Key Account Manager Wine & Spirits

Kentucky Eagle Sales Representative

Kentucky Eagle is a family-built company, delivering the best wine, spirits and beer come hell or high water. Our team strives for excellence in everything we do. We are leaders in the industry and we're proud of it. Full-time employees have access to a menu of great benefits including, medical, dental, vision, health savings accounts, LTD, STD, life insurance and a 401k plan with a match up to 6%. We also offer paid vacation, paid sick, paid volunteer time and paid parental leave. This position will also receive a fixed and variable rate vehicle reimbursement payment each month for using your personal vehicle for business purposes. POSITION CAN BE LOCATED IN LEXINGTON OR LOUISVILLE

General Responsibilities

• Lead developed programs and support the sales team in the assigned chains.
• Establish and maintain productive multi-tier relationships within each chain organization
• Ensures goals and objectives are met in assigned chains for both wholesaler and supplier
• Ensure timely execution of monthly programming in all retail locations, document and communicate any non-complaint store level issues preventing execution
• Serve as conduit between individual assigned chain buyers/influencers (as well as the entire chain) and the wholesaler
• Effectively communicate the wholesalers' strategies for channel SKU management and pricing.
• Serve as conduit between supplier chain KAMs and the wholesaler
• Regularly visit and call on chain buyers and influencers to sell in programs, get new products/SKUs authorized, and gain influence over resets and space management
• Represent smaller suppliers in the chain authorization process that do not have their own chain managers
• Monitor competitive wholesalers' actions and effectiveness in the chains, measure his or her own company's success versus the competition, and develop strategies to gain greater sales, better margins, and more space
• Develop and/or sell in promotional programs at the buyer and store level
• Monitor, submit, and manage chain pricing contracts monthly within each chain's timelines and ensure price to consumers (PTC) is accurate
• Conduct periodic business reviews with assigned chain buyers and influencers
• Adjust supplier-created resets to better fit the local market and the wholesaler's portfolio
• Provide supplier KAMs with requested information
• Assist in helping the wholesaler obtain buyer-level support/influence over store-level operational initiatives (frequency adjustments, in-store procedures, backroom processes, etc.)
• Effectively communicate monthly chain programming to sales team
• Ensure activities are documented tracked to support and satisfy supplier KAM tracking and documentation requirements

Store Call Frequency

• Make store-level visits and calls within their assigned chains to build understanding of the market and have credibility with chain buyers and influencers
• Participate in store-level ride-withs with chain buyers, influencers, and suppliers
• Ensure timely and consistent execution of in-store monthly/seasonal programs and communicate follow-up with sales management

Manage Resets

• Ensure timely in store execution of programs according to the chain sales planner
• Work to become the set captain for the chain
• Sell the chain on reallocation of space
• Negotiate resets with the competition during the approval process
• Influence when chains schedule resets
• Oversee the wholesaler's scheduling of resets and secure necessary manpower
• Physically install resets

Minimum Requirements

• 5 Years of beverage industry B2B sales experience
• 3 or more years of Wine & Spirits industry related experience preferred
• Valid driver's license and clean driving record
• Solid knowledge of wholesale and retail pricing models
• Produce and present effective presentations
• Strong analytical skills
• Excellent communication, organizational skills, and follow-up
• Strong data analysis to identify trends, create action plans to address and/or accelerate

Kentucky Eagle was built on teamwork and equal opportunity. We will continue to be successful when people are treated fairly and allowed to advance and achieve their full potential. It is the policy of Kentucky Eagle to ensure equal employment opportunity without discrimination or harassment on the basis of race, color, religion, gender, age, national origin, sexual orientation, citizenship status, veteran status, disability, pregnancy or any other characteristic protected by law.