National Account Director, USA

JOB TITLE: Director of National Accounts On/Off Premise – USA

DEPARTMENT: Sales

PRIMARY LOCATION: TBD

DIVISION: National Accounts

TERRITORY: USA

REPORTS TO: President – Americas

FULL TIME/PART TIME: Full Time

DIRECT REPORTS: Yes

SUMMARY:

Established in 2013, Stoli Group is a leader in the production, management, and distribution of a global portfolio of spirits and wines. Renowned for its flagship brand, Stoli® Vodka, the company appeals to luxury on-premise global consumers. At the heart of Stoli Group’s offerings lie iconic brands including elit™ Vodka, Kentucky Owl™, Cenote™ Tequila, Tulchan™ Gin™, and Se Busca™ Mezcal, Bayou® Rum, Archaval Ferrer and Arinzano Wines. Spanning over 176 markets worldwide, Stoli Group collaborates with a network of 200 distributors. Headquartered in Luxembourg, the company’s production facilities in Argentina, Spain and the United States have a rich heritage dating back to the early part of the last century.

The Director of National Accounts drives profitable and sustainable growth in respective customer groups through their teams for both the on and off premise National Account Channels. The Director leads the strategy, development, and implementation of company initiatives to grow volume, share and profitability in assigned off and on premise strategic accounts. The Director leads a team of account managers that builds relationships within a defined number of key strategic customers covering the scope of the USA in off and on premise accounts, and owns relationships at and above the decision maker in each of the accounts. Owns the relationship with the wholesaler National Accounts teams at the SVP level with strong relationships at the VP and Account Executive levels within those organizations.

DUTIES & RESPONSIBILITIES:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Responsible for developing and executing long and short-term key customer sales and planning (retail, cocktail strategy, promotional, & KPIs)
• Lead & develop a team of strategic account manager(s)
• Responsible for customer P&L and A&P spends with team and wholesaler
• Responsible for proactively analysing business/brand performance, reporting to President
• Develop Annual Operating Plan and lead QBRs with wholesaler VP’s of National Accounts
• Own Wholesaler relationship and management SVP and VP level for National Accounts teams
• Developing/Implementing, measuring, and evaluating National & Local programs/initiatives within customer group
• Active participant in Brand Societies

Required Skills/Competencies:

• Results Driven: Sets Area objectives and delivers targets
• Strategic Agility & Planning: Think 2-3 years horizon and partners with key internal and external stakeholders to build effective plans
• Financial Acumen: Planning and executing the financial objectives of the area
• Problem solving: Quickly assess, triage and solve complex issues
• Negotiation Skills: Insights & Data Skills: Syndicated, qualitative, and interpreting data and using it for storytelling
• Company and Brand Championship – company first mentality
• Presentation skills and commanding presence: Can capture room and conversation in any situation, including impromptu occasions
• Marketing Prowess: Strategic thinking vs tactical/executional mindset – big picture
• Leadership and Development of talent: Development of direct reports to achieve next level
• Command Skills
• Communication
• Informing

Key Performance Indicators for this role include:

• Volume and Share Growth
• Wholesaler Score Card goal attainment
• People development

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• A minimum of 10 years of sales experience, including proven success leading teams in the CPG National Accounts space with spirits experience preferred, wine is a plus
• Existing relationships within the top on and off premise National Accounts and agencies (IMI, Patrick Henry, etc)
• Bachelor’s degree in related field, MBA a plus
• Previous ownership of revenue and A&P spends and budgets
• Highly proficient with Microsoft Office suite to include Word, Excel, and demonstrated excellence in PowerPoint skills used for presentations
• Strong knowledge of pricing management programs
• Excellent written, oral, and listening skills
• Demonstrated ability to manage multiple projects, set priorities and complete assignments with accuracy and within established time frames
• Ability to influence others’ actions without authority
• Ability to lead, coach, and develop others
• Must have a valid state driver’s license

Cultural Behaviors: Team player, collaborator, winning attitude

PHYSICAL REQUIREMENTS:

• Requires frequent travel by air and auto to visit accounts and markets
• Extensive computer usage for administrative work
• Ability to lift to 50 pounds

WORK ENVIRONMENT:

• Work location is performed in a typical field environment or home office with frequent visits to headquarter office for meetings
• Moderate demands for movement and lifting
• Frequent travel to customer sites is required. Travel will be >50%.

SENIOR TITLE REQUIREMENTS: 3- 5 years of consistent high-level performance and mastery within current role.