Aspect Account Development Specialist - Santa Cruz / Monterey

Breakthru Beverage Group • Santa Cruz, CA

10d • $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, focused on increasing share and velocity through selling the right brands to customers and executing brand activations that sell to consumers. The specialist maintains strong relationships with supplier account stakeholders and gatekeepers, serves as an expert consultant, and participates in in-market events and education.

This fine wine-specific role supports Breakthru's on-premise relationships throughout Santa Cruz, Monterey, Carmel, and Big Sur. Ideal candidates will reside in or near the center of the territory. The role spends 80% of working time in market and owns account planning and execution based on brand plans. It develops beverage and marketing strategies, drives market insights and growth, supports product launches, and builds category knowledge through account engagement and training.

The position requires a bachelor's degree in a related field or equivalent training and work experience, at least three years of sales or industry-related experience with category expertise, and fine wine accreditation (preferably WSET Level 2 or similar), either in progress or completed within six months. The role requires a valid driver's license and the ability to operate a motor vehicle. Compensation includes a base salary range of $76,800–$104,100, eligibility for a bonus program, mileage reimbursement for business miles, and eligibility for health care benefits, life insurance, time off benefits, and the Company’s 401(k) plan.

Requirements

• Bachelor’s degree in a related field and/or equivalent training and work experience.
• At least 3 years of sales or industry-related experience and category expertise for category-specific roles.
• Fine Wine Accreditation, preferably WSET Level 2 or similar (CSW or Level II Court of Master Sommeliers); must be in progress 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.
• Proficient PC skills, including MS Office and other computer programs such as presentation software.
• Results-oriented, 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 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 and account base, spending 80% of working time in market.
• Serve as an expert resource in developing beverage and marketing strategies and plans for growth of the assigned category or 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 improve speed to market for new brand launches.
• Plan high-end consumer activations within key accounts based on customer needs.
• Generate 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 category business and growth.
• Develop and deliver training modules for sales teams, customers, and suppliers regarding sales trends.
• Build strong cross-departmental teamwork to maximize whole-portfolio performance.
• Establish merchandising objectives for each account based on brand priorities and identify point-of-sale needs with suppliers.
• Determine individual account needs by analyzing accounts and surveying for opportunities.
• Increase share and velocity of the assigned category.
• Own account planning and execution based on brand plans.
• Obtain appropriate category distribution throughout the account base by presenting and selling brand features and benefits, including beverage menu development.
• Conduct staff education and build category knowledge.
• Maintain and develop relationships with key stakeholders and gatekeepers in assigned accounts.
• Participate in supplier- and category-specific work-with sales calls.
• Schedule and prepare account visits and dinners for dignitaries and supplier representatives.
• Attend educational workshops, review professional publications, and establish personal networks to maintain specialized industry and 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 in compliance with procedures, rules, and regulations.
• Drive market share in retail or on-premise accounts. For retail accounts, focus on facings and placement, cold-box share, and additional displays to 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 conduct safe and responsible interactions with the public.
• Perform other duties as assigned by the supervisor.

Benefits

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

What This Job Offers

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