Head of National Accounts

Vinarchy; United States; A distancia; USD 180.000 - 260.000; Jornada completa

Descripción de la vacante

Vinarchy in the United States seeks an elite Head of National Accounts with a proven track record of driving market share in premier retail. The role demands strategic leadership, strong executive relationships, and a data-driven approach to JBPs and national programming.

You will lead a team to secure expanded distribution, optimal shelf presence, and impactful promotional initiatives across Top 20 national retailers.

Formación

• Bachelor’s degree required; MBA preferred.
• 10+ years of progressive sales leadership experience within US wine/spirits with national accounts leadership.
• Proven track record of expanding retail distribution and growing multimillion-dollar national programs.

Responsabilidades

• Strategic Retailer Alignment & Volume Growth with Top 20 national off-premise accounts.
• Lead Joint Business Planning (JBP) to align premium wine portfolio with retailer goals.
• Drive market-share growth by outpacing category trends and seizing white-space opportunities.
• Lead, mentor, and manage a regional National Account team to high performance.
• Design and implement high-velocity national programming and effective budget governance.

Conocimientos

National Account Leadership

Retail Relationship Management

Strategic Sales Planning

Data-driven JBPs

Executive Communication

High Travel (up to 50%)

Educación

Bachelor’s Degree in Business Administration/Marketing or related field

MBA preferred

Descripción del empleo

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Vinarchy. Redefining Wine.
Established in 2025 following the merger of Accolade Wines and Pernod Ricard Winemakers, Vinarchy is an exceptional global wine company committed to redefining wine.
Crafting extraordinary wines in Australia, New Zealand, Spain, Italy, South Africa, Chile and the United States, and sharing them in almost every corner of the world, we are relentlessly innovative, ambitious and imaginative at every stage from grape to glass.

About The Role

We are seeking an elite, commercially ambitious and growth-focused Head of National Accounts with an exceptional track record of driving market share expansion across the premier retail landscape in the United States. This executive role is designed for a high-intensity commercial leader who possesses established, tier-one relationships with the Top 20 National Account Retailers (including major grocery, mass, club, and drug networks).

The Head of National Accounts will move our commercial strategy forward by transforming corporate brand priorities into high-velocity national programs. You will be responsible for building a culture of extreme accountability, ensuring your team continuously secures expanded distribution, optimal shelf positioning, and prominent promotional programming. If you are a strategic sales executive who commands the boardroom, excels at joint business planning, and leads a team by example to take market share, this role is built for you.

Key Responsibilities

Strategic Retailer Alignment & Volume Growth

• Leverage Top 20 Retail Relationships: Maintain and deepen personal, executive-level relationships with key buyers and decision-makers across the Top 20 US national off-premise accounts to secure preferential distribution and visibility.
• Joint Business Planning (JBP): Architect and negotiate sophisticated, data-driven JBPs that align our premium wine portfolio with the strategic financial goals of top-tier national retailers.
• Market Share Acquisition: Develop and execute an offensive commercial strategy explicitly designed to out-pace category trends, capture white-space opportunities, and systematically steal market share from competitors.

Insight-Driven Growth & Category Leadership

• Synthesize Consumer & Category Insights: Masterfully leverage syndication data (e.g., Nielsen, Circana/IRI, and retailer scan data) to synthesize customer, consumer, and category insights. Transform complex data into clear, actionable commercial stories that uncover hidden growth opportunities.
• Strengthen Vinarchy’s Strategic Position: Use deep demographic and shopper-behavior insights to position Vinarchy as a thought leader and indispensable category partner to priority national customers.
• Proactive Opportunity Mapping: Analyze regional and national beverage trends to build predictive sales presentations. Present proactive solutions to retail buyers that solve their assortment gaps while expanding Vinarchy's physical shelf presence.

National Account Team Leadership & Accountability

• Foster Extreme Performance Standards: Lead, mentor, and actively manage a regional team of National Account Managers. Cultivate an elite, execution-first team culture that rejects complacency.
• Rigorous Account Accountability: Establish clear, quantifiable sales scorecards. Hold the national accounts team strictly accountable for achieving key performance indicators (KPIs), expanding points of distribution (PODs), and securing high-impact seasonal calendar features.
• Commercial Pitch Optimization: Lead the development of high-impact sales presentations. Attend critical retail buying appointments alongside your team to deliver winning, margin-accretive pitches.

Promotional Programming & Channel Velocity

• Impactful National Programming: Design and implement comprehensive, high-velocity promotional programming, cross-merchandising initiatives, and digital/e-commerce retail strategies that accelerate pull-through at retail.
• Three-Tier Integration: Partner seamlessly with our distributor-aligned sales leads and distributor execution teams to ensure that national retail programs are flawlessly implemented at the local store level.
• Commercial Budget Governance: Manage the national accounts promotional budget, ensuring high-ROI allocation of trade spend, slotting fees, and marketing investments.

What You'll Bring

• Bachelor’s Degree in Business Administration, Marketing, or a related field (MBA highly preferred).
• 10+ years of progressive sales leadership experience within the US wine and spirits industry, with at least 5 years explicitly leading a national accounts function for a mid-size or large supplier.
• Verifiable Track Record: Demonstrated success in expanding retail distribution networks and growing multimillion-dollar national retail programs.

Core Competencies

• Executive Command Presence: Superior persuasive ability, negotiation prowess, and communication skills suitable for interactions with retail executives and corporate boardrooms.
• Elite Relational Capital: Immediate, warm accessibility to top-tier off-premise retail buyers across grocery, mass, and club channels.
• Analytical Power: Proficiency in translating syndication data (e.g., Nielsen, IRI/Circana, and retailer portal insights) into actionable commercial strategies and stories.
• High Travel Adaptability: Ability to travel frequently (up to 50%) for retail partner meetings, team field work, and corporate alignment.

Why Join Us?

Joining Vinarchy means becoming part of a newly formed global wine company with bold ambitions to redefine wine and drive meaningful growth across the industry. This role offers the opportunity to make a direct impact in key U.S. markets by working closely with distributor partners, customers, and cross-functional teams to grow an exciting portfolio of brands. At Vinarchy, we value entrepreneurial thinking, collaboration, and accountability, and we are building a culture where talented individuals can contribute, innovate, and grow alongside the business as we expand our presence and shape the future of wine.

At Vinarchy we are dedicated to building a diverse, dynamic and inclusive culture. Prospective candidates will be required to provide proof of legal work rights and undertake relevant pre-employment screening to verify eligibility and suitability.