Account Development Specialist

Breakthru Beverage Group•Reno, NV

About The Position

The Account Development Specialist serves as the sales lead for an assigned portfolio within a targeted account base. The role focuses on increasing share and sales velocity for assigned categories by helping customers select and sell the right brands and by planning and executing brand activations that drive consumer sales. The specialist builds strong relationships with supplier and account stakeholders, acts as a knowledgeable consultant, and participates in in-market events and education. The role spends 80% of working time in market and may support either retail or on-premise accounts. The specialist develops category and beverage marketing strategies, researches trends and portfolio performance, presents products, conducts monthly business reviews, and uses market insights to support growth. The role also develops account plans, supports distribution and merchandising, creates training and education, collaborates with sales teams, and builds category awareness and customer relationships. Retail work may emphasize facings, cold-box share, and displays; on-premise work may emphasize menu placement and visibility at the bar. The position requires a related bachelor's degree or equivalent training and work experience, 3–5 years of sales or relevant industry and category expertise, and applicable category certifications. A valid driver's license and ability to operate a motor vehicle are required. Preferred qualifications vary by specialty and include on-premise or hospitality experience, consumer engagement knowledge, beverage program or mixology experience for spirits, and wine supplier or wine expertise for wine roles. Physical duties include standing, sitting, talking, hearing, and using hands and fingers to operate a computer and telephone.

Requirements

Bachelor's degree in a related field and/or equivalent training and work experience.
3–5 years of sales or industry-related experience and category expertise for category-specific roles.
CSS Certification or WSET Spirits Level 2; or category-specific certification in Whiskey, Tequila, Sake, or Beer; or, for Fine Wine Accreditation, preferably WSET Level 2 or similar (CSW or Level II Court of Master Sommeliers).
Specialized knowledge of the category or responsibility supported by the role.
Valid driver's license and ability to operate a motor vehicle.
Proficiency with MS Office and other computer programs, including presentation software.
Results-oriented professional with verbal and written communication skills, 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 or in mixology.
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 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 knowledgeable resource for developing beverage and marketing strategies and growth plans for the assigned category or supplier.
Research trends, categories, and portfolios to help meet supplier goals.
Present new products and beverage offerings and conduct monthly business reviews.
Plan high-end consumer activations within key accounts based on customer needs.
Use real-time market insights to inform and accelerate growth.
Lead, organize, and report field intelligence and insights for assigned territory and categories.
Collaborate with on-premise and retail sales teams to develop solutions that grow assigned categories across the territory.
Develop and deliver training modules for sales teams, customers, and suppliers about sales trends.
Establish merchandising objectives for each account based on brand priorities and supplier point-of-sale needs.
Increase share and velocity of the assigned category.
Own account planning and execution based on brand plans.
Obtain appropriate category distribution across the account base by presenting and selling 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 work-with sales calls.
Attend educational workshops, review professional publications, and build professional networks to maintain specialized industry or commodity knowledge.
Obtain relevant advanced certifications for assigned brands or products 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 following procedures, rules, and regulations.
Drive market share in retail or on-premise accounts; retail activities may include improving facings, cold-box share, and displays, while on-premise activities may include menu placement and bar visibility.
Handle beverage alcohol products responsibly and interact safely and responsibly with the public.
Perform other duties as assigned by the supervisor.