Account Development Specialist

ABOUT THE COMPANY

A national wine and spirits distributor with a well-established reputation for operational excellence and strong performance within the beverage alcohol industry.

HERE'S WHAT YOU'LL DO:

The Account Development Specialist is the sales lead assigned to a leading vodka brand within the Virginia Beach territory. They are focused on increasing share and velocity of their assigned commodity using tactics that help sell-in the right brands to customers and sell-out to consumers via planning and execution of brand activations. This role must maintain strong relationships with the key stakeholders/gatekeepers of the supplier accounts and be the expert consultant for the accounts. The Account Development Specialist will be active with in-market events and education

JOB RESPONSIBILITIES:

Drive and deliver on revenue and market share of the assigned vodka portfolio in the assigned account base, spending 80% of working time in mar

• Serve as the expert and resource for the division or group in developing beverage and marketing strategies and plans for growth of the assigned category or large supplier, in which they have advanced knowledge
• Research trends, category, and portfolio to ensure that the group or division and company meet supplier goals as established
• Present new products and beverage offerings and conduct monthly business review
• Plan high-end consumer activations within key accounts to elevate category awareness based on customer need
• Drive real-time market insights to inform, apply, unlock, and accelerate growth
• Lead, organize, report, and field intel and insights for assigned territory and categories

Collaborate with on-premise and retail sales teams, developing creative solutions to help drive business and growth in assigned categories across the assigned territory

• Develop and deliver training modules to the sales team, customers, and suppliers regarding sales trends.
• Establish merchandising objectives relative to brand priority for each account by understanding company priorities and defining POS needs to the supplier.
• Focus on increasing share and velocity of the assigned category.
• Own the account plan and execution based on brand plan
• Obtain appropriate distribution of the category throughout the account base by presenting and selling based on the brand's features and benefits, including beverage menu development
• Conduct staff education and build category knowledge.

Maintain and build strong relationships with the key stakeholders/gatekeepers of the assigned accounts

• Participate in supplier and category-specific work-with sales calls.
• Attend educational workshops, review professional publications, and establish personal networks to build and maintain specialized industry and/or commodity knowledge
• Obtain all relevant advanced certifications for the brand(s)/product, becoming the market expert and resource for the assigned product or major supplier brand.
• Maintain customer confidence and protect operations by keeping information confidential.
• Maintain a safe and clean working environment by complying with procedures, rules, and regulations.

Drive specific market share based on work in either retail or on-premise acccounts

• Retail ADS will focus on number of facings and their placement, cold box share, and additional displays to planogram placements.
• On-Premise will focus on menu placement (featured or within the cocktail list) and customer visibility at the bar.
• Responsibly handle beverage alcohol product and conduct safe and responsible interactions with the public.
• Other duties, as assigned by the jobholder's supervisor, may also be required.

MINIMUM QUALIFICATIONS:

• Bachelor's degree in a related field and/or equivalent training and work experience.
• Minimum of 3-5 years in sales or industry-related and category expertise experience for category-specific roles
• Spirits or category-specific certifications (Whiskey, Tequila, Sake, or Beer)
• Specialized knowledge of the category or responsibility this role will support.
• Must have a valid driver's license and be able to operate a motor vehicle (required)
• Proficient PC skills using MS Office and other computer programs, including presentation software.
• Must be a results-oriented professional with verbal/written communication skills using diplomacy and discretion, as well as customer service skills.
• Ability to multi-task, work independently and/or within a team, pay attention to detail, and meet deadlines.
• Analytic and reporting skills.
• Sound judgement and problem-solving skills.
• Ability to work in a fast-paced, high-volume, team environment.

PREFERRED QUALIFICATIONS

• On-premise/hospitality experience.
• Strong understanding of or background in consumer engagement mechanics.
• For Spirits Specialty
• Experience managing a beverage program or bartending/mixology.
• Previous experience with cocktail costing, inventory, menu creation, P&L analysis, budgeting, batching, staff training, etc.
• Proficient knowledge of elevated-execution beverage techniques including but not limited to frozen cocktails, infusions, smoking, barrel aging, clarifying, creating foams, garnish