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 degree5 years of experience in sales, most preferably in the On-Premise, alcohol industry or consumer packaged goods – as a Supplier or Wholesaler Sales / Management3 years Key Account Management experience preferredExperience calling on On-Premise chain accounts as a Supplier or WholesalerExperience 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 communicationAdept at customizing presentations, utilizing industry tools, building category insights to appeal to customer’s needs to gain activation & programmingStrong business & financial acumen and negotiation skills to achieve more for lessFact based selling and exceptional relationship development skills with the ability to establish rapport at all levelsConsistently demonstrates leadership and strong work ethic to peersProven 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 presentationsAt 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 industryYou act as if there is no tomorrow and get it done todayAuthenticity
We value authenticity because we need to stay realYou are authentic, diplomatic, respectful, thoughtful and you always have the best intentionsSimplicity
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 areaHumility
We value humility; there is no room for egos hereYou’re not stubborn, you listen, take feedback / direction and respond quickly to changing direction. We are a team that supports each otherTrust
We value trust because unless we are both trusted and trusting, we will not succeed as a teamYou put trust in others and do your best to never let anyone down
