Account Development Specialist - Aspect Fine Wine (San Diego)

Breakthru Beverage Group • San Diego, CA

9d • $76,800 - $104,100

About The Position

The Aspect Account Development Specialist is the sales lead for an assigned portfolio within a targeted account base. The role focuses on increasing share and velocity of the assigned category by selling the right brands into accounts and executing brand activations that encourage consumer purchases. The specialist maintains strong relationships with account stakeholders and gatekeepers and serves as an expert consultant to accounts. The role also participates in in-market events and education. Prior fine wine sales or supplier experience is highly preferred, and candidates must live within the territory. Reliable transportation is required for daily travel to accounts.

The position drives revenue and market share across retail or on-premise accounts, spends 80% of working time in market, develops account plans, and executes brand plans. It includes presenting new products, conducting monthly business reviews with key accounts, planning consumer activations, providing market insights, supporting new brand launches, training sales teams and customers, and collaborating with sales, Trade Development, suppliers, and other departments. Retail work emphasizes facings, cold-box share, displays, and planogram placement; on-premise work emphasizes wine-menu placement, by-the-glass offerings, monthly features, and staff training.

The role requires a bachelor’s degree in a related field or equivalent training and work experience, at least three years of sales or industry-related and category expertise experience, and fine wine accreditation (preferably WSET Level 2 or similar), either in process or completed within six months. The specialist must have in-depth knowledge of wine styles, regions, grapes, aging potential, and flavor profiles; a valid driver’s license; PC and presentation software proficiency; and strong communication, customer service, analytical, reporting, judgment, and problem-solving skills. On-premise or hospitality management experience, consumer engagement knowledge, and prior wine supplier or distributor experience are preferred.

The position offers a base salary range of $76,800–$104,100, eligibility for a bonus program, mileage reimbursement for business miles, health care benefits, life insurance, time-off benefits, and participation in the company’s 401(k) plan. Salary offers depend on internal equity and ranges, market data, applicant skills, and relevant experience.

Requirements

• Bachelor’s degree in a related field and/or equivalent training and work experience.
• At least 3 years of sales or industry-related and category expertise experience for category-specific roles.
• Fine wine accreditation, preferably WSET Level 2 or similar (CSW or Level II Court of Master Sommeliers); must be in process or completed within 6 months.
• In-depth understanding of wine styles, regions, grapes, aging potential, and flavor profiles.
• Specialized knowledge of the category or responsibility supported by the role.
• Valid driver’s license and ability to operate a motor vehicle.
• Proficiency with PCs, MS Office, and other computer programs, including presentation software.
• Results-oriented approach and verbal and written communication skills, using diplomacy and discretion, along with 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.
• Must live within the territory.
• Reliable transportation for daily travel to and from accounts.
• While performing the job, regularly able to stand and sit, talk and hear, and use hands and fingers to operate a computer and telephone.

Nice To Haves

• Prior fine wine sales or supplier experience is highly preferred.
• On-premise or hospitality experience in a management capacity.
• Strong understanding or background in consumer engagement mechanics.
• Previous experience with a wine supplier or distributor.

Responsibilities

• Drive revenue and market share for the assigned portfolio within the assigned account base, spending 80% of working time in market.
• Serve as a division or group expert and resource in developing beverage and marketing strategies and growth plans for the assigned category or large supplier.
• Research trends, categories, and the portfolio to help meet supplier goals.
• Present new products and beverage offerings and conduct monthly business reviews with key accounts.
• Work with Trade Development and Sales management to accelerate speed to market for new brand launches.
• Plan high-end consumer activations within key accounts 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 training modules to sales teams, customers, and suppliers regarding sales trends.
• Build cross-departmental teamwork to maximize portfolio performance.
• Establish merchandising objectives for each account based on brand priorities, company priorities, and supplier POS needs.
• Determine individual account needs by analyzing accounts and identifying opportunities.
• Increase share and velocity of the assigned category.
• Own account planning and execution based on brand plans.
• Obtain appropriate category distribution across accounts by presenting brand features and benefits, including beverage menu development.
• Conduct staff education and build category knowledge.
• Maintain and build relationships with key stakeholders and gatekeepers of assigned accounts.
• Participate in supplier- and category-specific joint sales calls.
• Arrange account visits and dinners for dignitaries and supplier representatives, preparing accounts to meet supplier and management expectations.
• Attend educational workshops, review professional publications, and build professional networks to maintain specialized industry and commodity knowledge.
• Work toward relevant advanced brand or product certifications and become a market expert and resource.
• 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 through work in retail or on-premise accounts.
• For retail accounts, focus on facings and placement, cold-box share, additional displays, and planogram placement.
• For on-premise accounts, focus on wine-menu placement, by-the-glass offerings, monthly features, and staff training.
• Handle beverage alcohol products responsibly and interact safely and responsibly with the public.
• Perform other duties as assigned by the supervisor.

Benefits

• Eligibility to participate in a bonus program; metrics and participation level are determined annually.
• Mileage reimbursement for business miles.
• Health care benefits.
• Life insurance.
• Time-off benefits.
• Participation in the Company’s 401(k) plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level