OverviewThe ideal candidate for this position will be responsible for the business development of several major corporate customers, analyzing current and potential national account business. They must be able to make recommendations to senior account management that drive the customer's beverage business while benefiting SGWS and key suppliers. Directors must also demonstrate their proven track record of business opportunity development, maintaining top-to-top account relationships, and creating, presenting and selling-in value-added beverage marketing programs and initiatives. Management of National Accounts includes but is not limited to account planning, generating action plans to leverage SGWS capabilities (mixology, category management, EDI, compliance tracking, broken case reports, etc.), profitability awareness, future and current opportunity tracking for increased share of sales, distribution decisions and identifying purchasing patterns. The National Account Director must also provide timely, accurate and complete program information, monitor inventories with operations team, verify pricing, drive compliance, and provide superior customer service.
Primary Responsibilities- Analyze account overlay with SGWS brands by state and steer correct product to correct state keeping SGWS objectives in the forefront.
- Develop working relationships with major decision-making layers for each National account assigned
- Be single point of customer contact and provide timely and superior customer service
- Understand customer needs and goals and sell business solutions accordingly
- Maintain close working relationships with Supplier NA counterparts, communicating account goals and direction and guiding them to business opportunities
- Prioritize corporate and national supplier efforts within each Corporate Customer account to ensure SGWS is their National Account distributor of choice: 1) brand priorities; 2) attend joint planning sessions to understand corporate supplier objectives and goals for each account
- Maintenance of account profile and customer program data base on SharePoint or future state portal
- Coordinate and supply accurate order guides/pricing when requested
- Provide all account information and activity
Additional Primary Responsibilities- Inform accounts of any company pricing or distribution policy changes
- Collaborate with Commercial Operations teams to remedy market level issues of assigned accounts from a sales, operations, and compliance perspective
- Expand footprint of SG Proof by recruiting customers to the on-boarding process and facilitating engagement with the platform.
- Leverage the resources and knowledge of corporate teams (i.e.: eCommerce and Multicultural) to best serve customers and expand SGWS business.
- Increase leadership awareness of key issues impacting National Accounts
- Conduct semi-annual business reviews of assigned National Accounts
- Administrative duties include but are not limited to 1) reviewing activity with leadership to determine progress in attaining customer objectives and associated trackers; 2) Eliminate inefficiencies and costly errors when implementing programs
Minimum Qualifications- Bachelor's Degree Preferred
- At least 2 years of prior National Account Management experience required
- Proven track record of creating and presenting successful beverage marketing platforms and concepts that drive incremental business across the enterprise
- Previous experience with presenting to groups, senior leadership, etc.
- Demonstrated ability to be a consultative partner to ensure Corporate Customers that SGWS is their distributor of choice
- Self-starter and driven personality to be able to achieve corporate account objectives
- Understand account level P&L's and ROI
- Must have the ability to attend after hours and weekend National Account meetings, events, conference calls, etc.
- Proven written and verbal communication skills
- Must be proficient in Microsoft office and have the ability to learn new technical programs as assigned
- Up to 35% overnight/out of state travel required
Physical Demands- Physical demands include a considerable amount of time sitting and typing/keyboarding, using a computer (e.g., keyboard, mouse, and monitor), or adding machine
- Physical demands with activity or condition may occasionally include walking, bending, reaching, standing, and stooping
- May require occasional lifting/lowering, pushing, carrying, or pulling up to 20lbs
