National Accounts Manager

Job Description

Position Summary

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 chain accounts. Including Large Format Grocery, Mass Merchandiser, Convenience Store, and multi-unit drug store chain

• 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.

• 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 40% 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

• 5+ years of Retailer, director call report responsibilities.

• 5+ years of Distributor sales call experience with Distributor Director levels and above.

• 3+ years of Sales Planning, Process Development, and Management – specifically JBPs (Joint Business Planning), Quarter Business reviews, Assortment Processes, Monthly Planning meetings, Strategic Pricing Analysis, etc.

• Track record of relationship building with Retailers, Distributor, and Supplier Execution arm (CBI or equivalent VPs, GMs, RMDs, and MDMs levels).

• Manage direct call point responsibilities at the Corporate level and Local levels (Defined by account/division responsivities).

• Key Role Understanding: Proven track record to deliver on Sale Goals with high impact results, Category Management, Space Management, cross functional collaboration (i.e. with marketing, brand, and supporting teams), time management

• Looking for self-motivated, self-determined, highly motivated, team player, indirect leader, goal oriented, results driven, creative thinking, outside the box perspectives, etc. 

Physical Requirements/Work Environment

• 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

• Must be at least 21 years of age. Must be able to sit and/or stand for long periods of time and work on a computer for extended periods. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Location

Additional Locations

Job Type

Job Area

The salary range for this role is:

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting.  Our compensation is based on cost of labor. For remote locations or positions open to multiple locations, the pay range may reflect several US geographic markets, including the lowest geographic market minimum to the highest geographic market maximum. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but not limited to, the prevailing minimum wage for the location, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs.  At Constellation Brands, it is not typical for an individual to be hired at the high end of the range for their role, and compensation decisions are dependent upon the facts and circumstances of each position and candidate. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and any other benefits to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

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).