Director, National Accounts On-Premise & Channel Development

What You Need To Know

Shape a remarkable future with us. Build a career working for an industry leader that truly invests in their people – and equips them with leading technology, continuous learning, and the ability to bring their best selves to work. As the premier wine and spirits distributor, Southern Glazer’s isn't just one of Forbes’ Top Private Companies; it's a family-owned business with deep roots dating back to 1933.

The reputation of Southern Glazer’s is well-established, and it's no surprise that we are regularly recognized for our culture. Southern Glazer’s has been recognized by Newsweek as one of America’s Greatest Workplaces for Inclusion and Diversity, as well as for Women and Parents and Families. These accolades speak volumes about our commitment to creating a supportive and inclusive culture of belonging for all employees.

As a full-time employee, you can choose from a wide-ranging menu of our Top Shelf Benefits, including comprehensive medical and prescription drug coverage, dental and vision plans, tax-saving Flexible Spending Accounts, disability coverage, life insurance plans, and a 401(k) plan. We also offer tuition assistance, a wellness program, parental leave, vacation accrual, paid sick leave, and more.

By joining Southern Glazer’s, you would be part of a team that values excellence, innovation, and community. This is more than just a job – it's an opportunity to build the future of beverage distribution and grow with a company that truly cares about its people.

Overview

The Director of National Accounts On-Premise & Channel Development is a cross-functional leadership role responsible for driving strategic growth across national account on-premise customers. This role combines customer development, category management, and operational execution to deliver best-in-class service, sales performance, and data-driven insights. The Director will collaborate with suppliers, internal stakeholders, and ensure alignment with corporate goals across all channels.

Primary Responsibilities

Strategic Leadership & Planning
•    Develop and implement integrated sales, marketing, and customer development strategies across national retail and on-premise accounts.
•    Lead the creation of Channel-specific business plans that align supplier, account, and state-level objectives.
•    Define and execute service strategies for on-premise operations and retail programming.
•    Guide the development of fiscal objectives and promotional tactics to drive market share and sales volume.
Customer & Category Development
•    Serve as the primary point of contact for NAOP team, delivering insights and recommendations that drive category and customer growth.
•    Lead category reviews and develop market-ready leadership plans using syndicated data and shopper insights.
•    Monitor market dynamics and competitive practices to optimize product assortment, pricing, and promotional strategies.
Operational Excellence
•    Oversee program setup, inventory tracking, and compliance reporting for national accounts.
•    Ensure consistent use of operational standards, tools, and reporting across all national account channels.
•    Identify and implement process improvements and automation opportunities.
Team Leadership & Collaboration
•    Foster collaboration across internal departments, suppliers, and national account partners.
•    Conduct regular business reviews with stakeholders to assess performance and identify growth opportunities.

Additional Primary Responsibilities

Minimum Qualifications

•    Bachelor’s Degree in Business, Marketing, or related field; 7+ years of experience in CPG, Wine & Spirits, or Consumer Goods.
•    Proven experience in sales, category management, and customer development.
•    Proficiency in Microsoft Office Suite and data visualization tools (e.g., Tableau).
Preferred Qualifications
•    Strong analytical, communication, and project management skills.
•    Experience with syndicated data (Nielsen/IRI), POS, and space management tools (JDA, Apollo).
•    Ability to influence in a matrixed environment and manage cross-functional initiatives.
•    Willingness to travel up to 40%.

Physical Demands

•    Primarily sedentary work with occasional walking, standing, and lifting up to 25 lbs.
•    Frequent use of computer and office equipment.

EEO Statement

Southern Glazer's Wine and Spirits, an Affirmative Action/EEO employer, prohibits discrimination and harassment of any type and provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender iden