National Account Manager - Wine & Sprits

columbiainternal; Oregon; Hybrid; USD 90,000 - 130,000; Full time

Job summary

Columbia is seeking a National Account Manager to drive Off-Premise sales with key retail partners. You will serve as primary liaison for assigned chain accounts, cultivate relationships, execute strategic initiatives, and monitor market trends to support growth across the territory.

Based in Kent, WA or Wilsonville, OR, the role combines office and field responsibilities and may require travel to retail sites.

Qualifications

• Minimum of three (3) years previous industry sales experience.
• Minimum of (1) year previous National Account management experience.
• Valid driver’s license and auto insurance required.
• Bachelor’s or advanced degree preferred.

Responsibilities

• Achieve annual goals for volume, gross profit, and other key performance metrics by account.
• Develop and execute business plans with distributors, suppliers, and retailers—annually and per trimester.
• Utilize go-to-market strategies to meet sales and revenue objectives through distribution expansion, promotions, and project execution.
• Build strong retailer partnerships using data-driven selling techniques, market insights, promotional planning, and accurate pricing submissions.
• Foster internal and external relationships, effectively managing expectations and navigating challenges.
• Conduct regular market and account-level evaluations to assess retail performance and identify growth opportunities.
• Ensure timely and accurate communication regarding chains and products across all stakeholders.
• Provide monthly, trimester, and annual forecasts for distribution, volume, and revenue by account.
• Effectively manage customer warehouse inventory both in forecasting, building promotional plans, and ensuring there is enough product on hand to sustain sales.
• Collaborate with management and suppliers to survey the marketplace regularly.
• Share market opportunities with senior leadership and recommend actionable solutions.
• Partner with the National Accounts Director to establish comprehensive account coverage and build multi-level relationships with customers.
• Manage personal expense budget responsibly.
• Represent the company at industry events, community initiatives, and with charitable organizations connected to key accounts.
• Embodies and promote the Company’s Core Values in all activities and interactions.

Skills

Microsoft Office

Communication

Relationship building

Budget management

Presentations

Project management

Cross-functional collaboration

Leadership

Deadline-oriented

Education

High School diploma or GED

Bachelor’s degree

Advanced degree

Job description

Position Summary

The National Account Manager plays a vital role in driving the success of Columbia’s Off-Premise business. This position requires a proactive self-starter with strong motivation, creativity, and problem-solving skills to enhance Columbia’s presence and performance with key retail partners. Serving as the primary liaison for assigned chain accounts, the National Account Manager is responsible for cultivating relationships, implementing strategic initiatives, and staying attuned to market trends. This role is central to Columbia’s growth and overall business strategy.

Key Responsibilities

• Achieve annual goals for volume, gross profit, and other key performance metrics by account.
• Develop and execute business plans with distributors, suppliers, and retailers—annually and per trimester.
• Utilize go-to-market strategies to meet sales and revenue objectives through distribution expansion, promotions, and project execution.
• Build strong retailer partnerships using data-driven selling techniques, market insights, promotional planning, and accurate pricing submissions.
• Foster internal and external relationships, effectively managing expectations and navigating challenges.
• Conduct regular market and account-level evaluations to assess retail performance and identify growth opportunities.
• Ensure timely and accurate communication regarding chains and products across all stakeholders.
• Provide monthly, trimester, and annual forecasts for distribution, volume, and revenue by account.
• Effectively manage customer warehouse inventory both in forecasting, building promotional plans, and ensuring there is enough product on hand to sustain sales.
• Collaborate with management and suppliers to survey the marketplace regularly.
• Share market opportunities with senior leadership and recommend actionable solutions.
• Partner with the National Accounts Director to establish comprehensive account coverage and build multi-level relationships with customers.
• Manage personal expense budget responsibly.
• Represent the company at industry events, community initiatives, and with charitable organizations connected to key accounts.
• Embodies and promote the Company’s Core Values in all activities and interactions.

Core Competencies

• Proficiency in Microsoft Office suite
• Strong written and verbal communication skills
• Ability to build and sustain strong internal and external relationships
• Knowledge of budget management and its impact on business results
• Skilled in creating compelling presentations and business reviews
• Adaptability in managing challenges and diverse personalities
• Demonstrated leadership capabilities
• Comfortable working cross-functionally across organizational levels
• Excellent project management skills with an ability to meet tight deadlines

People Management

• No direct reports

Work Environment

• Combination of office and field-based responsibilities

Physical Demands

• Bend/Stoop/Crouch/Squat
• Use arms/wrists/hands/grasp
• Use of industry tools: hand truck, six-wheeler, manual pallet jack, box cutter
• Must be able to drive and operate a vehicle safely

Schedule and Travel

• Full-time position: hours vary and may include weekends
• Occasional in-state and out of state travel, including retail account visits

Required Education and Experience

• High School diploma or GED required
• Minimum of three (3) years previous industry sales experience
• Minimum of (1) year previous National Account management experience
• Valid driver’s license and auto insurance required

Preferred Education and Experience

• Bachelor’s or advanced degree

This position can be based out of either Kent, WA or Wilsonville, OR.

Compensation

• Compensation is based on multiple factors including skills, experience, certifications, and location
• Comprehensive benefits including medical, dental, vision, and life insurance for employees and families
• Eligibility for 401(k) plan participation
• Paid holidays and vacation time
• Bonus and incentive eligibility based on role performance