Senior National Account Manager - Kroger (Midwest Cincinnati)

Job DetailsJob Location: Off Site - Paso Robles, CA 93446Salary Range: $110,000.00 - $125,000.00 SalaryWho We Are: 

Born in a humble shed on the back-forty of the family vineyard, Firestone Walker is a California beer company like no other – founded by two brothers-in-law who simply wanted to make the perfect beer. Now a regional craft brewery, our singular purpose remains – to craft the world’s best beers. Passionately in pursuit of the perfect beer… and never satisfied. 

Job Summary: 

As a Senior National Account Manager, your role is ultimately charged with increasing the sales of the most awarded beers in America in our most important National Accounts. This includes securing distribution & programming, and working closely with the distributor network to ensure execution.

Essential Job Duties and Responsibilities:    

Call on accounts to secure distribution, features, and programming in your assigned account base.  


Develop and maintain strong, positive relationships with FW field teams and distributor chain sales staff 


Develop relationships with operations/store management from targeted accounts to develop “2nd level” relationships to win jump ball opportunities at retail 


Work with both internal and external stakeholders to ensure execution of programming  


Visiting key account outlets to inspect execution of programming and reporting back results to key stakeholders 


Work with FW employees at retail to ensure execution against distribution and programming 


Complete necessary administrative reporting and communications on a timely basis 


Maintain all sales goals and personal budgets outlined to you and your territory   


Other duties as periodically assigned by your manager 

Additional Market and Distributor Responsibilities: 

Maintain strong distributor relationships.   


Effective communication of sales and promotional activity, monthly chain activity, pricing information, account lists, new products, and promotional calendars. 


Become a preferred supplier partner in distributors’ eyes by being recognized as one of their best key account supplier reps based on contribution to the growth and prosperity of FW’s and distributor’s businesses 

Reporting:    

Timely submission of required administrative reports    


Submittal of call planners at least two weeks in advance of all buyer calls and developed sales presentations at least 3 days in advance of meeting 


Expense report-submitted monthly  


Chain programming communication – major programming communicated as soon as it is confirmed the buyer and monthly recaps sent out by the first week of the month 


Ride with recap is required on all distributor/FW ride withs and must be sent to your manager and key stakeholders 

Communication: 

Weekly call with your Manager (in person or via phone) 


All call backs to distributors, accounts, and customers must be made within 24 hours 


Any commitments made in the trade must be completed within a week from that commitment 

 QualificationsQualifications: 

Minimum 2–4-year college degree in related field 


Ten or more years of selling 


Experience with Key Account Management (preferably in Alcohol Beverage) 


Valid Driver’s License 

Required Skills:

Speaking - Talking to others to convey information effectively.
Persuasion- Influencing others decision making or persuading others to change their minds or behavior through superior skill and knowledge of all our beers and the craft beer community.
Active Listening - This is the key to all sales presentation, understanding your retailer can only be achieved by listening to their needs and filling those needs.  Listening is one of those key skills.
Time Management - Managing one's own time and the time of others.
Organization- ability to manage priorities and routine functions effectively and efficiently
Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
Negotiation - Bringing others together and trying to reconcile differences.
Proficiency with personal computers / laptops and associated programs (Windows, Word, Excel, Outlook and Schedule)
Analytic Skills – Must be able to read, analyze, & utilize syndicated data (IRI/Nielsen) into selling presentations with key insights drawn out
Decision making-collect, assess and interpret relevant information and make sound judgment
Level of Decision Making Responsibility: (TBD)  

  Professional Appearance and Responsibility:  

Maintain professional appearance 


Alcohol consumption: Please review our alcohol policy standard in the employee handbook. 


All FW employees must adhere to all ethical business practices and be responsible in our “distribution” market at all times. 

   Physical Requirements: 

Extensive car travel: average 10,000 miles annually 


Overnight travel: At lea