Vice President - National Accounts Off-Premise

Heaven Hill Brands•Louisville, KY

40d•Remote

About The Position

The Vice President - National Accounts Off Premise will be responsible for building and leading a best-in-class Off-Premise National Account (NA) organization that will deliver disproportionate growth with Heaven Hill’s most strategically important retail customers. This role will establish the customer strategy, talent, account coverage, Joint Business Planning (JBP) discipline, and senior-level customer relationships required to transition National Accounts from primarily relationship and distribution led selling, toward insight led, customer specific growth leadership. The VP will act as both a people leader and customer strategist.

Requirements

Bachelor’s Degree in Business, Marketing or related field
Minimum 15 years of progressive commercial leadership experience in alcohol beverage; CPG experience with three-tier understanding preferred
Minimum 8 years working with major national/regional Off-Premise customers, specifically direct experience with multiple major classes of trade: mass, club, grocery, liquor, and/or convenience
Previous leadership of a National Accounts team
Demonstrated JBP experience with sophisticated retailers
Demonstrated experience building or transforming a customer organization
Strong experience with syndicated data (Circana/Nielsen) and retailer data platforms
Proven talent development track record
Valid Driver's License

Nice To Haves

Practical experience with retailer data, profitability, RGM, assortment, velocity, and opportunity analysis.
Understands customer P&Ls, trade economics, pricing, mix, margin, and ROI.

Responsibilities

Own the overall Off-Premise National Account agenda, driving the answer to: "Where are we going to win, with whom, and how?"
Establish strategic/growth/managed account segmentation
Determine where Heaven Hill should disproportionately invest resources
Set account-specific growth expectations and priorities
Translate company, portfolio, and Power Brand strategies into customer-specific strategies
Establish channel strategies across grocery, mass, club, liquor, convenience, and other priority classes of trade
Ensure the team prioritizes velocity, quality of distribution, and profitable growth—not simply additional distribution
Identify customer and channel white-space opportunities
Act as a talent multiplier, raising the strategic, analytical, and customer leadership capability of the Off-Premise National Accounts organization.
Establish clear performance expectations for team
Coach account leaders on strategy, negotiation, analytics, and JBP
Create succession plans and develop future NA leaders by assessing talent against future-state requirements
Build a high-performance, accountability-driven culture
Differentiate resources based upon account opportunity
Own the enterprise-to-enterprise relationship with the most strategic retail accounts
Develop C-suite/SVP/VP-level relationships with priority customers
Establish executive sponsorship for top accounts
Participate in and lead major customer negotiations
Engage personally when relationships or growth opportunities require escalation
Understand each strategic customer's enterprise priorities
Position Heaven Hill as a strategic growth partner, not simply a spirits supplier
Bring Heaven Hill senior leadership into the right customer conversations at the right time
Create the system that makes great Joint Business Planning possible and sustainable
Establish Heaven Hill's Strategic Customer Management methodology
Define and enforce JBP standards; ensure plans begin with retailer strategy and needs
Develop customer-specific growth hypotheses
Integrate category, consumer, shopper, and financial insights into customer plans
Translate portfolio strategy into retailer-specific solutions
Establish executive customer reviews and lead quarterly account performance reviews
Ensure plans translate into measurable, field-level execution
Serve as the customer orchestrator, drawing upon Category Management, RGM, Customer Marketing, Insights/Analytics, Marketing, Finance, Supply Chain, and Field Sales to ensure these capabilities are deployed against the highest-value customer opportunities
Define clear interfaces between distributor strategy ownership and execution
Elevate field and distributor coordination from execution management to strategic alignment
Ensure all commercial functions are aligned to customer priorities and timing