Account Development Specialist (Baltimore)

ABOUT THE COMPANY

A wine and spirits distributor representing a multi-category supplier portfolio across on-premise and retail accounts.

THE ROLE

The Account Development Specialist is the sales lead for an assigned portfolio within a targeted account base. The focus is growing share and velocity of an assigned category by selling the right brands in to customers and driving sell-through to consumers with planned and executed brand activations. The role owns relationships with key stakeholders and gatekeepers at supplier accounts, serves as the expert consultant for those accounts, and is active with in-market events and education.

WHAT YOU WILL DO

Drive revenue and market share, spending 80% of working time in market

• Serve as the expert and resource for the division in developing beverage and marketing strategies and growth plans for an assigned category or large supplier
• Research trends, category, and portfolio to ensure the division meets established supplier goals
• Present new products and beverage offerings and conduct monthly business reviews
• Plan high-end consumer activations within key accounts to elevate category awareness based on customer needs
• Deliver real-time market insights that inform and accelerate growth
• Lead, organize, and report field intel and insights for the assigned territory and categories

Partner with on-premise and retail sales teams on creative solutions that grow the category

• Develop and deliver training modules on sales trends to the sales team, customers, and suppliers
• Set merchandising objectives by account based on brand priority, and define POS needs to the supplier
• Own the account plan and its execution against brand plans
• Secure distribution across the account base by selling on brand features and benefits, including beverage menu development
• Conduct staff education and build the category

Build strong relationships with key stakeholders and gatekeepers

• Participate in supplier and category-specific work-with sales calls
• Build specialized category knowledge through workshops, professional publications, and industry networks
• Earn relevant advanced certifications and become the market expert on the assigned category or supplier
• Keep customer and business information confidential
• Maintain a safe and clean working environment in compliance with procedures and regulations

Drive market share in retail or on-premise accounts

• Retail: number and placement of facings, cold box share, and additional displays against planogram
• On-premise: menu placement (featured or within the cocktail list) and customer visibility at the bar
• Handle beverage alcohol product responsibly and conduct safe, responsible interactions with the public

WHAT YOU BRING

• Bachelor's degree in a related field and/or equivalent training and work experience
• 3 to 5 years in sales or industry-related work with category expertise
• Certification: CSS or WSET Spirits Level 2; or a category-specific certification (Whiskey, Tequila, Sake, or Beer); or Fine Wine accreditation, preferably WSET Level 2 or similar (CSW, Court of Master Sommeliers Level II)
• Specialized knowledge of the category this role supports
• Valid driver's license and ability to operate a motor vehicle
• Proficiency in MS Office and presentation software
• Results orientation with strong verbal and written communication, diplomacy, discretion, and customer service skills
• Ability to multi-task, work independently and in a team, stay detail-oriented, and meet deadlines in a fast-paced, high-volume environment
• Analytical, reporting, judgment, and problem-solving skills

PREFERRED

• On-premise or hospitality experience
• Strong understanding of consumer engagement mechanics

Spirits specialty

• Experience managing a beverage program or bartending/mixology
• Cocktail costing, inventory, menu creation, P&L analysis, budgeting, batching, and staff training
• Working knowledge of elevated beverage techniques: frozen cocktails, infusions, smoking, barrel aging, clarifying, foams, and garnishes

Wine specialty

• Previous experience with a wine supplier
• In-depth understanding of wine styles, regions, grapes, aging potential, and flavor profiles

PHYSICAL REQUIREMENTS

Regularly required to stand, sit, talk, hear, and use hands to operate a computer and telephone.