Director of Customer Development – Resorts & Entertainment

Johnson Brothers•North Las Vegas, NV

About The Position

Looking for a rewarding career? Johnson Brothers is a leading family-owned distributor of wine, spirits, and beer, delivering exceptional service since 1953. We proudly represent the world’s top beverage brands and are committed to excellence, innovation, and growth. Johnson Brothers offers exciting opportunities in a variety of areas. Join our passionate team and help shape the future of the beverage industry! Ideal candidate for this position will oversee the business development of major Corporate customers, analyzing current and potential national account business. They must be able to make recommendations to senior account management that drive the customer’s beverage business while benefiting Johnson Brothers Liquor Company and key suppliers. Candidate will have demonstrated a proven track record of business opportunity development, maintaining top-to-top account relationships, and creating, presenting and selling-in value-added marketing programs and initiatives. Management of national accounts includes but is not limited to account planning, specific action plans to leverage our capabilities (mixology, category management, Birst, compliance tracking, broken case reports, etc.) as well as the following areas: profitability, future and current opportunities for increased share of sales, distribution decisions and identifying purchasing patterns. Senior Director of Customer Development must also provide timely, accurate and complete program information, monitor inventories with operations, verify pricing, drive compliance, provide superior customer service as a top priority. Job Description: Responsible for driving Off and On-Premise Channel Strategy, Performance KPIs, and goals to achieve annual growth targets. Lead, coach, and empower direct and indirect teams to perform and achieve results in line with department strategy and goals. Manage and develop customer relationships with key decision makers; establish and maintain high-level, executive contact with accounts, focusing on the establishment and maintenance of strategic relationships Responsible for the communication of assigned customer priorities to all internal and external Commercial teams, including Johnson Brothers Branches, Supplier National Accounts teams, and Commercial support functions. Primary point of contact for the direction and management of top strategic account customers, with focus on driving sales performance within Minnesota national customers. Includes customer service issue resolution relating to inventory concerns, price discrepancies, and store level concerns; work with relevant Corporate, Regional, and State functions to resolve issues. Develop sales, distribution, and promotional strategies based on analysis, customer demographics, and consumer insights Depth in developing National customer strategy through Joint Business Planning at the HQ level. Analyze account overlay with JB brands by state and steer correct product to correct state keeping Johnson Brothers objectives in the forefront. Develop working relationships with major decision-making layers for each National account assigned Understand customer needs and goals and sell business solutions accordingly Prioritize corporate and national supplier efforts within each Corporate Customer account to ensure Johnson Brothers is their National Account distributor of choice: 1) brand priorities; 2) attend joint planning sessions to understand corporate supplier objectives and goals for each account Maintain account profile and customer data base Coordinate and supply accurate order guides when requested Provide all account information and activity in order to keep account folder updated on SharePoint Develop and maintain working relationships with key personnel from local District Managers to the buyers Introduce and present new items to buyers for placement Submit new item forms to all buyers in a timely manner Assemble presentations for effective sales calls to key buyers, ensuring all pricing is current in all chains Assist in attaining sales and distribution goals that pertain to the Johnson Brothers yearly business plan Report all activities to managers in a timely manner for execution in the trade Provide updates and recaps of ad activities and summaries of meetings to the general managers Present and close programs to buyers Follow up in the trade to make sure programs are executed Develop, maintain and provide buyers with sales numbers, pricing programs and opportunities· Handle state issues of assigned accounts sales, operations and compliance Conduct semi-annual business reviews of assigned National accounts Administration duties include but are not limited to: 1) reviewing with management activity to determine progress in attaining objectives; 2) Eliminate inefficiencies and costly errors when implementing programs

Requirements

Minimum 10 years Industry Sales experience, CPG or retail industry, Shopper/Consumer Insights, Strategic Selling and Marketing.
Chain Selling experience required.
Demonstrated experience coaching and leading teams required
Bachelor’s degree required.
In-depth knowledge of Off and On Premise Regional and National Account Management, Shopper Marketing and Insights
Excellent Leadership and people development skills.
Broad knowledge of the Off Industry syndicated data, pricing standards and price structures
Excellent analytical, problem solving, decision-making and quantitative analysis skills to provide insights into performance and efficiency opportunities.
Strong planning and organizational skills to work in a fast-paced environment and manage multiple priorities.
Excellent communication, influencing and interpersonal skills to build relationships and collaboration across different departments, sometimes virtually.
Proven track record of creating and presenting successful beer, spirits and wine platforms/concepts that drive incremental business across the enterprise
Previous experience with presenting to groups, senior management, etc. is required
Self-starter and driven personality to be able to achieve corporate account objectives.
Understand account level P&L's and ROI
Proven written and verbal communication skills
Must be proficient in Microsoft office and the ability to learn new technical programs as assigned

Responsibilities

Driving Off and On-Premise Channel Strategy, Performance KPIs, and goals to achieve annual growth targets.
Lead, coach, and empower direct and indirect teams to perform and achieve results in line with department strategy and goals.
Manage and develop customer relationships with key decision makers; establish and maintain high-level, executive contact with accounts, focusing on the establishment and maintenance of strategic relationships
Responsible for the communication of assigned customer priorities to all internal and external Commercial teams, including Johnson Brothers Branches, Supplier National Accounts teams, and Commercial support functions.
Primary point of contact for the direction and management of top strategic account customers, with focus on driving sales performance within Minnesota national customers.
Includes customer service issue resolution relating to inventory concerns, price discrepancies, and store level concerns; work with relevant Corporate, Regional, and State functions to resolve issues.
Develop sales, distribution, and promotional strategies based on analysis, customer demographics, and consumer insights
Depth in developing National customer strategy through Joint Business Planning at the HQ level.
Analyze account overlay with JB brands by state and steer correct product to correct state keeping Johnson Brothers objectives in the forefront.
Develop working relationships with major decision-making layers for each National account assigned
Understand customer needs and goals and sell business solutions accordingly
Prioritize corporate and national supplier efforts within each Corporate Customer account to ensure Johnson Brothers is their National Account distributor of choice: 1) brand priorities; 2) attend joint planning sessions to understand corporate supplier objectives and goals for each account
Maintain account profile and customer data base
Coordinate and supply accurate order guides when requested
Provide all account information and activity in order to keep account folder updated on SharePoint
Develop and maintain working relationships with key personnel from local District Managers to the buyers
Introduce and present new items to buyers for placement
Submit new item forms to all buyers in a timely manner
Assemble presentations for effective sales calls to key buyers, ensuring all pricing is current in all chains
Assist in attaining sales and distribution goals that pertain to the Johnson Brothers yearly business plan
Report all activities to managers in a timely manner for execution in the trade
Provide updates and recaps of ad activities and summaries of meetings to the general managers
Present and close programs to buyers
Follow up in the trade to make sure programs are executed
Develop, maintain and provide buyers with sales numbers, pricing programs and opportunities
Handle state issues of assigned accounts sales, operations and compliance
Conduct semi-annual business reviews of assigned National accounts
Administration duties include but are not limited to: 1) reviewing with management activity to determine progress in attaining objectives; 2) Eliminate inefficiencies and costly errors when implementing programs