What are the responsibilities and job description for the Senior Manager, Key Accounts position at Mark Anthony Brands Inc.?
Mark Anthony Group is an entrepreneurial drinks company, built from the ground up by thinking differently, innovating and doing the unexpected. Our company is rooted in family values, a bold vision and relentless determination to continuously raise the bar and make a positive difference in consumers' lives. Founded in 1972, we’ve grown organically from a one-person import wine business into an international drinks company whose hallmarks include a portfolio of luxury wineries and iconic beverage brands, including White Claw® Hard Seltzer, Mike’s Hard Lemonade, Cayman Jack and Más by Messi™.
Develop and execute sales strategy for a designated key account, with a focus on delivering against annual AOP targets and driving profitable market share growth. Collaborate cross-functionally with finance, marketing, DCOE, category management, distributor managers, and partner closely with GMs, RDs, and Field Personnel to improve execution and distribution for all MABI/MACS brands. Coordinate efforts with key distributors and the sales force to ensure strong brand representation and alignment.
Accountabilities
Our Purpose is not just a statement; it is a call to action that binds us together and ignites our passion for making a difference. It is the driving force behind why we do what we do every single day, connecting our global organization across all business units, roles, and locations. We are:
Best in Our Craft
We set the standard with a pursuit of excellence that can be found in everything from our products and processes to our plants and people.
Ambitiously Curious
We stay curious, dreaming big and navigating the unknown with an enduring belief in better.
Made With Humility
We bring humility, authenticity, fun, and support to every collaboration and celebrate wins as a team.
Daringly Disruptive
We disrupt the status quo, moving fast to seize opportunities and acting scrappy to stay ahead of industry giants.
Develop and execute sales strategy for a designated key account, with a focus on delivering against annual AOP targets and driving profitable market share growth. Collaborate cross-functionally with finance, marketing, DCOE, category management, distributor managers, and partner closely with GMs, RDs, and Field Personnel to improve execution and distribution for all MABI/MACS brands. Coordinate efforts with key distributors and the sales force to ensure strong brand representation and alignment.
Accountabilities
- Key Account Management: Establish, develop and maintain relationships with key account level.
- Strong partnership with distributor category management/chain teams in the Top 10 wholesalers to support strong execution and increased share of shelf for MABI brands
- Fosters seamless integration between Key Accounts and the Field Sales organization of MABI and MACS
- Own the corporate call point for a Key Account through strong/proactive communication, strategic thinking, and strong focus on team culture
- Develops self and others to improve performance in current role and to prepare for future roles; seeks and provides feedback and coaching to enhance performance
- Growth is 50%: ABP volume ex-innovation and ABP volume innovation
- Execution is 40%: Deliver ABP PODs ex-innovation , Deliver ABP PODs innovation and Grow menus/programs on-premise
- Share is 10%: Grow WC share of Seltzer, Grow Mike’s share of FMB, Grow Cayman share of FMB, and Grow MABI share of Flavor
- Relationships with key account to ensure they can met/exceed their sales goals.
- Account Strategies to develop and implement plans tailored to each key account to drives sales and growth
- Company strategy by providing insights from key accounts regarding market trends to review the sales/marketing strategies.
- Distribution decisions related to distribution channels or logistics
- Cross-Selling Opportunities of the full company portfolio
- Major promotional activities or marketing campaigns
- Budget Allocation within their region on how funds are allocated for marketing, sales, and other activities
- Field Sales, On-premise, Spirts
- Regional Pricing & Marketing
- Supply Chain & Logistics
- People Operations
- ABP Planning and Incentive Programming
- Territory Budgets
- External Suppliers & Distributors
- 10 years of experience in CPG sales, preferably in the alcohol industry
- 3-5 years in key account sales with relationships and experience calling on Publix.
- Strong businesses acumen based on previous experience working with Publix.
- Strong people management skills for motivating, inspiring and leading cross functional teams.
- Proven ability to mobilize and influence beer distributor networks to drive sales and brand performance.
- Extensive experience leading pricing strategy discussion and analysis within a complex three-tier distribution system.
- Strong knowledge of syndicated data and ability to establish rapport through value-added insights.
Our Purpose is not just a statement; it is a call to action that binds us together and ignites our passion for making a difference. It is the driving force behind why we do what we do every single day, connecting our global organization across all business units, roles, and locations. We are:
Best in Our Craft
We set the standard with a pursuit of excellence that can be found in everything from our products and processes to our plants and people.
Ambitiously Curious
We stay curious, dreaming big and navigating the unknown with an enduring belief in better.
Made With Humility
We bring humility, authenticity, fun, and support to every collaboration and celebrate wins as a team.
Daringly Disruptive
We disrupt the status quo, moving fast to seize opportunities and acting scrappy to stay ahead of industry giants.
