Role Overview
The Senior Account Director, Adult Beverage is responsible for driving revenue across a portfolio of AB clients by selling Neptune's full suite of shopper marketing solutions, including In-Store media, Digital Media, and Digital Incentives. This is a seller-first, quota-carrying role focused on closing profitable business and growing existing client relationships.
This individual will develop client partnerships, identify growth opportunities, and create data-driven campaign recommendations aligned to client objectives. While the primary responsibility is revenue generation, a smaller portion of the role supports sales acceleration across total AB through proactive insights, opportunity identification, and proposal development using tools such as Circana, Salesforce and internal performance data.
Responsibilities
Revenue Growth & Client Ownership (Primary)
- Grow existing Adult Beverage accounts and develop incremental business
- Identify new and sell into new greenfield accounts for the growth of the adult beverage business
- Close profitable sales across Neptune's In-Store, Digital Media, and Digital Incentive solutions
- Build strong relationships with key client stakeholders to understand business objectives
- Identify and convert new opportunities within existing accounts
- Achieve assigned revenue targets and manage territory performance
Sales Execution
- Prepare and deliver professional sales presentations across Neptune's full toolkit
- Develop client-centric campaign recommendations aligned to shopper and retailer objectives
- Lead opportunities from proposal through execution and renewal
- Effectively negotiate programs balancing client needs and company priorities
- Maintain consistent follow-up to advance and close opportunities
Data-Driven Selling & Sales Acceleration (Secondary Scope)
- Develop insight-led proposals using Circana, Looker, Salesforce and internal performance data
- Identify expansion opportunities within live campaigns (MLOTT recovery, holdovers, extensions)
- Surface category and seasonal opportunities for assigned accounts
- Support proactive pipeline development through ready-to-deploy recommendations
- Leverage performance results to drive renewals and incremental investment
Cross-Functional Collaboration
- Engage internal resources including Customer Success, Operations, Product, and Insights
- Align on campaign setup, timelines, and execution requirements
- Ensure programs are executed accurately and on time
- Communicate forecasting, pipeline, and opportunity updates
Performance Management
- Track and communicate campaign performance and results
- Identify opportunities for continued client investment
- Maintain accurate pipeline tracking and forecasting
- Drive client retention and revenue growth
Requirements
- 8-15 years of sales, account management, or shopper marketing experience
- Experience in beverage alcohol, CPG, retail media, or shopper marketing preferred
- Track record of meeting or exceeding revenue targets
- Strong consultative selling and presentation skills
- Ability to build relationships with client decision-makers
- Experience leveraging data (Circana, Nielsen, IRI, or similar) preferred
- Strong time management and follow-through.
Success Profile
- Seller-first mindset
- Results-oriented and revenue-driven
- Comfortable leading client-facing conversations
- Ability to leverage data to develop client-specific solutions
- Strong collaboration across internal teams
- Organized pipeline and opportunity management
Key Performance Indicators
- Revenue attainment vs target
- Growth within assigned accounts
- Pipeline development and conversion
- Incremental revenue from upsell opportunities
- Campaign performance and execution
- Contribution to AB team growth
Applicants must be able to work for any U.S. employer and not require sponsorship either now or in the future.
