Director, National Accounts On Premise

Trinchero Family Estates • Orlando, FL

18h • Remote

About The Position

This role is responsible for overseeing and managing Trinchero Family Estates’ (TFE) relationships with restaurant and concession key accounts within the on-premise sector of the hospitality and beverage industry. The Director of National Accounts - On-Premise is responsible for developing and executing strategies to drive sales and revenue growth through key accounts within the on-premise sector, which includes restaurants, concessions and other hospitality establishments. This role involves building and maintaining strong relationships with some of TFE’s largest national account customers, such as Darden/Bloomin, distributors, and internal teams to achieve business objectives. The position also provides leadership, coaching, and mentorship to direct reports, setting clear performance expectations, objectives, and goals for the team.

Requirements

• Bachelor's degree in Business, Marketing, or a related field.
• Minimum of five years of relevant experience in sales or national account management within the beverage or hospitality industry.
• Proven track record of successfully managing and growing national accounts, achieving sales goals and growing distribution for premium brands in the wine industry, CPG, or related industry.
• Strong negotiation, communication, and interpersonal skills.
• Strategic thinking and problem-solving abilities.
• Ability to travel as required to meet with customers and attend industry events.
• Proven success in creating and developing key relationships threw service, trust and empathy.
• Ability to manage multiple and often competing priorities.
• Internal motivation and drive for personal growth and development.
• Strong business acumen: know the industry, competition, and trends affecting the business.
• Exceptional verbal and written communication, presentation, negotiation and conflict management skills.
• Highly organized and committed to continuous improvement in this area.
• Demonstrated knowledge of MS Office Suite and software applications related to job functions.
• Knowledge of state and federal liquor laws required.
• Must have a valid Driver’s License and a clean driving record.

Nice To Haves

• Master's degree is a plus.

Responsibilities

• Develop and maintain relationships with national on-premise accounts.
• Understand the unique needs and requirements of each account and tailor solutions accordingly.
• Negotiate contracts, pricing, and terms to maximize profitability while ensuring customer satisfaction.
• Develop and execute sales and marketing strategies to achieve revenue and market share targets.
• Analyze market trends, competitive landscape, and customer preferences to identify growth opportunities.
• Collaborate with internal teams such as sales, marketing, supply chain, and finance to ensure seamless execution of account strategies.
• Provide input to product development and marketing teams based on customer feedback and market insights.
• Monitor and analyze sales performance against targets and KPIs.
• Implement corrective actions as needed to meet or exceed sales objectives.
• Identify and pursue opportunities to expand the company's presence within the on-premise sector, including entering new markets or segments.
• Ensure compliance with all contractual agreements and industry regulations.
• Provide regular reports and updates to senior management on account performance and market trends.
• Responsible for the execution, communication, and execution of National Account programs.
• Promote an environment of trust and open communication.
• Conduct all duties in a professional, effective, and efficient manner in alignment with TFE standards.
• Lead by example.
• Collaborate across all departments and champions the Trinchero Family Estates "One Team" approach.
• Maintains a visible and value-added presence in the market both with key national account buyers and local teams.
• Research and develop key placement opportunities and target lists, partnering with TFE Field sales and management.
• Execute brand standards and channel priorities in all channels.
• Build a National Account Target list and manage through call points.
• Responsible for utilizing sales tools (KARMA, VIP, Data Essentials, Wine Quest & Power BI) effectively to grow existing business, identify new opportunities and track key initiatives.
• Participate in community events and activities while representing the winery in a manner consistent with our values and goals.
• Regularly monitor and analyze market performance to ensure goals are on track to be met.
• Research and compile competitive pricing and strategies to share with all TFE teams.
• Collaborate with commercial strategies to ensure national execution of key initiatives.
• Additional duties as assigned.

Benefits

• medical, dental, vision, life insurance coverage, disability benefits, PTO, wellness programs and fertility and family building benefits.
• 401(k) plan where TFE may make a discretionary profit-sharing contribution.

What This Job Offers

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