Job Description
Job Description
Banville Wine Merchants is seeking a dynamic and results-driven National Accounts Manager (NAM) to lead the sales and account management efforts for our wine portfolio across key national and large regional on and off premise chain accounts within a defined multi-state West Coast territory. This role reports directly to the Senior Director of National Accounts and plays a critical role in driving profitable growth, brand alignment, and strategic partnerships in collaboration with Division Managers, distributor partners, and key national accounts.
The ideal candidate will possess a strong understanding of the wine industry, national account dynamics, and category management, with a proactive approach to business development and long-term account growth.
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Key Responsibilities
1. Strategic Planning & PreparationALL\tBuild and maintain strong, trust-based relationships with key decision-makers within national and regional chain accounts.
\tDevelop and implement comprehensive strategic business plans for each targeted account.
\tSustain and grow existing account relationships with a focus on long-term profitability.
\tIdentify and pursue opportunities for incremental sales within existing accounts.
\tTarget, qualify, and convert new account prospects into long-term partners.
\tDesign and present innovative, multi-faceted programs to increase brand visibility and consumer takeaway.
\tMaintain thorough documentation of account strategies, activities, and hierarchy structures.
2. Sales Execution
\tProactively identify and develop new business opportunities, maintaining persistence from prospecting to close.
\tCollaborate with Division Managers to navigate distributor and retail pricing structures.
\tCreate impactful incentives in coordination with Division managers to gain distributor engagement and share of mind.
\tCoordinate promotional activities, including in-store events, wine dinners, and demos, in alignment with account and brand strategies.
\tUnderstand account mapping connection to the BWM distributor network.
\tIdentify and communicate with key distributor personnel who can influence account decision-making using a collaborative process with the DM team.
\tAddress and resolve account issues promptly and professionally.
\tEnsure regular and strategic communication with key account influencers and buyers.
3. Performance Measurement & Continuous Improvement
\tTrack program execution and performance during and after campaigns.
\tProvide post-program analysis and share insights with internal and external stakeholders.
\tConduct execution surveys and performance reviews to identify areas for improvement.
\tMonitor product performance across assigned accounts to ensure alignment with commercial objectives and production agreements.
\tEvaluate individual and account performance metrics regularly.
4. Administrative & Organizational Excellence
\tComplete all administrative tasks in an accurate and timely manner.
\tCoordinate program pricing and promotions with Division Managers.
\tManage expense reporting in compliance with company policies.
\tMaintain up-to-date records and reports on account activities, market trends, and performance.
\tPrepare presentations, RFPs, and business documentation using tools such as PowerPoint, Excel, and internal systems in collaboration with the Marketing team.
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Qualifications
\t5+ years of experience in national or regional account management, preferably in the wine or beverage alcohol industry.
\tStrong understanding of national chain dynamics and distributor networks.
\tRelationships and/or knowledge of key national account buyers and the chains in the territory (existing relationships with Costco, Safeway/Albertsons, Wine.com preferred).
\tDemonstrated success in developing and executing strategic account plans.
\tExcellent communication, negotiation, and presentation skills.
\tAbility to travel regularly throughout the assigned territory as well as participate in international trips and fairs as needed.
\tProficiency in Microsoft Office Suite, particularly Excel and PowerPoint.
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Location
West Coast (territory may include multiple states across the Western U.S.) preferably in CA or WA.
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Banville Wine Merchants offers a dynamic, entrepreneurial work environment and the opportunity to represent a distinguished portfolio of wine brands. If you are a strategic, goal-oriented professional passionate about wine and national account development, we invite you to apply.
Job category: Sales and Marketing
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