National Account Manager-

Description

At Oliver Winery, we've been making wine people love since 1972. As Indiana's oldest winery and the largest in the Midwest, we've grown into one of the top 30 wineries in the U.S., and Newsweek named ours the #2 tasting room in the country. The National Account Manager (Grocery/Specialty/Convenience/Drug) is responsible for activating and implementing product authorizations, circular advertising placements, and programming. This position coordinates national chain activities across multiple markets in the US and owns each account plan end to end, from line review and new item sell-in through shelf execution, sell-through, and trade ROI. The role also acts as the liaison between customers, distributors, and winery sales and supply teams through the development of mutually beneficial chain account sales and marketing plans, market recaps, and account specific analysis and initiatives.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES:

Selling, Sales Plan Execution:

· Profitably expands distribution, gains chain activity, improves in-store execution, and increases merchandising presence across assigned accounts.

· Develops compelling buyer presentations and pull programming with the VP of National Accounts, Category Insights, Trade Marketing, and Marketing to sell in programs and placements.

· Works with distributor key account teams to align sales efforts, account calls, and programs with focus initiatives by brand and account.

· Leads decision-making and program development, and motivates the winery sales organization to execute on set programs.

· Presents brand and chain strategies, issues, and status updates at retailer, distributor, and internal sales meetings.

· Provides sales tools to the field (pricing templates, program announcements, contact references), follows up on program execution, and reports new POD placements vs. commitments and any gaps to the sales team in a timely manner.

· Builds strong relationships with chain buyers and distributor NAMs/KAMs, setting call cadence based on volume of business.

· Leads annual Joint Business Planning (JBP) with assigned retailers, aligning on volume, distribution, pricing, promotional calendar, and growth targets.

· Prepares and leads line review and new item presentations on each account's calendar (Spring/Fall/yearly resets, modular reviews), including item setup, costing, and required retailer documentation.

· Grows the portfolio across formats and pack sizes, including alternative sizes and ready-to-drink (RTD), by matching items to each retailer's shopper, white space, and space strategy.

Planning, Analyzing, and Maintenance:

· Evaluates and tracks chain performance by units, cases, and dollars (monthly, quarterly, annually) through depletions, account scans, and Nielsen. Reports results to customers and Oliver and drives corrective action to increase execution and pull.

· Develops growth strategies with the VP of National Accounts, Trade Spending and Category Insights Manager, including chain opportunity analysis, placement and programming recommendations, and goals and objectives by account.

· Manages assigned trade and promotional budgets, tracking spend vs. plan, post-promotion lift, and ROI, and publishes monthly scorecards for distributors, customers, and Oliver.

· Maintains Oliver brand and shelf standards in all programming and offers input on display design and marketing concepts.

· Responds to account questions and concerns and removes barriers that may impact Oliver's business.

· Partners with Supply Chain and Production through monthly SIOP/S&OP to forecast account volume, plan promotional and seasonal builds, and protect in-stock levels and fill rate.

· Uses retailer data portals alongside Nielsen/Circana and depletion data to monitor store-level velocity, voids, out-of-stocks, and at-risk items, and drives corrective action with distributors.

Communication and Administration:

· Reports market activities, results, and opportunities to management with a plan of action, ensuring alignment with overall company goals.

· Maintains accurate distributor profiles, competitive brand alignments, and key contact lists for accounts and distributor partners.

· Maintains account timelines (program presentations, new items, resets) and tracks all Add/Delete placements by account for each reset.

· Works with Finance and Customer Service to resolve retailer and distributor deductions, chargebacks, and pricing discrepancies in a timely manner.

· Ensures programs comply with TTB, state three-tier, and retailer vendor compliance requirements.

· Additional duties, as assigned by Management.

Performance Criteria

Your performance will be measured on how effectively you handle the position responsibilities, your ability to reach goals and your interest and enthusiasm for the Winery. As a spokesperson for the Winery, you will be evaluated on how well you represent the Winery.

Requirements

QUALIFICATIONS:

· Bachelor's degree in Business, Marketing, or related field, or equivalent experience.

· 5+ years of beverage alcohol, 4+ years managing national or large regional grocery chain accounts.

· Working knowledge of the three-tier system, control markets and how to align distributor partners behind chain programs.

· Proficient with syndicated and retailer data (Nielsen/Circana, retailer portals, account scans) and depletion reporting. Advanced Excel and PowerPoint skills required.

· Comfortable using data and AI-enabled tools to turn reports into clear, buyer-ready stories.

· Proven ability to build and deliver buyer-facing presentations and negotiate programs, pricing, and placements.

· Highly organized, able to manage multiple accounts, timelines, and resets at the same time.

· Must be at least 21 years of age, hold a valid driver's license, and be able to travel to customer headquarters, distributor partners, and markets as needed.

SUCCESS FACTORS/JOB COMPETENCIES:

· Strong interest in adult beverages, wine and winemaking.

- Seeks new knowledge and experiences to enhance value as Oliver Winery employee.
- Accepts direction and constructive feedback from others.
- Brings a curious, solutions-first mindset to every customer and distributor conversation.
- Takes ownership of responsibilities, including meeting deadlines for reports & filings.
- Demonstrates a willingness to communicate in a persuasive and constructive manner that leads to positive change.
- Impacts and helps shape the winery's culture in alignment with company culture and values.
- Understands and impacts key levers within one's area to create and enhance winery value.

Members of our Sales team also possess the ability to:

· Effectively engage customers, vendors, and distributors to build strong relationships.

· Actively seek out and apply knowledge of beverage industry to further the Oliver Winery brand.

· Execute assigned tasks at a high level, with attention to detail and thoughtful prioritization of effort.

· Make responsible business and financial decisions, operating within the context of sales plan and budget parameters.

In addition, all successful winery employees are able to:

- Use your attitude and effort to contribute to a positive work environment.
- Be thoughtfully engaged and do your best work. Every day.
- Model the winery values; Get Stuff Done, Respect People, Expect Quality, and Think Differently.

Typical Schedule : Position is full-time, exempt. Schedule is primarily Monday-Friday. Travel, evening work and occasional weekend work will be required.

FLSA Classification: Full-Time Exempt.

Employee Benefits and Perks:

- Comprehensive health, vision, dental, and supplemental benefit packages.
- Generous PTO and Paid Holidays.
- Employer 401(k) matching program of up to 6% of annual compensation.
- Paid training and meetings. Opportunities for professional development.
- Access to our award-winning Live Well wellness program featuring fitness reimbursements, charitable giving matches, and education on topics including financial health, physical wellbeing, and more.
- Generous employee discount on wine, food and merchandise.

We strongly encourage uploading a Cover Letter/Letter of Interest with your resume.

For more information about working at Oliver Winery, check us out on Glassdoor !

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