Position Overview:
Amazing opportunity to join the second largest family-owned winery in the world, Trinchero Family Estates (TFE). In this role, you will be responsible for overseeing and managing TFE’s relationships with restaurants and concessions key accounts within the on-premise sector of the hospitality and beverage industry. This role will report directly into the VP of National Accounts Sales & Marketing.
Our Mission & Vision:
To be the leader in the alcohol beverage industry by providing our customers with products of high value while maintaining integrity and family tradition. To attain long term growth and profitability through the production and sale of high-quality products for the consumer, guided by our commitment to company values.
Our Core Values:
- Respect and invest in relationships to build beneficial long-term relationships.
- Trust and Confidence in quality brands
- Great Corporate Citizens dedicated to environmentally responsible practices.
Job Summary:
The Director of National Accounts - On-Premise is responsible for developing and executing strategies to drive sales and revenue growth through key accounts within the on-premise sector, which includes restaurants, concessions and other hospitality establishments. This role involves building and maintaining strong relationships with some of our largest national account customers, such as Darden/Bloomin, distributors, and internal teams to achieve business objectives.
Provide leadership, coaching, and mentorship to direct reports. Set clear performance expectations, objectives, and goals for the team.
Essential Functions:
The following reflects the essential functions for this job. Leadership may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or the needs of the business.
Account Management:
- Develop and maintain relationships with national on-premise accounts.
- Understand the unique needs and requirements of each account and tailor solutions accordingly.
- Negotiate contracts, pricing, and terms to maximize profitability while ensuring customer satisfaction.
Strategic Planning:
- Strategic Planning: Develop and execute sales and marketing strategies to achieve revenue and market share targets. Analyze market trends, competitive landscape, and customer preferences to identify growth opportunities.
Cross-Functional Collaboration:
- Collaborate with internal teams such as sales, marketing, supply chain, and finance to ensure seamless execution of account strategies. Provide input to product development and marketing teams based on customer feedback and market insights.
Sales and Performance Tracking:
- Monitor and analyze sales performance against targets and KPIs. Implement corrective actions as needed to meet or exceed sales objectives.
Market Expansion:
- Identify and pursue opportunities to expand the company's presence within the on-premise sector, including entering new markets or segments.
Compliance and Reporting:
- Ensure compliance with all contractual agreements and industry regulations. Provide regular reports and updates to senior management on account performance and market trends.
Communication:
- Responsible for the execution, communication, and execution of National Account programs.
- Build respectful relationship: Promote an environment of trust and open communication. Conduct all duties in a professional, effective, and efficient manner in alignment with TFE standards. Lead by example.
- Collaborate across all departments and champions the Trinchero Family Estates "One Team" approach.
- Maintains a visible and value-added presence in the market both with key national account buyers and local teams.
- Research and develop key placement opportunities and target lists, partnering with TFE Field sales and management.
- Execute brand standards and channel priorities in all channels.
- Build a National Account Target list and manage through call points.
- Responsible for utilizing sales tools (KARMA, VIP, Data Essentials, Wine Quest & Power BI) effectively to grow existing business, identify new opportunities and track key initiatives.
- Participate in community events and activities while representing the winery in a manner consistent with our values and goals.
- Regularly monitor and analyze market performance to ensure goals are on track to be met.
- Research and compile competitive pricing and strategies to share with all TFE teams.
- Collaborate with commercial strategies to ensure national execution of key initiatives.
- Additional duties as assigned.
Qualifications:
- Bachelor's degree in Business, Marketing, or a related field (Master's degree is a plus).
- Minimum of five years of relevant experience in sales or national account management within the beverage or hospitality industry.
- Proven track record of successfully managing and growing national accounts, achieving sales goals and growing distribution for premium brands in the wine industry, CPG, or related industry.
- Strong negotiation, communication, and interpersonal skills.
- Strategic thinking and problem-solving abilities.
- Ability to travel as required to meet with customers and attend industry events.
- Proven success in creating and developing key relationships threw service, trust and empathy.
- Ability to manage multiple and often competing priorities.
- Internal motivation and drive for personal growth and development.
- Strong business acumen: know the industry, competition, and trends affecting the business.
- Exceptional verbal and written communication, presentation, negotiation and conflict management skills.
- Highly organized and committed to continuous improvement in this area.
- Demonstrated knowledge of MS Office Suite and software applications related to job functions.
- Knowledge of state and federal liquor laws required.
- Must have a valid Driver’s License and a clean driving record.
Working Conditions:
- Frequent travel, both by car, air or train
- Ability to lift at least 45 pounds (case of wine)
- Regular working schedule to include evenings and weekends
- Long and irregular hours during peak seasons and/or special events
- Moderate to heavy physical work
