Key Account Manager - Off Premise

JOB SUMMARY:

This position’s primary duties will be to develop and improve our sales strategies with our national off premise and regional off premise chain partners.

DUTIES/RESPONSIBILITIES:

• Build the annual chain customer planning process, identify resources needed, and manage it to completion.
• Calling on and developing programs with regional chains throughout the HABC footprint, including C-Stores, Liquor chains, and Grocery chains.
• Develop short and long-term chain business priorities and identify issues/opportunities across trade channels
• Prepare for and present new item meeting for our national chain partners
• Create a structure for, execute and assess promotions
• Deliver depletion, market share and distribution objectives
• Manage and develop customer relationships, ensuring focus and execution against company objectives and provide appropriate feedback and direction based on performance.
• Work with marketing to create and execute sales programming ensuring consistency with company objectives within chain customer set.
• Develop effective working relationships with distributor chain management teams driving strategic and tactical initiatives.
• Analyze performance to address variances and ensure that corrective actions are implemented in a timely manner.
• Provide management with market intelligence including sales trends, product developments and competitor activity, and recommend strategies to address these trends
• Observe all state and federal laws pertaining to the sale, merchandising and promotion of malt beverages
• Expand distribution by both number of accounts as well as number of SKU’s within accounts
• Expand shelf and display activity within off-premise accounts
• Work closely with the HABC Sales Team Director and Managers to maximize success in these regional chains and with the Marketing Team to ensure creative programs
• Work the market to audit sets, programs and sell to individual buyers/assist our team/distributors as needed.
• Create and maintain a chain tracker for placements, sets, and programs. Update and distribute to sales reps on a monthly basis, to implement accountability at the street level.
• Report monthly updates and progress to Sales Director.

REQUIRED SKILLS/ABILITIES:

• Must be 21+ years old
• Must have prior experience calling on, and servicing Grocery, C-Store, Drug and Club Channels
• Has demonstrated the ability to evaluate information and prioritize actions in response to evaluation; possess superior analytical skills
• Proven track record of meeting and exceeding sales objectives in the beverage industry
• Ability to integrate within a team while also working alone for a large percentage of the time
• Ability to develop and interpret spend, performance and financial reports
• Efficiently manage off premise chain budget
• Efficiently manage monthly travel & entertainment budget
• Skilled at identifying opportunities and developing solutions
• Results-oriented
• Self-Starter and self-motivator
• Excellent verbal and written communication skills with internal and external customers.
• Superior sales presentation skills
• Must have a valid driver’s license
• Must have a willingness to travel and frequently travel for multiple days
• Ability to work late nights, early mornings, weekends and holidays to support sales activities
• Strong alignment to company culture and values

BENEFICIAL EXPERIENCE:

• BA/BS or relevant post-secondary education are preferred
• Excellent Computer skills and is very knowledgeable/experienced with PowerPoint, Excel and Word.
• Minimum 5 years adult beverage / consumer good industry experience
• Must know how to analyze data from IRI, Neilsen and VIP System
• Pre-existing relationships with chain buyers locally, regionally and nationally.

PHYSICAL REQUIREMENTS:

• Prolonged periods sitting/driving in a car and working on a computer
• Able to lift and transport loads up to 65 pounds