Director, National Key Accounts

Connecticut Innovations; New York (NY); On-site; USD 150,000 - 210,000; Full time

Job summary

Owl's Brew is actively seeking a National Strategic Accounts Director to lead partnerships with major national and regional retail and on-premise chains on the East Coast. You will report to the VP of Sales and own the account portfolio across off-premise and on-premise channels, guiding cross-functional teams to bring strategic priorities to life in the market.

This role requires senior buyer networks, data fluency with IRI/Nielsen/SPINS, and 50–60% travel.

Qualifications

• Location: East Coast reside required.
• 7+ years sales in beverage alcohol with 3–5+ years in national/key accounts.
• Established senior-level buyer networks at national off-premise/on-premise chains.
• Deep experience using IRI, Nielsen/NIQ, or SPINS data for growth stories.
• Strong understanding of distributor dynamics and how national account strategy translates to field execution.
• Willingness to travel 50–60%.
• Bachelor's degree required; MBA or equivalent preferred.

Responsibilities

• Own and grow Owl's Brew's strategic account portfolio across off-premise and on-premise channels.
• Leverage senior buyer relationships to accelerate brand authorizations and secure shelf position.
• Develop and execute strategic account plans with annual volume goals and promotional calendars.
• Build and present category business cases using data sources and internal data.
• Negotiate and manage promotional programs, shelf features, and endcaps with budget oversight.
• Coordinate with regional sales leaders, field teams, and distributor partners to ensure account commitments.
• Track, analyze, and report KPIs to executive leadership.
• Represent Owl's Brew at trade events and buyer summits.

Skills

Buyer relationships

Strategic account leadership

Data-driven storytelling

Market analysis

Education

Bachelor's degree

MBA preferred

Tools

IRI/Nielsen/SPINS data

Job description

Are you ready to join Connecticut Innovation’s vibrant community of innovators? Connecticut Innovations (“CI”) is Connecticut’s strategic venture capital arm, and we are passionate about serving our portfolio of 220+ companies across various industries, with strengths in life sciences, technology, and climate tech.

Come join one of our quickly growing portfolio companies, Owl's Brew!

Owl's Brew Overview

At Owl's Brew we make great-tasting beverages from only amazing ingredients, and we are passionate about transparency and community. Our line of Boozy Teas, RTDs & Mixers are hand-crafted, from fresh-brewed & organic tea and botanicals. Our Wise Women Collective shines a light on female voices both through profiling other female founders and celebrating our partners, and through our "Boozy Book Club" series. WWC supports initiatives like Women's Voices for the Earth and Keep A Breast. Owl's Brew may be founds at Whole Foods, Trader Joe's, HEB, Ralph's, Hyatt Hotels, and stadiums & arenas throughout the US.

Job Title: National Strategic Accounts Director

Reports To: VP of Sales

Employment Type: Full-Time, Exempt

Location: Must be based on the East Coast

Position Overview

The National Strategic Accounts Director is responsible for developing, managing, and growing partnerships with the brand's most important national and regional retail and on-premise chain accounts. This includes national and off-premise chains such as Total Wine & More, Whole Foods Market, Trader Joe's, Costco, and BevMo, as well as national on-premise groups, hospitality operators, and venue networks. This role requires existing, senior-level buyer relationships within the beverage alcohol industry.

Reporting directly to the VP of Sales, this leader will serve as the bridge between Owl's Brew's strategic account priorities and the field, distributor, and marketing teams responsible for bringing them to life in the market. Direct reports to this role will include National Accounts Manager - West, National Accounts Manager - East, and National Accounts Manager On Premise.

Candidate MUST have existing, active senior-level buyer relationships at national and regional beverage alcohol retail and/or on-premise chain accounts. Candidates without active buyer networks will not be considered.

Core Responsibilities

• Account Portfolio Management: Own and grow Owl's Brew's strategic account portfolio across off-premise and on-premise channels.
• Buyer Relationships: Leverage existing buyer relationships to accelerate brand authorizations, secure favorable shelf positioning, and expand SKU footprints.
• Strategic Planning: Develop and execute strategic account plans for key partners, including annual volume goals, promotional calendars, and new item sell-in timelines.
• Data-Driven Presentations: Build and present compelling category business cases using IRI, Nielsen/NIQ, SPINS, and internal data.
• Promotions & Trade Spend: Negotiate and manage promotional programs, shelf features, and endcaps while managing account P&L and trade budgets.
• Field Execution Alignment: Coordinate with regional sales leaders, field teams, and distributor partners to ensure account commitments are executed at store level.
• Leadership Reporting: Track, analyze, and report on account KPIs (distribution, velocity, promotional compliance, depletion growth) to executive leadership.
• Industry Representation: Represent Owl's Brew at trade events, industry conferences, and buyer summits.

What We Are Searching For

• Location: Must currently reside on the East Coast of the United States.
• Industry Experience: 7+ years of progressive sales experience in beverage alcohol, with 3–5+ years in a national or key strategic accounts role.
• Buyer Network (Non-Negotiable): Established, active senior-level buyer relationships at national off-premise and on-premise chains.
• Data Fluency: Deep experience using IRI, Nielsen/NIQ, or SPINS data to build growth stories for retail buyers.
• Three-Tier Expertise: Strong understanding of distributor dynamics and how national account strategy translates into field execution.
• Travel: Willingness and ability to travel 50%–60%.
• Education: Bachelor's degree required; MBA or equivalent preferred.

Why Work at Owl's Brew?

• Owl's Brew is the first ever tea "crafted for cocktails". It is fresh brewed in micro-batches and meant to pair with a wide range of spirits for cocktails with a fresh, light flavor profile.
• Owl's Brew is an award-winning company, including Forbes 30 Under 30, SIP Award: Gold Medal, BevNet New Beverage Showdown: “Most Innovative and Scaleable”, and New York International Beer Competition Awards: Darjeeling Tea & Hibiscus Flowers - Gold; English Breakfast Tea, Lemon & Lime - Bronze, and even more listed here!
• We always choose real, Owl’s Brew was born out of a love for crafting and brewing organic tea blends. Because of this passion for tea (and its benefits), we developed a deep respect for real ingredients and true flavors - NOT flavors that have been created in a laboratory.
• Work for a Woman Founded startup, and a team who support local and national women's initiatives and charities. Working for a woman founded company can provide better-communicated business strategies and missions, and improved workplace autonomy!

Owl's Brew is an Equal Opportunity Employer. We support conversation and celebration of diversity and are committed to creating an inclusive environment for all employees.