Director of National Accounts

October 24

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

💵 $145k - $175k / year

⏰ Full Time

🔴 Lead

👔 Director

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The Bardstown Bourbon Company

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B2C • eCommerce • Beverages

The Bardstown Bourbon Company is a trailblazer in the bourbon industry, located in the Bourbon Capital of the World. Established in 2016, the company is renowned for its innovative approach to whiskey production, emphasizing transparency and collaboration. They offer a range of high-quality whiskey brands and provide custom contract distilling services tailored to the needs of other spirits brands. The Bardstown Bourbon Company has received numerous accolades, including the title of Whiskey Producer of the Year by the International Wine & Spirit Competition, and has consistently won awards for its unique products.

201 - 500 employees

Founded 2014

👥 B2C

🛍️ eCommerce

📋 Description

• Develop and implement a robust sales strategy to achieve significant growth in volume, revenue, and market share within the national and regional account sector. • Monitor and analyze sales performance against plans to identify trends and make adjustments as necessary to achieve goals. • Lead, coach, and develop a team of Key Account Managers, ensuring they have the necessary skills, knowledge, and resources to effectively perform their roles. • Cultivate and maintain strong, strategic relationships with key decision-makers within national and regional accounts. • Negotiate and secure product listings, promotional support, and favorable trading terms with national and regional accounts. • Work closely with the Marketing team to develop and implement effective brand-building and promotional activities within national and regional accounts. • Assist in developing and managing the National Accounts sales budget, ensuring effective allocation of resources to achieve sales and profitability targets. • Collaborate with the Finance team to monitor and analyze financial performance and take corrective actions as necessary. • Utilize syndicated data (Nielsen/IRI), distributor data (VIP), and other relevant data sources to analyze business trends, understand customer needs, and identify growth opportunities. • Provide customer and market insights to inform the New Product Development (NPD) process.

🎯 Requirements

• A minimum of 10 years of experience in sales • Generating new sales opportunities, vetting leads, and developing relationships with brand and retail owners • Aid brand owners and retailers to help bring their concepts to market, assisting in every aspect of a brand’s launch including liquid product development, sourcing packaging materials, TTB compliance, and production • Negotiate contracts, terms, and fees with all potential new Private Brand and Private Label customers • Create and present a yearly product calendar and brand strategy calendar for Private Label customers to inspire thinking around new productions and promotion of current products • Create and present quarterly business reviews for our larger customers- and yearly business reviews, including “top to tops” with our key customers and distributor partners • Attending trade shows and other industry events to promote the company, discuss our capabilities, and generate leads • Schedule meetings and interface with customers as they travel to our facilities in Kentucky • Manage all customers’ day to day needs, including inventory, logistics, dry goods management, PO submissions, payments, and other requests through our support teams • Ensure pricing for customers is within set guidelines to achieve desired company gross margin • Liaise between all internal departments: finance, operations, production, R&D, and logistics to ensure projects remain on schedule and customers’ needs are met • Contribute to weekly and monthly NPD and Sales Strategy meetings to ensure customer’s objectives are met • Generate sales budgets and projections to establish goals by customer • Monitor customer’s business and proactively communicate changes via forecasting tools with colleagues • Provide world class customer service to partners in support of their brand plans and company • Strong analytical skills, with experience utilizing data and insights to inform sales strategies and decisions. • Excellent negotiation, communication, and presentation skills. • A deep understanding of the alcoholic beverage industry, with established relationships with key national accounts. • A passion for Bourbon, Whiskey, and Spirits, with a strong knowledge of the category. • A Bachelor’s degree in Business, Marketing, or a related field. • A Master’s degree is preferred.

🏖️ Benefits

• Company Bonus Program • Travel reimbursement program for job-related transportation expenses