National Accounts Manager

National Accounts Manager

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).

Responsibilities:

• Sell new and expanded distribution of Constellation National Accounts Beer Division brands to multi-unit, regional and franchise convenience customers.
• 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.
• Work cross functionally across Sales, Category Management and Marketing to lead discussions around Joint Business Planning with this customer clearly laying out priorities and providing actionable insights that lay out the road map of success for the year(s) ahead.
• Build and foster strong relationships with local distributor network to ensure high level execution that exceeds retailer and Constellation expectations.
• Build relationships based on trust with buyers and retailer operations by providing bold and innovative ideas to drive category results while also being visible in market.
• Responsible for developing plans to meet and exceed all KPIs that will clearly and concisely lay out "What Success Looks Like" for all performance metrics.
• Performs additional responsibilities and duties as assigned by management.

Minimum Qualifications:

• 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 50% of his/her working time, including up to 5 hrs. driving time.

Preferred Qualifications:

• Management skills in order to effectively develop the capabilities of allocated resources under his/her supervision to meet business objectives

Physical Requirements/Work Environment:

• Must be able to stand, walk, sit
• Must be able to move up to 55 lbs.
• Use hands to handle or feel; reach with hands and arms
• Climb or balance stairs/ladders
• Stoop, kneel, crouch or crawl; talk and hear
• Must have close vision, distant vision, and ability to adjust focus, peripheral vision
• Must be able to stand for extended periods of time
• Must have a valid driver's license, be able to drive a car and travel via plane/train as needed

Location: Los Angeles, California

Additional Locations: Sacramento, California

Job Type: Full time

Job Area: Sales

The salary range for this role is: $113,500.00 - $184,200.00

Equal Opportunity

Constellation Brands is committed to a continuing program of equal employment opportunity. All persons have equal employment opportunities with Constellation Brands, regardless of their sex, race, color, age, religion, creed, sexual orientation, national origin or citizenship, ancestry, physical or mental disability, medical condition (cancer or genetic characteristics), marital status, gender (including gender identity or gender expression), familial status, military or veteran status, genetic information, pregnancy, childbirth, breastfeeding, or related conditions (or any other group or category within the framework of the applicable discrimination laws and regulations).