Strategic Account Director, Off Premise

Strategic Account Director

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Bay International a dynamic family-owned company offers one of the nations most comprehensive portfolios of imported wines and spirits including over 50 suppliers from around the globe. Among Palm Bays most valued assets is its remarkable network of long-term partnerships with the foremost wholesale companies in all 50 states as well as the Caribbean Mexico and Central America. With the crucial collaboration of these partners Palm Bays portfolio is able to meet the needs of every level of the industry from independent restaurants and retail stores to chain accounts supermarkets hotels airlines cruise ships duty-free accounts and U.S. military bases. This impressive roster of brands accounts and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace. For more visit: .

Location: Seattle WA or Phoenix AZ (Northwest and Southwest Strategic Accounts Off Premise)

Position Overview: Reporting to the Sr. Director of Strategic Accounts this position drives profitable and sustainable growth in respective Strategic Chain Customers (Fred Meyer/QFC Frys ABSCO Divisions Bashas Winco & More). This is a highly communicative position that requires focus on fact-based selling strategic planning and organizational skills as well as frequent travel. The expectation of this position is to build and grow the business by 1) developing strong relationships through collaborative communication with chain buyers and distributor partners 2) providing revenue growth and KPI delivery 3) providing industry insights and fact-based selling and 4) providing strategic leadership for all key stakeholders which includes customers distributors and internal Palm Bay cross-functional teams (including Marketing Finance Business Intelligence and Regional Leadership).

Responsibilities/Essential Functions:

• Direct relationship with chain buyers focusing on distribution promotion pricing product placement merchandising ads category management initiatives and any other aspect that will grow Palm Bay business in the chain.
• Developing and maintaining cross functional relationships with Distributor and PBI Regional teams to drive goals and priorities assuring that teams are working collaboratively to grow the business through frequent communication KPI delivery performance reviews and execution initiatives.
• Implementing a customized selling effort in each Retailer that aligns to their category objectives and strategies.

• Responsible for proactively analyzing business/brand performance reporting to VP
• Developing/Implementing communicating measuring and evaluating National & Local programs/initiatives within customer group

• Surveying market with PBI sales team and distributor chain managers to gain better understanding of the market and to identify opportunities.
• Cascading best practices of Strategic Account selling throughout the organization

Qualifications/Requirements:

• Minimum 10 years experience in National Accounts with headquarters call experience.

• Results driven: Execution of key directives and initiatives (KPI) for region
• Strategic Agility & Planning: 12-18 mo. horizon and partners with key internal and external stakeholders to build effective plans
• Insights & Data Skills: Syndicated qualitative and using it for storytelling
• Financial Acumen: Executing the financial objectives of the org pivoting where appropriate based on market conditions
• Business Acumen: Expert in the category and marketplace conditions
• Negotiation Skills: Using storytelling complimented by price to sell effectively and overcoming internal bias and customer objections
• Problem solving: Quickly assess triage and solve complex issues
• Company and Brand Championship company first mentality
• Bachelors Degree

• Must be detailed organized persuasive and can multi-task while maintaining a high level of customer service and responsiveness to immediate demands.
• Strong communication including strong presentation skills
• Ability to build compelling and creative sales presentations with Sales Marketing and Consumer Insights; provide features and benefits.
• Knowledge of consumer/shopper behavior and category management concepts.
• Strong communication and Superior organizational skills detail oriented must be able to manage multiple priorities and meet deadlines.

• Ability to work independently and in a dynamic high energy team-oriented atmosphere.
• Must have a high level of wine knowledge (preferably WSET CSW etc)

Benefits Overview:

Palm Bay offers a competitive compensation package including medical dental vision life insurance 401(K) paid vacation personal time off and 11 paid company holidays.

Palm Bay International is an equal opportunity employer.