Director, National Acccounts (United States)

Patco Brands is one of the fastest-growing beverage companies in the United States. Independently owned, Patco has established itself by using a proprietary process with 100% Blue Weber Agave to innovate within the fast-growing ready-to-drink spirits category.

Patco is a maker of margaritas, tequila, hard seltzers, and other beverages under our own brands and for private labels. Our own brands and private labels, with nationwide distribution, include:

• Rancho La Gloria Ready to Drink Margaritas 
• Big Sipz
• Kirkland Signature Tequila 
• Kirkland Signature Hard Seltzers

Patco products are sold in every major retailer, including Costco, H.E.B., Kroger’s, Target, Walmart, and Whole Foods, just to name a few.

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Position Summary:

We seek an experienced and results-driven Director of National Accounts. You will be responsible for leading the development and execution of Patco Brands’ national retail account strategy across the United States. Reporting to the Executive Vice President of Sales, this role will lead the National Accounts team, build strategic customer relationships, and drive profitable revenue, distribution, and market-share growth across the Patco Brands portfolio.

The Director will work closely with regional sales leadership, distributor partners, marketing, finance, supply chain, and operations to translate company priorities into customer-specific plans and ensure consistent execution.

National Account Strategy and Growth

• Develop and execute annual national account plans aligned with Patco Brands’ overall commercial objectives.
• Identify and prioritize opportunities for revenue growth, distribution expansion, new-item authorizations, promotional programming, and strategic customer partnerships.
• Develop channel- and customer-specific strategies across the Patco Brands portfolio.
• Establish clear account objectives, priorities, and execution standards for the National Accounts team.
• Lead annual business planning, customer presentations, business reviews, and selling initiatives with priority accounts.

Customer and Distributor Relationships

• Build and maintain strong relationships with key national and regional account buyers, decision-makers, and distributor partners.
• Serve as a senior commercial contact for priority national accounts.
• Partner with distributor national account and key account teams to improve execution, expand distribution, and achieve customer-level objectives.
• Identify customer needs, market trends, and competitive activity and translate those insights into actionable commercial opportunities.

Team Leadership

• Lead, coach, and develop National Account Managers and applicable support personnel.
• Establish clear expectations, priorities, KPIs, and accountability across the National Accounts team.
• Foster a high-performance culture centered on collaboration, disciplined planning, communication, and measurable results.
• Ensure strong alignment between the National Accounts team and Patco Brands’ regional sales organization.

Financial and Operational Management

• Develop and manage national account marketing, promotional, and price-support budgets in partnership with sales and finance leadership.
• Evaluate account investments to ensure they deliver profitable and measurable returns.
• Maintain accurate customer forecasts and communicate changes in demand, programming, timing, and risk to internal stakeholders.
• Partner with supply chain and operations to align customer commitments with production, inventory, and shipping requirements.
• Monitor account performance, profitability, distribution, promotional effectiveness, and other established KPIs.

Cross-Functional Leadership

• Collaborate with marketing, finance, supply chain, operations, innovation, and regional sales teams to ensure effective execution of customer strategies.
• Provide customer insights and market feedback to help guide portfolio strategy, product innovation, pricing, and commercial planning.
• Communicate national account priorities, opportunities, risks, and performance to executive leadership.

Performance Expectations

Success in this role will be measured through:

• Achievement of revenue, gross profit, and depletion targets.
• Distribution growth and new-item authorizations.
• Customer programming and promotional execution.
• Forecast accuracy and inventory management.
• Effective management of trade and price-support investments.
• Development and performance of the National Accounts team.
• Strength and effectiveness of customer and distributor relationships.

Qualifications

• Established relationships with key national and regional retailers, buyers, and decision-makers within the beverage-alcohol industry. The ideal candidate will bring a strong network of active customer relationships and a demonstrated ability to leverage those relationships to create opportunities, expand distribution, and drive profitable growth.
• Minimum of 8–10 years of progressive sales or national account experience, preferably within beverage alcohol, consumer packaged goods, or a related industry.
• Demonstrated success managing major national and regional retail accounts and delivering measurable revenue, distribution, and market-share growth.
• Previous experience leading, coaching, and developing National Account Managers or other sales professionals.
• Strong understanding of the three-tier beverage-alcohol system, distributor networks, and national retail channels.
• Proven ability to develop customer strategies, negotiate programs, manage budgets, and deliver profitable growth.
• Strong financial, analytical, forecasting, and business-planning capabilities.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Ability to manage multiple priorities and work effectively in a fast-paced, entrepreneurial environment.
• Proficiency with Microsoft Excel, PowerPoint, syndicated data, CRM platforms, and sales-reporting tools.
• Willingness to travel regularly based on customer and business needs.
• Bachelor’s degree in business, sales, marketing, or a related field preferred.

Why Join Us?

Patco Brands is a family-owned-and-operated import, distribution, marketing, and sales company. Our mission is to exceed all expectations from consumers, associates, and strategic business partners.

Compensation: $170,000-$200,000

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