National Accounts Manager

Job Description

Company Summary

We’re the producers, creators and marketers of beer, wine and spirts brands that people love. At Constellation Brands, we’re driven to push boundaries and think beyond today to deliver products and experiences that resonate now, tomorrow and well into the future. Because of this approach, we’re the fastest-growing large CPG company in the U.S. at retail, with operations in the U.S., Mexico, New Zealand and Italy. Our premium portfolio of iconic brands like Corona Extra, Modelo Especial, Kim Crawford, Robert Mondavi, Meiomi, The Prisoner, SVEDKA Vodka, High West Whiskey, and more drive industry-leading growth for us today. But we’re just getting started. Our ability to stay on the forefront of consumer trends has fueled our success since our founding in 1945 and will guide us in creating the next generation of products and experiences Worth Reaching For.

Position Summary

The National Accounts Manager is responsible for selling and executing the sales and marketing programs for key national grocery 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 multiple Albertsons Companies Divisions consisting of approx. 480 large format grocery outlets across the southwest region(s) of the US. Responsibilities will include but are not limited to selling Constellation portfolio, priorities and influence with ABSCo division category leadership teams as well as Constellation wholesaler networks and internal field sales teams.
• Develop, and execute detailed annual business plans that include distribution, depletion volume, and innovation launch targets that meet or exceed agreed upon Constellation performance indicators.
• Communicate sales results to Constellation Brands National Accounts leadership as well as  field sales and distributor networks to ensure execution alignment 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 Accounts 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 productive 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 advanced knowledge and usage of various sof