The Customer Development Manager is responsible for collaborating with key decision makers to deliver the annual plan for assigned accounts. The role owns the development and execution of category management and customer marketing initiatives that drive profitable sales and market share growth. Qualifications include detailed knowledge of the national account business model including pricing, programming, program execution, and inventory management; exceptional organizational skills, strong problem-solving skills as well as a strong work ethic with the ability to change gears and work efficiently. Must be comfortable working collaboratively with a cross functional team.
Defined Accounts: Account universe is yet to be determined.

Essential Functions: The job posting reflects management's assignments of essential functions; it does not prescribe or restrict the tasks that may be assigned.

Sales Plan Development and Performance (50%)
Manages direct sales calls for assigned retail chains developing long-term working relationships directly with buyers to advance MSWC business.
Responsible for the recommended annual plan for assigned chains including depletion & POD targets, targeted programming, as well as the definition of KPI’s that will define success.
Utilizes syndicated data insights to track progress against competitive set and recommend strategies to gain share.
Collaborates with marketing department to develop and recommend incremental programs within assigned retail accounts.
Develops and implements chain pricing strategy ensuring that targeted SRP’s are achieved in the market.
Supports and coordinates internal monthly sales forecasting and planning.

Program Execution (25%)
Collaborates with distributor chain account managers to ensure execution against chain authorizations, pricing, programming, & promotions.
Continually review sales against established goals to ensure performance to plan.
Use internal and external resources to identify top opportunities in defined accounts to achieve total MSWC sales goals.
Review and monitor sales data, sales volume, share trends, pricing information, etc. to assess business opportunities and threats.
Communication and Administration (15%)
Conveys MSWC chain priorities, goals, brand strategies, and programming to distributor partners and updates progress against goals and programming execution in a timely manner.
Proactively communicates business issues and opportunities to internal leadership teams including programming wins and losses along with distribution gains and losses to assist in the forecasting process.
Works cross functionally with MSWC finance, marketing, and sales teams to track, evaluate, and report on effectiveness of trade spend.
Communicates progress against key initiatives during weekly team and individual meetings with VP of Sales.
Additional Tasks and Responsibilities (10%)
Exercises independent judgement and discretion on sensitive and confidential projects and assignments.
Applies knowledge of business and the marketplace to advance McBride Sisters Collection’s goals.
Required to travel by air and automobile based on business needs.

Minimum Qualifications:

Required Skills/Abilities
Basic wine knowledge and fluency – the ability to leverage it in business communications and with key accounts.
Professional and emotional maturity – the ability to see the big picture and work within it to complete assignments with speed and accuracy.
Deft in obtaining cooperation and maintaining relationships in the pursuit of goals.
Ability to influence, negotiate, and resolve conflicts in order to reach common goals.
Experience making effective and persuasive presentations on complex topics to both customers and distributor partners.
The ability to work efficiently within time constraints.
The ability to leverage technology to monitor performance, identify opportunities, and complete exception reporting.
Excellent communication and interpersonal skills (both oral and written).
Basic math skills.
Excellent organizational skills and the ability to think critically to solve problems.
An ability to multitask and be agile within a changing environment and with new responsibilities.
Excellent computer skills to include MS Word, MS Excel, PowerPoint, Asana, Google Documents, Google Sheets, and Google Calendar.
Valid driver’s license, auto insurance, and vehicle access requires with an acceptable driving record, when applicable.

Education and Experience
Bachelor’s degree preferred.
10 years minimum in Wine & Spirits supplier/distributor sales experience required including a minimum of 3 years’ experience in retail national accounts.
An equivalent combination of education and experience.
Experience successfully partnering with other corporate functions to achieve success in a dynamic work environment.
Experience addressing strategic issues as well as day-to-day operational concerns.
Strong P&L and budget management experience.

Physical Requirements
Ability to lift up to 65 pounds for in office shipment receiving.
Prolonged periods of sitting at a desk and working on a computer.
This is a remote position that requires working out of a home office.

Other functions may be assigned at the Company’s discretion.