Sr. Manager, Key Accounts & Strategy

Job description

Join the team at **New Jersey’s largest wine and spirits distributor!** At Allied Beverage Group, we’re proud of our dynamic, family-based culture and our role in keeping the beverage industry moving. If you're looking for a great company with great people—this is the place to be! ### Opening **1. Strategic Leadership & KPI Attainment** Roles will own the **‘Play to Win’ scorecard**, ensuring that our Core Selling Divisions aren't just meeting but exceeding targets. - **Alignment:** Will act as the primary conduit between Sales and Marketing to ensure that national strategic programs are translated into actionable, local execution. - **Accountability:** We will track performance with focusing on **price management**, shelf standards, distribution gaps along with all other critical winning opportunities for the portfolio; **2. Market Execution & Merchandising** Will manage and mentor our key account merchandisers to turn retail environments into supplier showcases. - **The "Perfect Store":** We will pursue dominance in A Retail Locations, primary shelf placement, cold box and high-traffic secondary displays. - **Account Planning:** Each Strategic Account will have a custom plan focused on depletions and premium brand visibility. **3. Business Development & Relationship Management** Growth comes from identifying opportunities and working across the full Commercial Teams to spot and capture winning on the portfolio. - **Opportunity Mapping:** Will analyze competitive activity and customer needs to pivot our strategy in real-time, capturing new "White Space" in both On- and Off-Premise accounts. **4. Insight-Driven Strategy** Data expectation to create Features and Benefits will be essential. - **Performance Tracking:** All promotional activity will be tracked and reported for score carding - **Feedback Loops:** Will use field insights to provide "boots on the ground" feedback to the marketing teams, ensuring our next round of initiatives is even more lethal than the last. - **‘Allied Insights’:** Utilize this program that provides a powerful tool to drive smarter decisions and stronger results for ‘real-world’ use cases. ### Responsibilities **Manage KPI ‘Play to Win’ Scorecard** Manage Merchandiser’s and work with Key Sales Leads to ensure priorities are attained and top of mind. • Ensure excellence across in-store execution of shelf placement, displays, cold box presence, and POS activation. • Expand distribution of priority and innovation brands. • Review and ensure Key Sales Leads are maintaining priority goals for the supplier. • Promote and maintain consistent execution of merchandising standards across different accounts. **Account / Team Management and Growth** Develop and execute business plans by coordinating with Merchandiser’s presenting pricing and promotional strategies and incorporating competitive insights and customer feedback. • Deliver volume, revenue, and market share targets across the portfolio. • Identify growth opportunities by presenting pricing strategies and promotional programs. • Build strong relationships with sales representatives and buyers (decision makers). • Achieves targeted display and feature placements across team and their accounts. • Ensure KPIs are achieved according to supplier priorities for each group of accounts by team. • Coach and train Merchandiser’s to provide accurate and effective information for pricing and promotional activities. • Weekly meetings with Merchandiser’s review progress for each account they are responsible for. **Sales Engagement & Stakeholder Alignment** Drive consistent, high-impact engagement across all levels of the sales organization to advance priorities and deliver against the supplier's commercial scorecard. Secure physical and digital advertising placements and tie in sales. • Build and maintain daily relationships with Sales VPs, Directors, Key Account Managers, and field teams to drive alignment and execution • Communicate and reinforce pricing, programming, and strategic initiatives to ensure strong in-market adoption • Influence cross-functional stakeholders to unlock opportunities, remove barriers, and accelerate performance • Partner with key accounts and internal teams to track results, share insights, and deliver against scorecard objectives **Strategic Planning, Communication, and Development** Direct Merchandiser’s to ensure they are executing strategy, communication, and plans for supplier priorities in each account. • Implement and execute supplier priorities with the accounts by communicating regularly and with face-to-face interactions. • Conduct regular field visits with each Merchandiser to ensure execution of standards. • Set clear KPIs and performance expectations. • Provide updates on account activities, opportunities, and performance. • Report accurate and timely updates with risks and opportunities to support decision-making and improve supplier priorities. **Conduct Business Reviews and Track Performance** Analyze account performance and conduct regular business reviews that tie into KPI scorecard. • Review account performance across display, shelf, and advertising activity with Merchandiser’s and accounts. • Implement quarterly and annual business reviews. • Foster a high performance, accountable, and reliable culture. • Use performance data to identify opportunities and drive account growth. • Maintain complete and accurate tracking of account activity. ### Qualifications - Bachelor's Degree or equivalent experience - 4 to 6 years of relevant sales, account management, sales planning and KPI Execution - Strong understanding of account management, pricing strategy, and promotional planning - Experience in beverage, alcohol, or related industry preferred - Proficient in Microsoft Office Suite - Strong organizational, analytical and problem-solving skills - Ability to manage multiple accounts and priorities independently - Strong presentation and communication skills - Ability to work cross functionally and fluidly engage team to drive completion execution. - High level of organization, attention to detail, and follow through - Diver and CRM experience ### Compensation and Benefits The anticipated salary range for this position is $100,000 to $110,000, depending on qualifications such as experience, education, and skillset. In addition to salary, this role is eligible for a discretionary bonus and offers a comprehensive benefits package including Medical, Dental, Vision, 401K plan with company match, Life Insurance, Long Term Disability, Flexible Spending Account, Employee Assistance Program, Pet Insurance Plan and more.