Summary of Position:
The National Accounts On-Premise Manager [aka: NAOP Manager] is responsible for growing the HERITA USA portfolio of wines in their territory and with specifically assigned national on-premise accounts. The NAOP Manager is a detail-oriented person who utilizes data analytics and storytelling to create opportunities to grow SMUSA brands' market penetration and sales. This individual collaborates with the Director of National Accounts On-Premise to achieve company objectives and expand market penetration. The NAOP Manager maintains existing relationships with our commercial team, distributor NA teams and NA on-premise buyers within their territory or assigned account coverage. The NAOP works specifically with the North, South and East Regions.
Essential Duties/Responsibilities:
o Account Management
o Develop high level business relationships with assigned accounts
o Collaborate with our commercial team in their respective markets to execute national and regional programs and identify opportunities to grow
o Market Activity
o Conduct surveys to “inspect what you expect” in terms of placements, activations in accounts and pricing
o Conduct distributor NAOP team meetings-to communicate corporate programming, objectives and ensure planner execution
o Conduct market work “withs” with distributor NAOP teams
o Collaborate with HERITA USA District Managers in their respected markets to execute programming
o Participate in trade market activities in the region
o Train and educate NAOP teams on brand history and wine knowledge
o Business Acumen
o Work with Sales Director to develop action plans for accounts to enhance depletions and expand distribution opportunities
o Analyze sales data (including depletions and syndicated data) to effectively manage business within assigned accounts and to identify and sell-in incremental business opportunities
o Keep the commercial team informed of market trends and competitive activities
o Monitor on-premise trends and developments to stay relevant to changes in the industry and identify new selling opportunities
o Develop fact based selling tools
o Monitor pricing to uphold brand standards
Allocation of time:
o Market engagement – 20%
o In person meetings with distributor teams, commercial teams and account support
0 Corporate account calls – 30%
o In person and virtual communication with national accounts
o Administrative duties – 50%
o RFP/LTO presentations, business reviews, distributor and commercial sales team engagement, inventory control, pricing reviews, trend and data analysis
Job Requirements:
o Bachelor's degree or equivalent work experience
o Preferred 5 years' experience in the wine industry with on-premise key accounts
o Highly proficient in Microsoft Office Suite (Excel, Word, Outlook, PowerPoint)
o Strong communication skills, including ability to negotiate and gain commitment
o Keen understanding of the three-tier distribution system
o Must be able to recognize and solve problems
o Must possess strong time management skills, work independently, and in a team environment to collaborate and achieve assigned goals and objectives
o Genuine passion and knowledge of wine industry, interest in Italian wines preferred
o Availability and willingness to work flexible hours and weekends, when necessary
o Candidate must reside within designated territory
o Candidate must be able to travel around within assigned designated territory, valid and clean driving record
o Candidate must be able to lift and carry a case of wine, 35LBS
o Candidate must be willing and able to travel to Italy, at the company's request
o Candidate must be willing and able to travel to corporate headquarters annually
ABOUT HERITA USA
HERITA USA is a leading fine wine import company representing premium and ultra-premium wine estates and over thirteen world-renowned wineries throughout the United States, including Santa Margherita, Torresella, Ca' del Bosco, Masi, ROCO, Kettmeir, Lamole di Lamole, Sassoregale, Sella Antica, Fattoria Sardi, Ca Maiol, Giovanni Rosso, and Cantina Mesa. The wine portfolio is a dynamic and diverse mosaic of the finest wine regions, including the Veneto, Alto Adige, Franciacorta, Willamette Valley, Lugana, Tuscany, Sardinia, and Piedmont.
Job category: Sales and Marketing