JOB STATEMENT: The Director of National Accounts, On-Premise is responsible for leading, creating and implementing sales strategy within a specific group of On-Premise National and Regional chain accounts to meet/exceed the company’s annual customer plan and performance objectives. The primary responsibility of this role is to develop and maintain strong relationships with National and Regional buyers while directly expanding placements across this vast channel. The role will work closely with our distributor partners and Bronco’s National Sales team by providing clear direction on company priorities and executing against customer specific initiatives.

ESSENTIAL DUTIES:
Directly call on company defined National/Regional on-premise chain accounts to secure key BTG and BTL placements
Develop and maintain professional business relationships with targeted National/Regional Chains
Develop customer annual plans to coincide with BWC brand priorities to achieve revenue and profit goals
Work with the Managing Director of Sales to develop action plans for business opportunities using strategic market insights for this channel
Work collaboratively with BWC Sales, Marketing, and Producers/Brand Ambassadors to ensure corporate objectives are being achieved
Establish strategic plans to engage Managing Director of National Sales and other key stakeholders in top-to-top meetings with key National Account buyers and their leadership to grow long-term partnerships
Work directly with distributor national account on-premise teams to communicate BWC company and brand plan strategies, develop strategic plans to grow placements and execute the plan. Ensure all distributor chain managers have a clear understanding of BWC brand standards and expectations
Implement and execute sales performance measures and targets using the BWC brand priorities with key accounts
Manage SKU priorities by varietal and price segments and review execution against these standards within each key account
Manage program execution through all key phases: planning-communication-execution-evaluation
Introduce and execute new product launches as directed
Participate in trade events, distributor holiday shows, crew drives, blitzes and wine dinners
Attend chain meetings at distributor to train and educate sales people
Hold monthly business reviews with ZM/RM’s and major distributors to review key account performance against plan as well as assessing any immediate risks and opportunities
Review performance against plan as well as assessing any immediate risks and opportunities
Develop and present annual on-premise strategy and bottom-up budgets to Managing Director National Sales using baseline performance to support budgets
Adequately plan POS and funds for approved chain programs
Conduct post-promotional analysis in conjunction with Managing Director National Sales (as applicable)
Recap of successes, opportunities and market intelligence should be sent at the end of each month to the Managing Director National Sales, ZM’s/RM’s and appropriate distributors
Enhance the overall service model to ensure customer satisfaction, profitability and retention, and create new methods of accountability to support highest level of service and performance in the National Account on-premise channel
Ensure that the BWC culture is consistently supported in all business and associate interactions, which includes both ethical and legal aspects, complying with federal and state laws and BWC company policies and procedures.

JOB REQUIREMENTS:

Education/Experience:
Bachelor’s Degree or equivalent work experience
5 years of related wine industry experience required and 2 years of people management
Strong, established relationships with key National Account on-premise buyers
Ability to forge new relationships with key chains
Active in Chain On-premise Management, leadership, track record
VIP / Karma knowledge
General Alcohol and Beverage experience

Knowledge of:
Excellent communication, organizational, and self-motivational skills
High level of integrity, confidence
Strong analytical thinking

Ability to:
Make sound decisions regarding sales and personnel
Work independently and effectively in assigned area
Travel via airplane

PHYSICAL REQUIREMENTS:
Sit for an extensive period of time
Perform tasks using standard computer equipment and software including excel, word, PowerPoint and other essential tools

WORK ENVIRONMENT:
Indoor climate
Limited noise levels