Director, National Accounts-Spirits

VP Racing; San Antonio (TX); On-site; USD 180,000 - 240,000; Full time

Job summary

VP Racing seeks a dynamic, results-oriented commercial leader to oversee sales performance, distributor management, market development, and strategic growth across multiple states and channels.

This executive will drive revenue, market share, depletion growth, and brand execution while building strong partnerships with distributors, customers, and internal stakeholders. You will lead sales teams, develop plans, forecast, and analyze market data to inform decisions, traveling extensively.

Qualifications

• 8–12+ years in beverage alcohol, CPG, or related industry.
• 5+ years leading multi-state sales teams or distributor networks.
• Proven track record with wholesalers/distributors and key accounts.
• Strong understanding of the three-tier system and industry dynamics.

Responsibilities

• Develop and execute commercial strategies to drive revenue, market share, profitability, and volume.
• Meet annual sales, depletion, revenue, and KPI objectives through planning and execution.
• Lead forecasting, budgeting, pricing, and investment planning for ROI.
• Analyze performance data to identify opportunities and mitigate risks.
• Build and strengthen relationships with distributor leadership and partners.
• Coach and develop sales teams; drive market development initiatives.

Skills

Sales leadership

Distributor management

CPG/beverage industry knowledge

Strategic planning

Financial acumen

Negotiation

Relationship building

Communication

Excel / MS Office

Travel readiness

Education

Bachelor's degree in Business/Marketing/Finance or related field

Tools

MS Office Suite (Excel, PowerPoint)

Job description

Description

We are seeking a dynamic, results-oriented commercial leader to oversee sales performance, distributor management, market development, and strategic growth across multiple states and channels. This role is responsible for driving revenue, market share, depletion growth, and brand execution while building strong distributor, customer, and internal partnerships.

The ideal candidate combines executive-level strategic thinking with hands-on market engagement, bringing deep knowledge of the beverage alcohol industry, distributor management, key account development, and route-to-market execution. This individual will serve as a trusted business partner, leading sales teams, influencing distributor organizations, and delivering sustainable, profitable growth.

Key Responsibilities

• Develop and execute commercial strategies that drive revenue growth, market share expansion, profitability, and volume performance across assigned markets.
• Deliver annual sales, depletion, shipment, revenue, and KPI objectives through disciplined business planning and execution.
• Lead forecasting, budgeting, pricing, investment planning, and performance management to maximize return on investment and financial results.
• Analyze business performance, sales trends, and market data to identify opportunities, mitigate risks, and implement corrective actions.
• Build, manage, and strengthen relationships with distributor leadership, wholesaler partners, and key stakeholders.
• Conduct distributor business reviews and hold partners accountable for execution, investment effectiveness, and agreed-upon performance objectives.
• Train, motivate, and influence distributor teams to execute brand priorities, sales initiatives, and market development strategies.
• Develop and maintain strategic relationships with key regional, chain, independent, on-premise, and off-premise accounts.
• Drive marketplace execution through merchandising, promotional activity, displays, menu placements, pricing initiatives, and distribution gains.
• Utilize consumer insights, competitive intelligence, and performance analytics to support fact-based selling and strategic decision-making.
• Identify and capitalize on opportunities to increase distribution, visibility, velocity, and long-term brand growth.
• Lead new product launches, portfolio expansions, and market initiatives while ensuring seamless communication and execution across stakeholders.
• Coach, mentor, and develop sales personnel while fostering a culture of accountability, collaboration, and continuous improvement.
• Conduct market visits, field coaching, performance reviews, and talent development initiatives to build high-performing teams and future leaders.
• Partner cross-functionally with Marketing, Finance, Operations, Supply Chain, and Executive Leadership to align commercial priorities and achieve business objectives.

Required Qualifications

• Bachelor's degree in Business, Marketing, Finance, or related field, or equivalent combination of education and experience.
• 8-12+ years of beverage alcohol, consumer packaged goods (CPG), or related industry experience.
• 5+ years leading multi-state sales teams, distributor networks, or regional markets.
• Proven success managing wholesalers, distributors, and key accounts.
• Strong understanding of the three-tier system and beverage alcohol industry.
• Experience developing and executing business plans, forecasts, and budgets.
• Exceptional communication, presentation, negotiation, and relationship-building skills.
• Strong financial acumen, including pricing strategy, ROI analysis, margin management, and P&L understanding.
• Proficiency in Microsoft Office Suite, including Excel, PowerPoint, Outlook, and Word.
• Valid driver's license with the ability to travel extensively.

Preferred

• Supplier-side beverage alcohol experience.
• Experience with national accounts and large multi-unit chains.
• Background in business analytics, sales planning, and category management.
• Experience managing distributor transitions, underperforming markets, and route-to-market strategies.

Physical Requirements

• Extensive travel, approximately 60-90%, including overnight travel, evenings, and occasional weekends.
• Ability to drive for extended periods.
• Ability to stand, walk, and conduct retail and market visits throughout the day.
• Ability to lift, carry, push, or pull product samples and promotional materials up to 50 pounds.
• Ability to conduct customer presentations and field training sessions.