Job Description/Responsibilities
The Regional Account Manager has three distinct responsibilities: 1. Deliver assigned vol & share growth of Sazerac's ttl bev portfolio across all applicable categories 2. Call on & develop relationships w/assigned Retailers that drive results against all assigned KPIs inc execution, distribution & programming through all levels of stakeholders 3. Execute channel specific strategies, standards & tools to be used throughout org that ladder back to SZ company strategies & support multi-year JBP
- Utilize My Performance system to identify places for self-improvement to improve own effectiveness & achieve goals. Ensure there is a prioritized My Performance plan, along with tangible action plans & make measurable progress against the identified action steps. Actively participate in improving skills & documenting learning within My Performance system.
- Understand & support brand prioritization by state while understanding that we are building scale around our 3+1 strategy & national brands. Include state specific brand plans into and multi-year JBP's with Retailer. Keep the Division & State Managers and NAM team informed of the progress on major initiatives through Program Announcements, Monthly Updates & rigorous tracking.
- Develop & agree on applicable KPI's to ensure we are focused on the highest priority & highest reward initiatives. Monitor & manage execution on a monthly & quarterly basis.
- Deliver Sazerac volume & share growth exceeding the annual plan by helping the retailer grow their spirits/beer/wine/non-alch categories with total Sazerac portfolio. Develop solutions that drive trips and baskets and deliver targeted ROI. Leverage the full portfolio in terms of National Brands (Equity AND Small Sizes) and Control Label to drive growth and/or cost savings.
- Identify opportunities that support our stated long-term objectives and use solution-based selling to secure distribution and promotional activity across total Sazerac portfolio, including spirits/ABA/non-alch. Leverage the full portfolio in terms of National Brands (Equity AND Small Sizes) and Control Label to find solutions for the consumer and retailer. Work with the appropriate Trade Marketing and Brand Teams to secure incremental investment.
- Develop tools & processes that lead to insights and actions that ultimately deliver against assigned KPIs. Likely sources will include PBI, Nielsen, IRI, Numerator, iDig, COGNOS, Power Point and Excel. Monitor market trends and maintain data on competition.
- Drive distribution, programming, and volume growth of Sazerac's total portfolio. Work with Dir to create the vision for how we invest in and go to market within the channel. The role will drive commitment through every level of key stakeholder to deliver against the KPIs that support the Annual Operating Plan and ladder back to the channel strategy. This role is expected to work at the buyer level across all categories to uncover bigger opportunities within assigned Retailers. Develop and implement multi-year channel specific strategies that are incorporated in all Retailer JBPs
- Secure, understand and utilize national and state level pricing standards and deviations for use with the strategic account presentations and execution compliance. Be the eyes and ears so that timely feedback can be heard by brand teams. Work with Business Intelligence & Commercial Finance to analyze pricing activity and drive most effective ROI.
Qualifications/Requirements
MUST
- Good time management skills and the ability to prioritize
- Excellent analytical, interpersonal, communication and presentation skills
- Ability to develop customer relationship
- Bachelor's Degree
- Ability and willingness to work non-traditional hours (nights/weekends)
- Highly effective negotiation skills
- Self-motivated, innovative and solution-oriented mindset
- Category Insight/Analytics experience
- Strong analytical and technical skills
- Off Premise Chain Sales and/or Marketing Experience
- implementation or project management experience.
- 3 years minimum experience in Sales Management and Key Accounts with a proven track record of success
PREFERRED
- Record of successful leadership
- Experience in Alcohol Beverage Industry or CPG overall
