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About Owl’s Brew
Owl’s Brew is a female-founded start start-up that creates clean boozy beverages. Our line of spiked & sparkling teas are fresh-brewed and made with only good, whole, ingredients. Owl’s Brew can be found at Whole Foods, Trader Joe’s, Harris Teeter, Wegmans, Yankees Stadium, Disney World, and Sofi Stadium, among others.
Role Summary
We’re looking for a strategic and driven National Account Chain Manager to lead our off-premises national and regional chain business. This person will own HQ-level relationships with key national and regional accounts and drive execution across the country in partnership with our distributor network, regional sales team, and key account support team; including but not limited to: establishing and maintaining key buyer relationships, developing materials; maintaining schedules around spring and fall sets; developing continuous programming and promotions to support regional accounts; independently calling on key accounts; and tracking execution on programs; and leading the key account support team. You’ll play a critical role in scaling our presence in grocery, club, convenience, and liquor chains nationwide. This role will report to our Sales Director and will liaise with our Regional Managers (RMs) and with wholesaler off-prem chain teams. This role will be supported by our East & West Coast Key Account Managers.
Role and Responsibilities:
National & Regional Chain Management
- Lead, manage & develop all Off-Premise HQ calls with assigned national and regional off-premise chains (e.g., Whole Foods, Trader Joes, HEB, Jewel, Kroger, Target, Total Wine, etc.).
- Develop, present, execute and track all sales programs, promotions, promotional calendars, and new item presentations.
- Gain Key package authorization, strategic pricing, and shelf space within all off-premise chains in Spring and Fall Set / New Item Meetings
- Negotiate annual planning, pricing, and promotional support with chain buyers
- Assess market scan data to identify opportunities to expand the retail business; utilize resources including IRI, VIP, and other software to recap to Director of Sales and Build Strategic Selling Story
- Report to Sales Director biweekly on Chain Performance, Opportunities to grow business along with Budgeting, Forecasting, and Key Account Plans to Goal
- Manage Customer Call Plans and Call Cadence needs Create Communication(s) for internal & external team
Team Leadership
- Manage, Coach & Train a Key Account Support Team that ensures flawless execution, reporting, and communication,
- Collaborate with Regional Managers and align on chain-level strategies and priorities by market.
- Strategically liaise with National Account Manager On-Premise
- Distributor Collaboration
- Work closely with distributor key account managers to ensure alignment on programming, pricing, and in-store execution.
- Manage POG Mandates and Gap Closures by working with RMs & TMs and wholesaler chain managers to track execution
- Prepare business reviews for quarterly sales meetings with wholesaler chain teams and assist with ABPs
- Support sales meetings, program rollouts, and performance reviews with distributor partners.
- Cross-Functional Coordination
- Regular (1x) per Quarter in-market work-withs to evaluate effectiveness of our plans and to identify competitive opportunities
- Partner with Marketing on shopper marketing, POS, and chain-level campaigns that engage consumers and drive sales.
- Align with Supply Chain to ensure timely product availability and efficient logistics.
Qualifications
- 8-10+ years’ experience in national account sales within the beverage/alcohol industry, with majority Off-Premise experience
- Portfolio Experience with Whole Foods, Trader Joes, HEB, Jewel, Kroger, Target, Total Wine preferred
- Deep understanding of the 3-tier system and distributor management
- Proven success managing chain HQ accounts and building retailer relationships
- Strong communication and leadership skills
- Must have Analytical and data-driven with experience using syndicated and retail data (IRI, Nielsen, etc.)
- Ability to travel as needed (~30–50%)
