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Key Account Specialist - Bay Area California

Tooth and Nail Winery

Remote > Bay Area, CA

Job Description:

This position will focus on building the Tooth & Nail (T&N) portfolio of brands by calling on key on and off-premise accounts, managing key account relationships, driving quality distribution through menu placements, staff training, merchandising and specialty events for Tooth and Nail portfolio. This position will cover wine sales in the California Bay Area market by operating in a multi-site location, including on-premise visits with distributor/retailers and other meetings and events.

Key Responsibilities:

*Driving high quality distribution of T&N brands in identified target accounts and developing new prospects in assigned territory
*Call on key accounts, execute events to drive sales and train account staff on brand attributes and selling points
*Secure distribution, visibility and impactful menu placements in target accounts to enhance customer pull and rate-of-sale
*Guide accounts in effective merchandising through proper shelf managements and brand visibility, and to ensure brand marketing materials and displays are utilized within your assigned account base
*Responsible for developing and maintaining records of sales achievements/quotas and an organized list and plan for both on and off premise accounts
*Identify new opportunities and create new partner accounts
*Support distributor incentives and programs that have been implemented by the sales management team
*Maintain a visible and value-adding presence in the market both with key retailers and distributors
*Proactively evaluates and manages distributor inventory levels
*Through presentations and work-withs, builds distributor knowledge of, and belief-in, T&N's complete wholesale portfolio
*Ensures account target lists by brand are developed along-side distributor and focus is prioritized against them
*Regularly analyzes market performance to ensure goals are on track and achieved
*Build and maintain effective business relations with the trade, sommelier community, distributors, gatekeepers, and local market influencers
*Collaborate with distributor on brand and sales objectives, through ride-withs, team meetings, and general sales meetings
*Host monthly Happy Hours with local teams to build brand awareness and develop relationships
*Help facilitate the relationship with sales reps and field sales managers that influence the accounts within your geography
*Conduct product education/sampling, educate store personnel and consumers and complete post sampling recap
*Develop and manage brand and category trainings for key accounts and consumers, ensuring we are top of mind within top tier accounts (both on and off premise)
*Monitor and report competitive activity, brand movement, pricing, and distribution penetration and highlight opportunities to sales and marketing team


*Existing relations with Breakthru CA
*Passion for wine
*Maintain a CRM platform, VIP Karma, to log progress against KPIs
*Must have at least 3 years in beverage alcohol sales with comparable goals and responsibilities, preferably at the wholesaler or supplier level working with multiple SKUs
*Able and willing to travel
*Valid driver's license, clean driving record and good credit
*Must be familiar with the three-tier system in the on-and-off premise environment and be able to demonstrate numerical and analytical acumen to identify sales opportunities
*Self-starting enthusiasm and can-do attitude
*Able to work as part of a team and independently
*A willing to work full-time, non-traditional, late-night hours as required and travel throughout assigned territory and occasionally beyond.
*Must be reliable and possess a high level of work ethic to go above and beyond to accomplish goals
*Proven ability to develop relations and influence others (accounts, bartenders, and distributors teams)
*Proven track record of achievement; people management a plus
*Resourceful, creative and organized with ability to manage timelines, budgets and event logistics
*Strong computer skills, particularly in MS Office Suite
*Physical capabilities necessary to complete duties of the job
*Bachelor's Degree
*Located in the East Bay or South Bay
*Experience in the local market with on-premise sales, marketing or promotions and with off-premise sales, merchandising and in-store demos
*Strong financial acumen and analytical ability

Pay & Benefits:
- T&E Account
- Mileage Reimbursement
- Bonus Eligibility
- Health Insurance: Medical, Dental and Vision

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Additional Information:

Job Posted:
Tuesday, May 14th
Type of Work:
Full Time
Job Category:
Job Level:
$7O,OOO.OO ‍−‌ $75,OOO.OO

Contact Information:

Tooth and Nail Winery
Ted Gibson