Strategic Account Director

Palm Bay International; Washington, Baltimore (District of Columbia, MD); Remote; USD 70,000 - 110,000; Full time

Job summary

An established industry player is seeking a results-driven professional to drive growth in National Account Customers. This remote position focuses on building strong relationships with chain buyers and distributor partners while implementing strategic selling initiatives. The ideal candidate will possess strong analytical skills, effective negotiation abilities, and a deep understanding of consumer behavior. With a competitive compensation package and an emphasis on teamwork, this role offers a unique opportunity to make a significant impact in the wine and spirits industry. Join a family-owned company with a rich portfolio and a commitment to excellence.

Benefits

Medical Insurance

Dental Insurance

Vision Insurance

Life Insurance

401(k)

Paid Vacation

Personal Time Off

11 Paid Holidays

Qualifications

• 5-10 years of experience in National Accounts with headquarters call experience.
• Strong insights and data skills, including storytelling with data.

Responsibilities

• Develop and maintain relationships with chain buyers and distributor partners.
• Analyze business performance and report findings to the VP.
• Implement customized selling strategies aligned with retailer objectives.

Skills

Strategic Planning

Data Analysis

Negotiation Skills

Problem-Solving

Communication Skills

Customer Service

Education

Bachelor’s Degree

Job description

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Location: Remote (East Coast Preferred)

Position Overview: This position drives profitable and sustainable growth in respective Chain National Account Customers of Total Wine & More and 4 Costco Regions (TX, Midwest, SE & NE) reporting to the Sr. of Strategic Accounts. This is a highly communicative position that requires focus on fact-based selling, strategic planning, organizational skills, and frequent travel. The goal is to build and grow the business by developing strong relationships with chain buyers and distributor partners, providing revenue growth and KPI delivery, industry insights, and strategic leadership for all key stakeholders including customers, distributors, and internal teams.

Responsibilities/Essential Functions:

1. Develop and maintain relationships with chain buyers, focusing on distribution, promotion, pricing, product placement, merchandising, ads, category management initiatives, and other growth strategies.
2. Collaborate with distributor teams to drive goals and priorities, ensuring effective communication, KPI delivery, performance reviews, and execution of initiatives.
3. Implement customized selling strategies in each retailer aligned with their category objectives and strategies.
4. Proactively analyze business and brand performance, reporting findings to the VP.
5. Develop, implement, communicate, measure, and evaluate national and local programs within customer groups.
6. Survey the market with PBI sales team and distributor chain managers to identify opportunities.
7. Share best practices of strategic account selling across the organization.

Qualifications/Requirements:

• Results-driven with a focus on executing key directives and KPIs.
• Strategic agility and planning over 12-18 months, partnering with internal and external stakeholders.
• Strong insights and data skills, including storytelling with syndicated and qualitative data.
• Financial and business acumen, understanding marketplace conditions.
• Effective negotiation skills, using storytelling, pricing, and overcoming objections.
• Problem-solving skills to assess and resolve complex issues quickly.
• Company and brand champion mentality.
• Bachelor’s Degree required.
• 5-10 years of experience in National Accounts with headquarters call experience.
• Detail-oriented, organized, persuasive, capable of multitasking, and providing excellent customer service.
• Strong communication skills and ability to create compelling sales presentations.
• Knowledge of consumer behavior and category management concepts.
• Ability to work independently and in a dynamic, team-oriented environment.
• High level of wine knowledge required.

Palm Bay International is a family-owned company offering a comprehensive portfolio of imported wines and spirits, with a vast network of long-term partnerships across the U.S. and beyond. For more information, visit www.palmbay.com.

Benefits Overview: Competitive compensation including medical, dental, vision, life insurance, 401(k), paid vacation, personal time off, and 11 paid holidays.

Palm Bay International is an equal opportunity employer.