National Accounts Manager - Northeast Region

Essential Functions and Duties
PRIMARY RESPONSIBILITIES: Ideally located in NY or VA (Northeast Region) due to the accounts associated with the role. As a National Account Manager, you will represent Great Lakes Brewing Company and work in collaboration with the sales team to partner with distributors and retailers to increase sales volume and profitability, distribution and customer satisfaction, as well as build and implement strategic account plans with assigned key on-premise and off-premise accounts Requires the demonstrated ability to develop effective presentations which include Symphony IRI/data analysis, and to deliver solution based recommendations that will positively affect both the business of our off-premise national accounts and our own business.
ESSENTIAL FUNCTIONS AND DUTIES:

• Manage accounts with the goal of gaining new distribution and promotional activity through direct interaction with key buyers.
• Direct calls on corporate buyers, sell in initiatives such as new brands and packages, marketing promotions, etc.
• Develop and communicate programs, distribution updates, pricing and promotional activity to the National Account, GLBC sales force and our distributors.
• Assist with GLBC pricing strategies, ensure proper execution of pricing and promotional programs and improve share of visibility of our brand (i.e. merchandising) and permanent point-of-sale through retail execution
• Participate in quarterly wholesaler business planning meetings with Business Development Managers and their distributors.
• Assist with sales forecasting and strategic plans based on business and customer needs/priorities
• Conduct work-withs on a regular basis with chain distributor reps
• Track execution on all sales programs, including surveying chain stores for display and distribution execution
• Create and maintain profiles for all National Accounts/call points
• Create annual execution plan for the National Accounts you call on with standards for sales, distribution and share
• Analyze VIP and IRI data and monitor and communicate competitive activity
• Complete weekly recaps to Sales Division Director and monthly reporting to GLBC sales seam and other department managers
• Meet targets and expectations, measured by sales reports, monthly distributor reports, expense reports, and other agreed upon data
• Complete required administrative duties, including but not limited to weekly reports, forecasts, etc.
• Other duties and projects as assigned

Qualifications

Education
Bachelors degree in marketing, sales, or business preferred
Work Experience

• Minimum of three years experience in a sales role required, preferably in a position which involved working with distributors, and knowledgeable about the three-tier system
• Prior experience calling on Off Premise Chain/Corporate buyers
• Proven experience with analyzing data such as VIP, IRI, Nielson, etc., using this to develop and deliver detailed presentations

Required Qualifications

• Proven ability to manage customer relationships, develop business plans, focus on goals/objectives, and deliver results
• Excellent consultative selling skills with proven success in working with key accounts
• Strong interpersonal, communication and customer service skills
• Proven experience with analyzing data such as VIP, IRI, Nielson, etc.
• Ability to effectively communicate with and manage distributors, potential accounts, and retailers
• Ability to manage multiple tasks and deadlines in a fast paced environment with minimal supervision
• Must be computer savvy and proficient with Microsoft Office programs and sales tracking tools
• Must have reliable transportation and a valid drivers license with a driving record considered acceptable based on our insurance company's matrix
• Ability to lift 35 pounds
• Willingness to work flexible and extended hours (including evenings and weekends)
• Willingness to travel out of area and overnight as needed

Preferred Qualifications

• Strong knowledge of the Craft Beer industry