National Accounts Manager - Emerging Accounts - Southern CA

  • Company: Moët Hennessy USA
  • Location: United States
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: MHUS00284
  • Date of publication: 2018.07.08

Position

MISSION STATEMENT

National Account Manager's are responsible for developing the distribution and promotion of MHUSA brands and driving the overall business performance within a targeted list of national accounts. Managers are accountable for delivering growth of the entire portfolio---both distribution and volume---in specific national accounts across assigned channels (casual dining, upscale and prestige dining)

Each manager is responsible for developing a detailed plan for their total region to include a specific plan for each brand and for their top 20 accounts. In addition, each manager must develop a plan for new Account development. The future of our team's success is finding and developing new accounts that "Align" with our portfolio while balancing the needs of our current account base with those of new partners.

In order to be successful, National Account Manager's must develop relationships with all level's of management in the accounts they call on in order to drive our business portfolio: owner's, executive committee's and board of director's as well as F&B committee's, marketing departments and operational officer's.

National Account Manager's should be held to a higher standard; They have higher travel and entertainment budgets and significantly higher A&P budgets to manage against their business objectives. They must carry themselves as national business leaders and their actions should reflect the responsibility that comes with entrusting significant company resources to them.

National Account Manager's require the experience and skill set that will command the respect of external distributor partners and the internal MH organization because they must "lead and direct" their colleagues against specific unit level execution. They direct colleagues across regions, distributor networks and throughout MHUSA on a regular basis to deliver specific unit level execution against accounts they manage.

MAIN RESPONSIBILITIES

Account/Sales Management:
 Create and implement a plan by account to deliver new distribution and boost volumes of current and new distribution in assigned accounts.
 Prepare detailed bid responses taking into account the needs of the entire buying team in order to secure the sale which includes a detailed analysis of the following:
o Review of stock/inventory and allocation management to ensure that we can deliver the product
o Pricing preparation and analysis of unit price to show the account the average price of the product and to assist with cost of end product.
o Sales Analysis to see depletion effects and how the sales will be executed on a regional, corporate and Franchise level.
o Profit/Margin Analysis to determine the cost/benefit to both the account and MHUSA.
 Prepare detailed sales presentations working with National Account Marketing, Brand Directors, Insights team or 3rd party consultants to create consumer fact driven presentations that will sell the account on our brands and promotions.
o Must have a thorough understanding of brand plans so that these plans can be used to assist in the development of sales presentations.
o Must understand the buyers and customize presentation to their unique focus.
 Maintain consistent communication and provide necessary information to finalize the sale.
 Create internal National Account Communication (NAC) directing local action required by internal and external counterparts regarding negotiated programs with accounts


Profile

 Create and provide product training to key staff at accounts, distributor team and internal counterparts
 Attend Account's Company Conference's in order to gain insight to develop year on year strategies for our brands and network with key personnel to further our business opportunities.
 Identify and prospect new account in order to develop new partners each year that align with our luxury, "trade up" portfolio.

Marketing Preparation:
Manager's must have a thorough understand of the account's "Brand/Mission Statement" and consumer targets in order to select appropriate MH brand focus and develop consumer programming that meets their needs.
Create custom consumer promotion concepts in conjunction with MHUSA's internal marketing department, the account's marketing department's and 3rd party agencies in order to drive distribution and boost volumes.
Partner with sales competitors to create joint promotion proposals to increase sales as directed by the account marketing and operation departments.

Distributor Management/3rd Party Agency Management
Provide direction to National Account team at the distributor. Ensure all distributor national account manager's have a thorough understanding MHUSA account objectives and brand priorities
Attend account meetings together where appropriate to achieve our account objectives.
Develop, oversee and monitor sales & depletion objectives to ensure targets are met for assigned accounts.
Develop regional, district and franchise programming based on gap analysis and ensure results achieved by distributor team

Compliance Management:
Select Specific accounts and key objectives for local KPI execution.
Continually analyze, evaluate and monitor accounts with assistance of distributor sales team and Market Manager to ensure accounts are executing against the specific mandated and local opportunities
Work with regional Directors of Sales to ensure mandates are delivered.

Business Disciplines
Create a business plan by region, brand and a specific plan for top 20 accounts. Plan should balance against given budget but highlight opportunities beyond to show a total understanding of the region and account potential. Top 10 accounts should have a 3 year plan.
 Ensure all invoices are paid in a timely manner
 Create monthly topline reports with detailed commentary and analysis
 Create promotion recap vs objective reports
 Create distribution recaps by brand/by account vs objectives
 Continually review account depletions and modify strategic plan accordingly
 Prepare and conduct quarterly business reviews with account partners, region colleagues and national account senior management. Highlight region depletion execution, specific account accomplishments versus objectives and budget status.

SKILLS, QUALIFICATION AND EXPERIENCE REQUIERED

Education: Bachelor's degree required, Advanced degree desired

Languages : English

Skills:

8-10+ years sales experience in a Sales & Marketing environment and with the Beverage Alcohol Industry, National Accounts On-premise experience required.

Strong Business / commercial orientation, Strong communication skills, Strong leadership skills.

Must have strong analytical and strategic agility. Must be able to motivate and influence others in order to achieve objectives. Must be creative and flexible to adapt to needs of all accounts and business colleagues.

Experience with digital marketing 


Additional information

Based in Irvine, Southern CA
Start: ASAP

Moet Hennessy USA, Inc. is an equal opportunity/affirmative action employer. Moet Hennessy USA, Inc. considers candidates without regard to race, color, religion, gender, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.

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