National Accounts Director Off Premise - West

Job Description:

The Antinori US companies, Vinattieri 1385, Stag’s Leap Wine Cellars, Col Solare and Antinori Napa Valley, employ individuals whose values and character align with the Antinori’s family core values. These play a key role in the success of our organizations: dedication to Excellence, respect for Heritage, commitment to Innovation and to the Art of Winemaking, support for People.

Position Summary:
Reporting to the Regional Director, West, this position is responsible for establishing and managing sales strategy within the off-premise channel and develop customer specific annual plans that utilize distributor national account team execution. Seek profitable growth in both core accounts and potential new targets, identifying annual critical “must haves” with specific customers. Work closely with field sales and local distributor management teams to ensure strong development and execution [compliance] of both national and local programming. Interface with marketing/brand team and customer marketing to lead tactical development and implementation of promotional activity, marketing events and customer-specific initiatives. Develop understanding of the competitive set to include a working knowledge of the strategies and markets in which each chain operates.

Critical Tasks:
• Execution of Sales Objectives (40%)
• In coordination with Sales and Marketing and distributors, develop and deliver tailored sales presentations for assigned customers to ensure achievement of company sales targets.
• Work closely with Regional Director, West and Western Region Territory Managers to develop and execute Chain programs for the Western Region, pricing and support that will increase business within the Western territory.
• Maximize authorized placements through planner activity, effective communication and use of support opportunities.
• Achieve sales plans by developing, cultivating and maintaining strong relationships with key buyers, leverage relationships to explore new business opportunities.
• Work to leverage existing account placements by adding additional items to increase overall sales.
• Engage, support and be active in-home market account development, surveying and initiatives when not travelling.

• Strategic Chain Channel Development (20%)
• Identify and evaluate opportunities with key accounts, create both strategic and tactical plans by brand for presentation by the team that ensure placement success.
• Follow pricing policies that capitalize on market opportunities while delivering company profitability.
• Analyze market data to identify trends, competitive activity and sales opportunities.
• Utilize internal data to understand brand health and needs and develop action plans for business opportunities to increase sales.

• Leadership (20%)
• Oversee all placement activity and sales versus plan, inventory management and implementation of programs. Review accountability of results against stated objectives.
• Provide feedback to Sales & Marketing Leadership on market issues, opportunities, changes, gaps, challenges and competitive activity.
• Provide Regional Director, West with scheduling, meeting objectives, and follow up on new account development.
• Ensure timely review and submission of distributor invoices, expense and market recap reporting. Adhere to T&E budgets.
• Reviewing and improving current performance and encouraging and allowing for growth, development and innovation.
• Align everyone across the team with the Company mission, culture and vision.
• Cultivate cross department relationships to ensure cohesiveness, strong communication and alignment throughout the company allowing for exceptional business results.
• Actively develop your own Leadership style, knowledge and skillset.

• Distributor Management (10%)
• Ensure sales goals are being achieved by shaping and leading distributor execution to drive maximum performance.
• Develop and conduct regular meetings with Key Distributor personnel to ensure the message and focus is consistent with Accounts and Distributor teams.

• Compliance (10%)
• Communicate regularly upcoming national chain authorizations, pricing and promotions internally and externally.
• Develop, manage and communicate current Chain Core Authorization list for Western Region National Accounts.

Professional Requirements:

Education/Experience: College degree in Business, Marketing, Communications or related discipline. Minimum of 5 - 7 years experience selling wines through multi-tiered distribution channels with an emphasis on the Off-Premise channel, including experience managing a distributor and budgets.

Skills: Must be an effective communicator with excellent written and verbal communication skills. Excellent public speaking and presentation skills, comfortable in front of large and small audiences. Must possess strong listening skills, and outstanding sales skills (follow-up, closing, overcoming objections). Good PC skills (Windows: Word/Excel). Must be a self-starter, be able to juggle multiple situations, and able to work independently. Ability to learn and use effectively reporting tools, to manage and plan business activities. Experience planning/coordinating events, and outstanding time management skills. Must possess a high level of integrity, be self-confident, have an excellent ability to build relationships. Understanding of the importance of providing outstanding customer service. Creative with a winning attitude, selling abilities of telling a story and influencing.

Knowledge: Passion for and extensive knowledge of Domestic and Import wines.

Physical: Must be able to work a flexible schedule including evenings, weekends. Must be able to travel up to 60% including overnight stays both domestic and international. Must be able to lift and carry 40 pounds.

Other: Must have a valid Driver’s license in state employed and must meet the Company’s automobile insurance.

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