VP of Strategic Accounts

Whyte & Mackay; Orlando (FL); Remote; USD 170,000 - 190,000; Full time

Job summary

A leading company in the whisky industry is seeking a VP of Strategic Accounts to drive commercial success in the US. This role involves strategic planning, relationship management, and execution of retail strategies to enhance brand visibility and growth. Candidates should have extensive experience in the Wine & Spirits sector, strong analytical skills, and a proactive approach to challenges. The position offers a competitive salary and comprehensive benefits.

Benefits

Bonus opportunity

Comprehensive medical, dental, vision, and life insurance

401(k) plan with employer matching

Flexible hours

11 public holidays

Development opportunities

Qualifications

• Minimum 8 years’ experience in the Wine & Spirits industry or luxury brands.
• Skilled in data analysis, category storytelling, and managing pricing strategies.

Responsibilities

• Meet commercial targets within top US national and regional liquor chain retailers.
• Develop strategic partnerships with select national on-premise operators.
• Execute W&M’s Chain Retail strategy and oversee distribution plans.

Skills

Data Analysis

Negotiation

Relationship Building

Job description

We are award-winning whisky makers celebrating 175 years of heritage. We proudly produce exceptional whiskies at our five distilleries across Scotland that are celebrated worldwide.

Job Title : VP of Strategic Accounts

Function : Commercial

Location : NYC or Remote. This role will require working and/or traveling in evenings and during weekends as needed. Anticipate over 40% travel.

Application Deadline : Friday, May 30th. We may close the vacancy early if we receive high application volumes. If you believe this is the right opportunity, please apply promptly!

Who we are :

Born in Glasgow, made in Scotland, enjoyed worldwide. Whyte and Mackay is home to multi-award-winning global whisky brands led by The Dalmore, Fettercairn, Jura, and Tamnavulin. Our mission is to be a driving force in whisky, renowned for building standout brands. Supported by a community of 700 colleagues across 16 countries, guided by our values, and committed to growth and investment. We are seeking talented individuals to join our team. Interested?

What the opportunity looks like :

The Dalmore is a top 10 single malt by value in the US with the second-highest average price point in the category. Jura is a top 20 brand and one of the fastest-growing single malts. Tamnavulin is the fastest-growing brand under $40. These brands represent a small share of the total single malt category with significant growth potential.

The VP of Strategic Accounts for the US will primarily aim to meet W&M’s commercial targets within top US national and regional liquor chain retailers. Additionally, the role involves developing strategic partnerships with select national on-premise operators.

This position will execute W&M’s Chain Retail strategy and oversee distribution, visibility, and activation plans across offline and online channels.

The role is key to securing future growth by working with partners, focusing on Chain Retail, which offers the largest dollar opportunity for Single Malt Scotch in the US today.

Business Planning, Development & DVA

• Conduct regular business reviews with Gallo’s Customer Development Teams to evaluate distribution, depletion, and execution performance, and identify opportunities.
• Maintain W&M portfolio as a priority for Gallo’s key chain managers.
• Lead development of all Chain Retail and select On Premise customer annual business plans, including distribution, visibility, and sales revenue goals, ensuring implementation and execution.
• Survey top chains to optimize presence in outlets, establish improved reporting on point-of-purchase execution to enhance physical availability of W&M brands.
• Identify and develop relationships with new or emerging strategic customers for future growth and visibility.

Managing Internal & External Relationships

• Build relationships with top liquor chains, positioning Whyte and Mackay as a thought leader and valued partner in the Single Malt category.
• Collaborate with W&M Category Development team to create customer-specific single malt solutions.
• Organize advocacy trainings and in-store tastings with the US Retail Development Manager at key chain partners.
• Coordinate with the VP of Sales & Luxury Malt Manager to organize events introducing brands to target consumers via key chain partners.
• Partner with the VP of Marketing & Gallo teams to manage trade marketing initiatives targeting key buyers.
• Lead the Trade Marketing team in developing point-of-sale tools to boost brand visibility and appeal.

Candidate Requirements :

• Minimum 8 years’ experience in the Wine & Spirits industry or luxury brands across supplier and wholesaler tiers.
• Skilled in data analysis, category storytelling, presentation building, and managing pricing strategies.
• Strong analytical skills to develop strategies and tactics based on data.
• Experience in customer marketing, especially in channel visibility and activation programs, is advantageous.
• Understanding of E-commerce.
• Effective negotiation skills with a proactive mindset.
• Ability to build relationships across multi-layered organizations with diverse functions.
• Entrepreneurial attitude and positive approach to opportunities and challenges.

We believe in growth potential for everyone. If you don’t meet every requirement but have relevant experience, we encourage you to apply rather than self-disqualify.

The base salary range is $170,000–$190,000, depending on experience, location, skills, and qualifications.

• Bonus opportunity
• Comprehensive medical, dental, vision, and life insurance
• 401(k) plan with employer matching
• Flexible hours
• 11 public holidays
• Development opportunities

Join the Whyte and Mackay community.

We are committed to diversity and inclusion, respecting human rights and dignity. All qualified applicants will receive consideration without discrimination based on age, race, gender, religion, or other protected classes.

We review each application carefully. If you need accommodations during our recruitment process, please contact us at [email protected], and we will support you.