Account Development Specialist

Breakthru Beverage Group•St. Louis, MO

About The Position

The Account Development Specialist is the sales lead for an assigned portfolio within a targeted account base. The role focuses on growing share and velocity for assigned products by helping sell brands into customer accounts and driving consumer sell-through through planning and executing brand activations. The specialist builds strong relationships with supplier and account stakeholders, serves as an expert consultant, and participates in in-market events and education. The position develops and executes account plans, beverage and marketing strategies, training, merchandising objectives, and consumer activations. It uses category research and market insights to support supplier goals and business growth, and collaborates with on-premise and retail sales teams. The role spends 80% of working time in market and may focus on retail or on-premise accounts.

Requirements

Bachelor’s degree in a related field and/or equivalent training and work experience.
3–5 years of sales or industry-related experience, including category expertise for category-specific roles.
CSS Certification or WSET Spirits Level 2; or relevant category-specific certification in whiskey, tequila, sake, or beer; or, for fine wine, preferably WSET Level 2 or similar accreditation such as CSW or Level II Court of Master Sommeliers.
Specialized knowledge of the category or area of responsibility supported by the role.
Valid driver’s license and ability to operate a motor vehicle.
Proficiency with PC skills, MS Office, and other computer programs, including presentation software.
Results-oriented professional with verbal and written communication, diplomacy, discretion, and customer-service skills.
Ability to multitask, work independently and/or as part of a team, pay attention to detail, and meet deadlines.
Analytical and reporting skills.
Sound judgment and problem-solving skills.
Ability to work in a fast-paced, high-volume team environment.

Nice To Haves

On-premise or hospitality experience.
Strong understanding or background in consumer-engagement mechanics.
For spirits specialty: experience managing a beverage program or working as a bartender/mixologist.
For spirits specialty: experience with cocktail costing, inventory, menu creation, P&L analysis, budgeting, batching, and staff training.
For spirits specialty: proficient knowledge of elevated beverage-execution techniques, including frozen cocktails, infusions, smoking, barrel aging, clarifying, foams, and garnishes.
For wine specialty: previous experience with a wine supplier.
For wine specialty: in-depth understanding of wine styles, regions, grapes, aging potential, and flavor profiles.

Responsibilities

Drive revenue and market share for the assigned portfolio and account base, spending 80% of working time in market.
Serve as a subject-matter expert and resource for developing beverage and marketing strategies and growth plans for the assigned category or supplier.
Research trends, categories, and portfolios to help the group, division, and company meet supplier goals.
Present new products and beverage offerings and conduct monthly business reviews.
Plan high-end consumer activations within key accounts to increase category awareness based on customer needs.
Provide real-time market insights to inform and accelerate growth.
Lead, organize, and report field intelligence and insights for the assigned territory and categories.
Collaborate with on-premise and retail sales teams to develop solutions that drive business and category growth.
Develop and deliver sales-trend training modules for sales teams, customers, and suppliers.
Set merchandising objectives for each account based on brand priorities and define point-of-sale needs with suppliers.
Own account plans and execute them based on brand plans.
Secure appropriate category distribution throughout the account base by presenting and selling brand features and benefits, including beverage-menu development.
Conduct staff education and build the category.
Build and maintain strong relationships with key stakeholders and gatekeepers at assigned accounts.
Participate in supplier- and category-specific joint sales calls.
Attend educational workshops, review professional publications, and build professional networks to maintain specialized industry and commodity knowledge.
Obtain relevant advanced brand or product certifications and become a market expert and resource for the assigned product or supplier.
Maintain customer confidence and protect operations by keeping information confidential.
Maintain a safe and clean working environment by following procedures, rules, and regulations.
Drive market share through work in retail or on-premise accounts. Retail work includes focusing on facings and placement, cold-box share, and additional displays; on-premise work includes menu placement and customer visibility at the bar.
Handle beverage alcohol products responsibly and interact safely and responsibly with the public.
Perform other duties as assigned by the supervisor.