Regional On Premise Key Account Manager, South Central Region

Reporting to the Senior Manager of Regional On-Premise Key Accounts, the Regional On-Premise Key Accounts Manager (RAM) will represent our full portfolio of brands (Mark Anthony Brands & Mark Anthony Crafted Spirits) to target priority assigned On-Premise Regional Key Accounts.  This includes but is not limited to the following On-Premise Account Groups: Regional Accounts with majority of outlets in 1 MABI Region but multiple cities/states, National Account Franchise Groups / Divisions with a nearby HQ located in the assigned MABI Region, or top priority City Buying Groups.

This role will develop strong partnerships with Regional Key Account partners and Franchisee Operators / Divisions, developing and building the best portfolio approach for each account and banner.  This will include identifying in-account activation opportunities, negotiating partnerships with a focus, and understanding of marketing levers and their associated ROI, and identifying/collaborating local sales marketing opportunities with our Field Sales/Marketing teams and respective Distributor Network

Core Duties & Responsibilities

Sales Functions (40%)

• Develop and maintain a business partnership with the executive management, buyers & marketing agencies for assigned Accounts & Wholesaler Network. This includes building effective presentations for selling Programming, New Authorizations, and managing Wholesaler performance with the chain.
• Be the expert on assigned On-Premise Key Accounts & priority geographies / segments; uncovering new potential opportunities and trends in the channel to grow vertically and horizontally frequently.
• Effective at negotiating “Win/Win” situations with Key Account customers to drive long-term success.
• Meet regularly with Account buyers to review MABI performance, authorizations & promotions, driving post-promotion analysis following all programs to evaluate effectiveness and execution.
• Deliver Sales and Financial goals to plan without exceeding budget.
• Travel to & Participate in relevant On-Premise Industry & Account Trade Shows & Conferences.
  
  

Strategic & Marketing Planning (30%)

• Develop Account specific programs and promotions with internal & external Marketing organizations that increase the value of Mark Anthony partnerships with the Accounts management team and Distributor teams.
• Conduct customer analysis, assessing sales and data information using variety of sources (Internal Sales Data; Industry Research/Survey Databases – CGA, Technomic, etc; available On-Premise IRI & IRI Retail Execution Data) all in collaboration with Category Insights team.
• Identify unique sales levers in the On-Premise channel/National & Regional Accounts to maximize sales growth and assign resources to put them into place.
• Aggregate and analyze large amounts of complex data quickly, and distill that data into clear, viable action plans.
  
  

Team & Leadership Functions (30%)

• Work cross functionally with the MABI / MACS Field Sales teams, Trade Development, and Wholesaler network to align chain specific program goals, strategies and execution of programs.
• Develop strong relationships & credibility throughout all mentioned levels of the organization and use appropriate communication processes to keep MABI and wholesaler team informed & driven on Key Account programs, authorizations & initiatives.
• Contribute as a strong voice on the MABI On-Premise Key Accounts & Field sales team in sharing best practices & supporting the team vision of being the #1 Seltzer/RTD Player in On-Premise Accounts; as well as rapid growth of MACS Brands, priority White Claw Vodka.
  
  

Qualifications, Education, & Experience

• Bachelor’s degree
• 5 years of experience in sales, most preferably in the On-Premise, alcohol industry or consumer packaged goods – as a Supplier or Wholesaler Sales/Management
• 3 years Key Account Management experience preferred
• Experience calling on On-Premise chain accounts as a Supplier or Wholesaler
• Experience with overseeing and monitoring field sales & wholesaler network execution of chain specific programs, specifically with field sales & wholesaler leadership.
  
  

Skills & Abilities

• Excellent written and verbal communication
• Adept at customizing presentations, utilizing industry tools, building category insights to appeal to customer’s needs to gain activation & programming
• Strong business & financial acumen and negotiation skills to achieve more for less
• Fact based selling and exceptional relationship development skills with the ability to establish rapport at all levels
• Consistently demonstrates leadership and strong work ethic to peers
• Proven successful collaboration with sales, marketing and financial functions.
• Ability to travel as necessary – up to multiple evenings per week (50% )
• Microsoft office skills (PowerPoint, Word & Excel) – ability to develop & deliver quality presentations
  
  

At Mark Anthony, we live by our 5 Core Values every day:

Sense of Urgency

• We value sense of urgency because we are a fast-paced company in a fast-paced industry
• You act as if there is no tomorrow and get it done today
  
  

Authenticity

• We value authenticity because we need to stay real
• You are authentic, diplomatic, respectful, thoughtful and you always have the best intentions
  
  

Simplicity

• We value simplicity; why use 50 words when you can use 5?
• You thrive in ambiguity, are comfortable with change and bring simplicity to complex situations or grey area
  
  

Humility

• We value humility; there is no room for egos here
• You’re not stubborn, you listen, take feedback/direction and respond quickly to changing direction. We are a team that supports each other
  
  

Trust

• We value trust because unless we are both trusted and trusting, we will not succeed as a team
• You put trust in others and do your best to never let anyone down