Key Account Manager

columbiaexternalcareersite; Kent (WA); On-site; USD 70,000 - 95,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401k plan

Vacation and holidays

Job summary

Columbia Distributing is seeking an Account Manager to advance beverage sales across a portfolio of premium on-premise and select premium off-premise accounts. You will lead territory planning, merchandising, and relationship-building to deliver solutions for customers and suppliers.

You will curate product assortments, drive higher-margin mix, and partner with suppliers to execute activations, with a focus on premiumization and client satisfaction.

Qualifications

• Knowledge of wine and spirits trends, categories, and market dynamics.
• Strong consultative selling and negotiation abilities to grow premium accounts.
• Ability to build and sustain relationships with high-value customers.
• Strategic thinking for planning account growth and brand mix.
• Clear communication and polished presentations to senior stakeholders.

Responsibilities

• Own and manage a portfolio of premium accounts and build long-term partnerships with key decision-makers.
• Develop and execute account-specific business plans focused on revenue growth, brand mix, and premiumization.
• Identify opportunities to expand distribution and introduce new premium brands.
• Prioritize growth within on-premise accounts and other designated premium channels.
• Align account strategies with Director-led priorities and supplier initiatives.

Skills

Wine & spirits knowledge

Consultative selling

Relationship building

Strategic thinking

Communication & presentation

MS Office & CRM

Time management

Education

High School diploma or GED

Bachelor’s degree preferred

Tools

CRM software

Job description

Summary

Account Managers are essential to Columbia Distributing’s success. Each Account Manager is responsible for advancing and securing beverage sales in the market, performing functions to secure new business accounts and facilitating the needs of the existing sales accounts. This is accomplished through territory planning, selling, merchandising and communicating the achievement of company and supplier objectives.

Account Managers responsible for developing and growing Columbia Distributing’s presence within a portfolio of high-value on-premise and select premium off-premise accounts. Reporting to the Director of On-Premise Wine & Spirits, this role emphasizes strategic account management, relationship-building, and consultative selling—delivering tailored solutions that elevate both customer experience and supplier brand equity.

Primary Responsibilities

Account Management & Growth

• Own and manage a portfolio of premium accounts, building long-term partnerships with key decision-makers
• Develop and execute account-specific business plans focused on revenue growth, brand mix, and premiumization
• Identify opportunities to expand distribution, increase share of wallet, and introduce new and emerging premium brands
• Prioritize growth within on-premise accounts (e.g., restaurants, bars, hotels) and other designated premium channels
• Align account strategies with Director-led channel priorities and supplier initiatives

Consultative Selling & Portfolio Strategy

• Serve as a trusted advisor to accounts by providing insights on wine and spirits trends, category performance, and consumer preferences
• Curate and present tailored product assortments aligned to each account’s concept, clientele, and business goals
• Drive portfolio mix toward higher-margin and premium offerings in partnership with suppliers

Supplier & Brand Execution

• Partner with supplier representatives to deliver high-impact brand activations and promotions within accounts
• Ensure execution of brand standards, visibility, and positioning consistent with premium brand expectations
• Support new product launches and seasonal programming
• Partner closely with the Director, On-Premise Wine & Spirits and supplier partners to execute channel-specific programs and priorities

Planning & Performance Management

• Achieve and exceed sales, distribution, and profitability targets for assigned accounts
• Analyze sales data, account performance, and market trends to inform strategy and identify opportunities
• Maintain and regularly update account plans, forecasts, and pipeline activity

Operational Excellence

• Coordinate with internal teams (operations, customer service, finance) to ensure seamless execution and customer satisfaction
• Manage inventory levels, order accuracy, and product availability within accounts
• Complete all required reporting (preplans, forecasts, expense reports, CRM updates, etc.) accurately and on time
• Support the operations team aligning our sales strategy with our service policy, finding solutions to efficiently meet customer wants and needs.

Key Competencies

• Strong knowledge of wine and spirits, including varietals, regions, production, and trends
• Proven consultative selling and negotiation skills
• Ability to build and sustain relationships with high-value customers
• Strategic thinking and business planning capability
• Strong communication and presentation skills
• Proficiency in Microsoft Office and CRM tools
• Excellent organizational and time management

People Management

None

Work Environment

This job operates in our accounts, mostly indoors with occasional outdoor work.

Physical Demands

• Lift, carry, push, pull up to 165 lbs.
• Use arms, wrists, hands, grasp
• Must be proficient in the use of industry tools including hand truck, six-wheeler, manual pallet jack, box cutter, etc.
• Must be able to drive and operate a vehicle

Expected Hours of Work

This is a full-time position, days/hours of work vary, and may include weekends.

Travel

Local travel only

Required Education and Experience

• High School diploma or GED required
• Minimum five (5) years of sales or account management experience in beverage, hospitality, or related industry
• Demonstrated experience managing customer relationships and growing revenue
• Valid driver’s license and auto insurance

Preferred Education and Experience

• Bachelor’s degree preferred
• Advanced wine and spirits certifications (e.g., WSET, Court of Master Sommeliers, or equivalent) strongly preferred
• Experience working with premium or luxury accounts
• Knowledge of local market and competitive landscape

Compensation

• Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years and depth of experience, certifications, and specific location.
• Employees (and their families) are eligible for medical, dental, vision, and basic life insurance. Employees are able to enroll in our company’s 401k plan. Employees are also eligible for 80 hours of vacation every year and 7-8 days of paid holidays throughout the calendar year (depending on location).
• Hired applicants may be eligible for incentives/bonuses/annual bonuses.