Vice President – National Accounts Off-Premise
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Job Description
Vice President leading Heaven Hill’s national off-premise retail account organization. Driving customer strategy, joint business planning, and growth with major U.S. retailers.
Responsibilities:
- Build and lead a best-in-class Off-Premise National Account organization
- Drive disproportionate growth with strategically important retail customers
- Establish customer strategy, talent, account coverage, Joint Business Planning discipline, and senior-level customer relationships
- Set the overall Off-Premise National Account agenda and account segmentation
- Determine resource investment and set account-specific growth expectations and priorities
- Translate company, portfolio, and Power Brand strategies into customer-specific strategies
- Establish channel strategies across grocery, mass, club, liquor, convenience, and other priority classes of trade
- Identify customer and channel white-space opportunities
- Lead, coach, and develop the Off-Premise National Account team
- Establish performance expectations, succession plans, and a high-performance culture
- Own enterprise-to-enterprise relationships with strategic retail accounts
- Develop C-suite, SVP, and VP-level relationships with priority customers
- Lead major customer negotiations and engage personally on escalated relationships or growth opportunities
- Position Heaven Hill as a strategic growth partner
- Establish Strategic Customer Management methodology and enforce JBP standards
- Develop customer-specific growth hypotheses and integrate category, consumer, shopper, and financial insights
- Lead executive customer reviews and quarterly account performance reviews
- Ensure plans translate into measurable field-level execution
- Coordinate Category Management, RGM, Customer Marketing, Insights/Analytics, Marketing, Finance, Supply Chain, and Field Sales around customer opportunities
- Align distributor strategy, field coordination, and commercial functions to customer priorities and timing
Requirements:
- Bachelor’s Degree in Business, Marketing or related field
- Minimum 15 years of progressive commercial leadership experience in alcohol beverage
- CPG experience with three-tier understanding preferred
- Minimum 8 years working with major national/regional Off-Premise customers
- Direct experience with multiple major classes of trade: mass, club, grocery, liquor, and/or convenience
- Previous leadership of a National Accounts team
- Demonstrated JBP experience with sophisticated retailers
- Demonstrated experience building or transforming a customer organization
- Strong experience with syndicated data (Circana/Nielsen) and retailer data platforms
- Proven talent development track record
- Valid Driver's License
- Practical experience with retailer data, profitability, RGM, assortment, velocity, and opportunity analysis (valued but not required)
- Understanding of customer P&Ls, trade economics, pricing, mix, margin, and ROI (valued but not required)
- Ability to travel nationally up to 50%
- Ability to stand, walk, use hands and fingers to handle or feel objects, use a computer, and reach with hands and arms
- Ability to occasionally lift up to 25 pounds
Benefits:
- Paid Vacation
- 11 Paid Holidays
- Health, Dental & Vision eligibility from day one
- FSA/HSA
- 401K match
- EAP
- Maternity/Paternity Leave
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