Regional Accounts Manager (Spirits)

Overview

The Regional Accounts Manager develops and implements sales strategies, conducts market analysis, and ensures exceptional customer service to maintain and expand Favorite Brands’ market presence. They are responsible for achieving objectives, KPI’s, and targets within their account base which are primarily national and regional chains, and restaurant and hotel groups such as; Perry’s Steakhouse, Trulucks, Mortons, MML, White Lodging etc. This position involves building and maintaining strong relationships with key accounts to achieve sales targets and drive revenue growth. This role also monitors the execution of programming, promotions, and pricing strategies to ensure the attainment of goals and objectives and works with Suppliers to develop/execute account-specific sales and marketing plans.

Responsibilities

1. Sales and Business Development:
   1. Sell to assigned chains and groups.
   2. Develop and execute sales plans to achieve revenue and volume targets for the assigned region/account.
   3. Identify new business opportunities and prospects within the region and expand the company's customer base.
   4. Establish and maintain relationships with accounts to maximize sales opportunities.
   5. Drive success via actively supporting the selling efforts of sales reps, district managers, and key account specialists
   6. Lead all parts of the sales process including targeting appropriate accounts, lead selling, education and positioning brands for success within the account
   7. Monitor field implementation and execution of programs within assigned accounts to ensure product pricing and promotion
   8. Regularly interact with management for updating programming, brand priorities, brand standards and best practices leading to successful execution in the market
   9. Create, coordinate, and attend on-site promotional functions at established customer accounts (e.g., winemaker dinners, product launches, and tastings)

1. Account Management:
   1. Manage and nurture existing accounts to ensure customer satisfaction and loyalty.
   2. Conduct regular business reviews with key accounts to identify growth opportunities and address any concerns.
   3. Negotiate pricing, promotions, and sales agreements with customers and partners.
2. Market Analysis and Strategy:
   1. Conduct market research and analysis to identify market trends, competitor activities, and customer preferences.
   2. Develop and recommend sales and marketing strategies to capitalize on market opportunities and overcome challenges.
   3. Monitor and analyze sales data to make data-driven decisions and adjust strategies accordingly.
3. Training and Education:
   1. Educate customers about the company's product portfolio, features, and benefits.
   2. Provide training to sales teams to ensure they are knowledgeable about the products and sales strategies.
4. Budget and Forecasting:
   1. Develop and manage the regional sales budget, ensuring expenses are within allocated resources.
   2. Provide accurate sales forecasts to support inventory planning.
5. Reporting and Communication:
   1. Prepare regular reports on sales performance, market trends, and competitor activities for management and stakeholders.
   2. Provide detailed tracking reports of performance against agreed-to objectives.
   3. Collaborate with internal teams such as marketing, logistics, and finance to streamline processes and improve overall efficiency.

Qualifications

Qualifications

Proven experience in sales, key account management, or business development within the alcohol industry.

Strong knowledge of the alcohol industry, including distribution channels and regulations.

Excellent communication, negotiation, and presentation skills.

Analytical mindset with the ability to interpret sales data and market trends.

Proven ability to build and maintain strong relationships with customers and partners.

Highly motivated and results-oriented, with a track record of meeting and exceeding sales targets.

Willingness to travel within Texas as required.