M.S. Walker, Inc. · 4 days ago
Director of M.S. Walker Brands National On-Premise Accounts
United States
Contract
Remote
Director/Executive
$135K/yr - $210K/yr
10+ years expM.S. Walker, Inc. is a 5th-generation, family-owned wine and spirits importer and distributor. The Director of National On-Premise Accounts will drive the availability, visibility, velocity, and profitability of M.S. Walker Brands' spirits and wine portfolio by developing strategic account plans and collaborating with internal partners and field teams.
Wine And Spirits
Responsibilities
Develop and implement annual operating plan which includes financial, volume and distribution objectives
Manage and achieve annual KPI goals
Utilize data and trade marketing resources to develop and execute compelling, relevant ideas and programming to create an environment where MSWB’s brands will pull and deliver incremental value to the national customer base
Contact new and existing customers to discuss their product needs through a relationship-based approach, including national chain on premise and regional on-premise customers
Work with in-state wholesalers to coordinate on-premise marketing objectives and compliance with their management team
Conduct educational meetings with our on-premise customers to enhance knowledge of the MSWB portfolio
Evaluate ROI to participate and galvanize sales leads at national and regional on premise trade conferences and events
Identify prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences
Manage wholesale product training for our national and regional on-premise placements and announcements
Manage supplier relationships in concert with the MSWB Portfolio Management Team as they pertain to national and regional account business
Help create additional opportunities for the in-state wholesalers to promote and sell the MSWB portfolio, working with wholesale customer sales reps, specialists and managers as needed
Quote distributor pricing and answer customer questions about products, prices, and availability by market
Coordinate efforts with wholesale sales administration and purchasing on contract orders
Understand a comprehensive knowledge of wine varietals and international wines in addition to all MSWB imported and owned spirits products, including current prices, vintages, regional identity, awards and press
Strategize on how best to achieve sales and merchandising objectives monthly
Maintain accurate historical account purchase information
Achieve monthly, quarterly, and annual sales growth in line with stated overall sales goals
Coordinate with existing wholesalers for national and regional on-premise account presentations and implementation
Implement and manage national and regional on-premise chain budgets with prior approval
Communicate with distributor management on inventory levels and out of stock situations due to possible fluctuations in demand
Accomplish other duties as assigned
Strengthen and build relationships with key customer(s) in the market and collaborate with division sales, marketing teams, and distributors to establish tailored marketing plans for accounts. Relationships will include buyer, brand, distributor and MSWB market managers and associated field team
Manage and communicate national level plans, programs, and approvals directly to the distributor and PR teams to ensure excellent execution at the outlet level
Conduct formal action-oriented quarterly meetings with key state and regional channel specific sales management to discuss fiscal progress, current opportunities, and forward-looking needs to support the business. Establish regular monthly check-in calls as well
Be the on-premise chain expert for supporting the broader team with best practices, effective sell stories and NABCA/Nielsen, VIPIDIG data to win and grow the overall on premise business
Use VIPIDIG, Nielsen, and other tools to create account level execution and compliance metrics to track distributor and account performance
Conduct post analysis to validate ROI on programs executed
Create reports and conduct monthly recaps for MSWB Executive Leadership
Qualification
Required
Minimum 10 years experience in distributor and supplier wine and spirits industry national and chain account sales management
A demonstrated record of success in establishing and delivering sales goals and implementing strategic initiatives thru direct reports and leading teams to achieve objectives
Ability to read, analyze, and interpret the most complex of documents
Ability to effectively present information to top management and public groups
Strong mathematical and analytical abilities
Ability to manage multiple projects concurrently
Ability to present to a large group
Ability to prepare and present complex documents
Ability to calculate gross profit margin and retail markup
A significant level of organizational skills are required
Must have an equal level of comfort presenting both wines and spirits
Bachelor's Degree (5+ years) in Marketing, Business Management, or related field
Relationship building and selling skills a must
A track record for effectively managing budgets and maximizing returns on investment
An entrepreneurial approach to managing their business and experience working in a smaller team environment
Fluent in Microsoft Office programs, especially Teams, Excel, Outlook and PowerPoint
Fluent in Zoom for business and Microsoft OneDrive/OneNote
Fluent in VIP/IDIG
Company
M.S. Walker, Inc.
M.S. Walker is a wine & spirits company providing Fine Wine and Spirits Distribution services.
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
Jeff Allen
Chief operating officer NY/NJ
Company data provided by crunchbase