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National Account Manager - Midwest
Posted 11/16/2009
Job Description
Craft Brewers Alliance, a National sales and marketing company, representing high quality hand crafted beers with a portfolio from Widmer Brothers Brewing Company, Redhook Ale Brewery, Kona Brewing Co. & Goose Island Beer Co. has an immediate opening for a Midwest based National Account Manager – Off & On Premise managing National and Regional call points. This position reports to the Director of National Accounts.
Summary of Primary Function
- This position is responsible for growing volume and profitability in assigned accounts through development of plans and relationships with key retailers and assisting key off-premise and on-premise accounts in identifying and executing their top priorities for the craft beer category.
- Responsible for execution of Craft Brewers pricing strategies, by brand, and improving share of visibility for brands (i.e. merchandising) and permanent point-of-sale (POS) through retail execution.
- Responsible for achievement of core brand distribution; promotion penetration; and increasing regional core brand consumer promotion execution; by understanding and applying local dynamics in executing plans.
- Work with Anheuser-Busch National Retail Sales team to:
- Develop common goals with retailers. Work together to achieve these goals.
- Assist the AB Category Management team with our brands.
- Increase AB employee and contractor focus on Craft Brewers brands and programs.
- Work with Anheuser-Busch Distributors to:
- Provide input based on current market evaluation. Understand distributor off-premise capabilities and execute monthly distributor off-premise plan and measure results. Monitor and communicate competitive activity.
- Increase distributor focus on Craft Brewers brands and programs. Work with distributors to build focus on the craft beer segment and increase the execution level of our brands.
- Work with Craft Brewers Key Account and Regional Sales Manager teams to:
- Communicate results and gather information to address specific market needs.
- Position is based in the Cincinnati, OH area.
Specific duties:
- Support Craft Brewers Alliance Mission and Vision Statement.
- Maintain constant communication with the Director of National Accounts.
- Responsible for how Craft Brewers Alliance distribution and promotional activity looks in the off-premise and on-premise markets.
- Create and execute custom programs with retailers and with Anheuser-Busch distributors.
- Assist in price-setting and promotional strategies.
- Maintain visibility in retail trade, including relationship with divisional and store level management.
- Liaison between Craft Brewers Alliance and buyer for key national and regional off-premise & on-premise chain accounts.
- Work with designated key account representatives from wholesalers and Anheuser-Busch.
- Present monthly, six-month and year-end reviews to retailers.
- Create annual account business plan.
- Present Trimester, workshop account business plans.
- Create a monthly key analysis presentation to wholesalers.
- Entertain retailers and key personnel at wholesalers.
- Present new items and programs to retailers.
Qualifications:
- Bachelors Degree in Business; related discipline or equivalent work experience.
- Proven success with key accounts with a consumer products company (preferable in the beer industry)
- Position requires basic knowledge and skills in the following areas:
- Selling Skills, Business Understanding, Category Management, Analysis, Planning and Execution and Organizational Development.
- Selling Skills - Possesses the basic knowledge and skills necessary to execute Fact Based Solution Selling.
- Business Understanding - possesses knowledge of retail delivery and impact of distributor operations on retail. i.e. - knowledge of the dynamics of the retail channel (bar/tavern vs. hotel) and key customer needs (service, brand portfolio, POS merchandising, consumer promotions, etc) and experience in retail call-in account promotions and how distributors service the retail channel. Possesses basic business financial and supporting analytical skills.
- Category Management - possesses basic knowledge about the beer industry and Craft Brewers category management tactics - i.e. - understand the role of craft beer in off-premise and on-premise accounts.
- Analysis, Planning and Execution - possesses basic analysis, objective setting, tracking and measuring abilities for low-complexity applications with short term planning horizons. Has the ability to access and analyze information from various sources, reach conclusions and provide input into larger planning processes. Has the ability to access and manipulate data sources and use Microsoft Office applications including e-mail effectively.
- Organization Development - Has the ability to interact effectively in one-on-one situations with co-workers and customers. Demonstrates approachability, composure and customer focus. Demonstrates leadership and influencing skills to influence distributor and retailer actions.
- Basic Computer software proficiency (MS Office suite; sales tracking tools)
- Ability to travel on a frequent basis.
- Must be able to work flexible hours/days.
- Must have good record keeping and business communication skills.
- Must be familiar with many aspects of the brewing industry and the beer distribution industry.
Craft Brewers offers a competitive compensation and benefits package, rewarding work environment and growth for committed professionals. We are an equal opportunity employer and will not discriminate against any applicant because of race, color, religion, sex, national origin, or disability.
Please forward a cover letter and resume in order to be considered for the position.
E-mail address: jobs@craftbrewers.com
To be considered for a position, please submit your resume via email or mail to the address below.
Careers at Craft Brewers Alliance, Inc
Attn: Human Resources
929 N. Russell St.
Portland, OR 97227
email: jobs@craftbrewers.com
Craft Brewers Alliance, Inc is an equal opportunity employer.
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