Aspect Account Development Specialist - Santa Cruz / Monterey

Breakthru Beverage Group • Monterey, CA

9d

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 of assigned fine wine products. The role supports Breakthru’s on-premise relationships throughout Santa Cruz, Monterey, Carmel, and Big Sur, and ideal candidates will reside in or near the center of the territory. The specialist builds strong relationships with supplier-account stakeholders and gatekeepers, serves as an expert consultant, and plans and executes brand activations that sell products into accounts and to consumers. The position is active in market events and education, with approximately 80% of working time spent in market.

The specialist develops beverage and marketing strategies, researches market and category trends, presents new products, conducts business reviews, plans consumer activations, gathers market insights, and collaborates with sales teams and other departments to grow assigned categories. The role also supports distribution, merchandising, beverage-menu development, account planning, staff education, and supplier engagement. On-premise market-share work includes 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 related industry experience with category expertise, fine wine accreditation, and specialized wine knowledge. WSET Level 2 or a comparable qualification is preferred and must be in progress or completed within six months. The position requires a valid driver’s license and ability to operate a motor vehicle.

Requirements

• Bachelor’s degree in a related field and/or equivalent training and work experience.
• At least 3 years of sales or related industry experience and category expertise for category-specific roles.
• Fine wine accreditation.
• WSET Level 2 or a similar qualification (such as 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 area 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.
• Verbal and written communication skills, diplomacy, discretion, and customer-service skills.
• Ability to multitask, work independently 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 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 portfolio information to support 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 new brand launches.
• Plan high-end consumer activations within key accounts to increase category awareness in response to customer needs.
• Gather and communicate real-time market insights, field intelligence, and category information for the assigned territory.
• Collaborate with on-premise and retail sales teams to develop solutions that grow assigned categories.
• Develop and deliver sales-trend training to sales teams, customers, and suppliers.
• Work with other departments to maximize performance across the portfolio.
• Set merchandising objectives for each account based on brand priorities and identify point-of-sale needs for suppliers.
• Analyze accounts and identify individual account needs and opportunities.
• Own account plans and execute them in line with brand plans.
• Obtain appropriate category distribution by presenting and selling brand features and benefits, including through beverage-menu development.
• Conduct staff education and build the category.
• Build and maintain relationships with stakeholders and gatekeepers in 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 industry and commodity knowledge.
• Pursue relevant advanced brand or product certifications and become a market expert and resource.
• Maintain customer confidentiality and a safe, clean working environment.
• 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

• 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