National Accounts Manager - Off Premise - GA, TN, & AL

Openings: 1Job Description:GENERAL SUMMARYDevelop and execute the annual chain business plan with performance measures for sales, distribution, ad/feature display, distribution and schematics. Provide chain performance updates on actual results vs. goal on an ongoing basis to include reviews by month, trimester and annually. Maintain positive working relationships and communications skills with chain buyers, wholesalers and Barton field sales. Execute the chain selling process in utilizing a fact based, analytical selling approach in using all syndicated data to develop presentations/solutions for chain retailers. Manage budget process to ensure that they generate a ROI according to corporate expectationsSPECIFIC DUTIES AND RESPONSIBILITIES1. Assists in developing divisional sales programs, i.e., drives and incentives.2. Coordinates all national/regional off-premise chain accounts activity to include presentations of sales programs, product sales information, new schematics, pricing and business reviews to include category management and fact-based selling solutions.3. Introduces and presents new items to include products, drives, incentives, programs and pricing.4. Develops and maintains working relationships with key chain account personnel for off-premise accounts.5. Reports all activity to the Director, National Accounts and appropriate field sales Division Managers.6. Develops, maintains, and provides off-premise chain buyers with syndicated data sales numbers, wholesaler pricing information, brand programming, regional activities and sales opportunities on our brands to include the development of annual chain business plans.7. Develops, maintains and provides Director, National Accounts with current off-premise chain profiles and ad summary recaps as well as updated chain recaps.8. Assembles presentation materials and tools in a professional manner for effective sales presentations to national off-premise chain accounts and wholesaler network.9. Develops and maintains wholesaler follow-through reports for the purpose of correcting and evaluating any execution and sales problems.10. Manages Barton Tactical Fund and expense budgets in order to maximize use and to generate a return on investment according to corporate expectations.11. Communicates, coordinates and follows through with Regional Managers/Division Managers on execution of all chain activity. Assists Regional Managers with wholesaler sales meeting when possible.12. Performs additional duties and responsibilities as needed.REPORTING RELATIONSHIPSReports directly to the Director, National Accounts.KNOWLEDGE, EXPERIENCE AND ABILITIES REQUIRED1. A Bachelor’s degree or job equivalent quantitative and analytical experience is required.2. A minimum of five years of field sales management experience working with wholesalers /distributors in the malt beverage industry is preferred. A minimum of three years experience with a supplier is preferred.3. A minimum of three years of national account management experience/exposure, working with chain buyers in the malt beverage industry, is preferred and the candidate must possess skills in category management and fact-based selling.4. Must be a self-starter with the ability to work with a minimum of direction. Needs to be able to interface with various levels of management at the wholesaler and retail level. Must show excellent conflict resolution, negotiation skills, and customer service skills in the work place.5. Must have a thorough understanding of syndicated data and the analytical ability to communicate solutions to key chain customers to improve performance.6. Must have excellent computer skills in Word, Excel, and PowerPoint presentations.
REQUIREMENTS
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