National Accounts Manager - West

O’Neill Vintners & Distillers, the largest B Corp Certified winery in North America and one of the fastest growing wineries in California, is searching for a dynamic, results-driven, innovative, and experienced West Manager of National Accounts to lead and develop talented individuals within the Customer Development team.

The National Accounts Manager will drive profitable and sustainable growth in assigned customer accounts. The National Account Manager is responsible for obtaining volume and distribution targets in assigned accounts; and will work directly with Distributor Chain VPs to drive brand volume, share, and profit.

DUTIES & RESPONSIBILITIES:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Own Wholesaler relationships and management of National Customer Teams
• Aligns directly with the VP of National Accounts West for both RNDC and BBG, Nationally.
• Own relationships and lead Key Customer Meetings
• Responsible for developing and executing annual sales plan (inc. promotional plan, pricing & KPIs)
• Active participant in Tribes
• Sell in, coordinate, & evaluate National Account programs
• Aligns directly with key state Chain VPs (CA, TX, WA, OR, AZ, NV)
• Responsible for key customer P&L
• Responsible for proactively analyzing business/brand performance, reporting to VP/Director
• Lead & prepare monthly and quarterly Reviews
• Coordinate and evaluate execution with Regional Managers
• Execute, measure, and evaluate National programs/initiatives

Required Skills/Competencies:

• Strategic Agility & Planning: Plans annual account objectives with, marketing, customer, and wholesaler teams
• Ability to manage distributor partners at the VP level and below
• Informing: Keeps internal partners informed of critical information
• Negotiation Skills – using storytelling complimented by price, to sell effectively and overcoming internal bias and customer objections
• Insights & Data Skills: Syndicated, qualitative, other, and using it for storytelling
• Action-oriented: Seizes opportunities more than others.
• Customer-focused: Owns relationships with key stakeholders in assigned accounts
• Problem-solving: Quickly assess, triage, and solve complex issues
• Company and Brand Championship – company first mentality
• Budget management
• Business Acumen: Knowledge expert with the assigned customers
• Command Skills
• Results driven: Grows share in an assigned group of accounts through new distribution and activation of programming
• Presentation skills and commanding presence with groups: Expert in presentation skills and messaging of key stories
• Financial Acumen: Executing financial strategies of the organization including pricing and account investment

Key Performance Indicators for this role include:

• Distribution and Velocity growth
• Ability to manage A&P budget for National Accounts West
• Growth of share and Profitability within designated accounts

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Must have a valid state driver’s license
• Highly proficient with Microsoft Office suite including Word, Excel, and demonstrated excellence in PowerPoint skills used for presentations
• Demonstrated ability to manage multiple projects, set priorities, and complete assignments with accuracy and within established time frames
• Excellent written, oral, and listening skills
• A minimum of 7+ years of sales experience, including proven success leading teams in the CPG National Accounts space with wine/spirits experience preferred
• Previous ownership of revenue and A&P spending and budgets
• Bachelor's degree in a related field
• Strong knowledge of pricing management programs
• Must be located in the Western United States, ideally California, Texas, Arizona, Washington, or Oregon

Cultural Behaviors:

O’Neill team members areForward Thinking, Hard Working, Problem Solverswho work asOne TeamtoAlways Deliver. O’Neill employees thrive in a fast-paced, no-excuses environment to always deliver best-in-class results!

PHYSICAL REQUIREMENTS:

• Extensive computer usage for administrative work
• Ability to lift up to 50 pounds
• 50% travel

WORK ENVIRONMENT:

• Moderate demands for movement and lifting
• Frequent travel to customer sites is required. Travel will be >50%.
• Work location is performed in a typical field environment or home office with frequent visits to headquarter office for meetings

COMPENSATION:

Salary: $130-170k annually