of Key Account Managers.

• Establish and nurture strategic relationships with decision-makers at both national and regional accounts.

• Negotiate and secure product listings, promotional support, and advantageous trading terms.

• Work in collaboration with Marketing to enhance brand presence and promotional initiatives.

• Assist in managing the National Accounts sales budget and the allocation of resources.

• Analyze data from Nielsen/IRI, VIP distributors, and other sources to uncover trends, customer needs, and opportunities for growth.

• Utilize VIP reporting tools to assess growth prospects and provide monthly updates to Key Account Managers.

• Offer market and customer insights for the development of new products.

• Collaborate across departments to successfully launch new products and variations.

• Create sales opportunities, evaluate leads, and build relationships with brand owners and retailers.

• Support private-brand and private-label clients through product introductions, packaging, compliance, and production.

• Develop product and brand strategy calendars for Private Label customers.

• Conduct quarterly and annual business reviews, including top-to-top meetings with key customers and distributor partners.

• Attend trade shows and industry events to promote the organization and generate leads.

• Organize customer meetings and visits to Kentucky facilities.

• Oversee the daily needs of customers, including inventory management, logistics, dry goods, purchase orders, payments, and support requests.

• Ensure customer pricing adheres to guidelines and meets gross-margin targets.

• Coordinate with Finance, Operations, Production, R&D, and Logistics to keep projects on track.

• Participate in weekly and monthly NPD and Sales Strategy meetings.

• Create customer sales budgets and forecasts.

• Monitor customer business and communicate changes using forecasting tools.

• Provide customer service that supports partners' brand plans.

⛳️ Requirements

• At least 10 years of sales experience, with a substantial background in managing national accounts within the alcoholic beverage or consumer packaged goods sectors.

• Proven experience in generating new sales opportunities, evaluating leads, and building relationships with brand and retail owners.

• Experience in supporting brand launches, including liquid product development, packaging-material sourcing, TTB compliance, and production.

• Proven ability to negotiate contracts, terms, and fees with Private Brand and Private Label clients.

• Strong analytical skills and experience in utilizing data and insights to guide sales strategies and decisions.

• Exceptional negotiation, communication, and presentation abilities.

• Comprehensive understanding of the alcoholic beverage industry, with established connections with key national accounts.

• A passion for Bourbon, Whiskey, and Spirits, along with profound category knowledge.

• A Bachelor's degree in Business, Marketing, or a related field, or equivalent experience.

• Willingness to travel frequently, including nights and weekends.

• Reliable transportation and the capacity to travel regularly to accounts.

• Ability to work nights and weekends and, at times, surpass 40 hours per week.

• Capacity to lift up to 50 pounds, push, pull, sit, and stand as required.

• Willingness to travel across the Eastern half of the United States.

🏝️ Benefits

• Comprehensive learning and training experience at the cutting-edge distillery in Bardstown, KY.

• Reimbursement for mileage and other job-related transportation expenses.

• Monthly budget allocated for account visits and sampling.

• Commitment to equal employment opportunities.

• Opportunity to engage with bourbon, whiskey, and spirits brands and products.