National Accounts Manager - On Premise

Clase Azul México; California; Remote; USD 110,000 - 160,000; Full time

Job summary

Clase Azul México is seeking a National Account Manager — On Premise to own a portfolio of national on-premise accounts and grow revenue across the United States. The role requires strategic planning, relationship management at executive levels, and cross‑functional collaboration with field sales, distributors, and agencies to deliver brand‑right programming.

The ideal candidate has 5+ years in national accounts within spirits or premium beverages, strong negotiation and presentation skills, and

Qualifications

• Bachelor’s degree or equivalent professional experience in related field.
• 5+ years in national accounts, on-premise sales, or key account management in beverages.

Responsibilities

• Own and manage national on-premise account relationships across all 50 states.
• Develop annual account plans with objectives, programming, investment and growth targets.
• Lead regular business reviews with key accounts to share performance and plan programming.

Skills

Relationship-building

Negotiation

Presentation skills

Strategic thinking

Communication

CRM usage

Education

Bachelor’s degree in Business, Marketing, Hospitality or related field

Tools

CRM platforms

Microsoft Office

Sales reporting tools

Job description

::This position is open nationally throughout the US::

Company Overview:

Founded in 1997, Clase Azul Mexico is a luxury brand offering a portfolio of ultra-premium agave-based spirits from Mexico. We proudly work with Mexican artisans to handcraft our iconic decanters and support Mexican artistry, from ancestral distilling methods to traditional craftsmanship. We are committed to creating meaningful experiences, improving the lives of our team members and artisan communities, and captivating the world through the spirit of Mexican culture!

Job Summary:

The National Account Manager — On Premise will take ownership of an assigned portfolio of Clase Azul’s national on-premise accounts, including the Restaurant and Concessionaire business. This individual will be responsible for protecting and growing existing revenue, closing whitespace within the national account universe, and building durable, mandate-level partnerships with the country’s leading hospitality and dining organizations.

This role is both strategic and hands‑on: the National Account Manager builds the plan for each account, sells it in at the corporate level, and works alongside field sales, distributor, and agency partners to make sure it comes to life at every property. As a brand ambassador, this individual protects Clase Azul’s positioning as a Mexican luxury house, choosing premium, selective placements and programming that build long‑term brand equity alongside commercial growth.

Responsibilities will include but are not limited to:

Account Ownership and Relationship Management

• Own and manage national on‑premise account relationships across all 50 states, serving as the primary point of contact for parent operator groups and their chain banners.
• Build and maintain senior‑level relationships with corporate beverage, purchasing, culinary, and operations contacts at major national operators, expanding relationships across multiple levels of each organization.
• Develop annual, customer‑specific account plans for each assigned account, outlining objectives, programming, investment, and growth targets, and review them regularly Manager
• Lead regular business reviews with key accounts to share performance results, align on priorities, and plan upcoming programming and menu cycles.
• Manage the Restaurant and Concessionaire business within the assigned portfolio, understanding each operator’s business model, guest profile, and decision‑making process.

Business Development and Growth

• Drive depletion and revenue growth through menu programming, staff education, brand activations, and placement initiatives at key national accounts.
• Identify, prioritize, and develop new national on‑premise account targets to convert whitespace into formal mandates and structured partnerships.
• Lead RFP creation and submissions to gain new programming within the national account universe, partnering with Marketing, Finance, and Commercial Strategy to build compelling, brand‑right proposals.
• Negotiate account programs, menu placements, and commercial terms within approved guidelines and budgets, in alignment with Manager.
• Secure premium placements, such as cocktail menus, featured pours, back‑bar presence, and bottle service, that reinforce Clase Azul’s luxury positioning, choosing selective, high‑quality placements over broad distribution.

Programming and Execution

• Partner closely with field sales teams to ensure national account compliance, programming execution, and consistent brand presence at the property level.
• Communicate national programs to Division Vice Presidents, Regional Managers, and distributor national account teams so programs are sold in and executed in every local market.
• Collaborate with distributor and third party agency partners to align coverage, execution, and programming across the national account footprint.
• Develop and deliver account‑specific programs, such as brand activations, signature cocktail programs, events, and incentives, in collaboration with Marketing and Client Experience.
• Lead brand education and training for account teams, including beverage managers, bartenders, and service staff, sharing Clase Azul’s heritage, craftsmanship, and portfolio.
• Conduct regular market visits to verify execution, menu compliance, pricing, and brand presentation, and resolve gaps quickly with field and distributor partners.

Performance, Analytics, and Reporting

• Track, analyze, and report on depletion and revenue performance against annual targets, providing regular updates to Manager and senior leadership.
• Manage the program budget for assigned accounts responsibly, and partner with Finance to evaluate account profitability and the return on programming investments.
• Monitor competitive activity, menu trends, and channel developments within the on‑premise universe, and share insights that inform national account strategy.

Skills and Qualifications:

• Bachelor’s degree in Business, Marketing, Hospitality, or a related field, or equivalent professional experience.
• 5+ years of experience in national accounts, on‑premise sales, or key account management within the spirits, wine, or broader beverage alcohol industry.
• Experience with luxury, ultra‑premium, or prestige brands strongly preferred.
• Demonstrated success managing large, complex, multi‑unit account portfolios spanning multiple geographies.
• Proven track record of winning new national mandates, menu programs, or RFPs with multi‑unit operators.
• Strong relationship‑building, negotiation, and presentation skills, with experience engaging senior‑level corporate stakeholders.
• Working knowledge of the on‑premise beverage alcohol channel, including hotels, restaurant groups, entertainment venues, and travel/hospitality operators.
• Solid understanding of the U.S. three‑tier system and how to work effectively with distributor national account teams.
• Strong commercial and financial acumen, with the ability to interpret depletion, distribution, and program performance data and turn it into action.
• Proficiency with Microsoft Office, CRM platforms, and sales reporting/analytics tools to track account performance and pipeline.
• Ability to travel nationally (25%–50%) to support account relationships and market execution.
• Self‑directed and comfortable operating remotely with minimal day‑to‑day oversight.
• Solutions driven problem solver who strives for a win/win resolution.