On Premise Key Account Manager - Spirits

Capital Distributing is the largest independent beer and beverage wholesaler in the state of Oklahoma focusing on growth, continuous improvement, and innovation. We value integrity, honesty, and the highest ethical standards in all that we do. We pride ourselves on being one of the top employers of choice among Oklahoma beer distributors because our employees are our number one asset and the reason we continue to be successful!

Capital offers a competitive benefits package including medical, dental, vision, life, disability, and supplemental insurances. Eligibility to participate in our 401(K) occurs after 90 days of employment with a generous company match program. Position includes a car allowance and company provided mobile phone and iPad.

The ideal candidate will possess a passion for people and selling while building strong relationships and working toward “big picture” goals and initiatives. Wouldn't you like to join the team?

GENERAL DESCRIPTION:

To actively achieve volume, revenue, gross profit, and distribution goals for Spirits per annual business plan. This position is considered a safety sensitive position as defined by the Drug and Alcohol Abuse Prevention and Testing Program as allowed under the State of Oklahoma House Bill 2612 (aka “The Unity Bill”).

JOB DUTIES/RESPONSIBILITIES:

• Attain sales revenue and gross profit goals in assigned key accounts.
• Achieve chain shelf space/distribution goals.
• Ensure timeliness of retail program execution.
• Maintain excellent customer relations.
• Work effectively with supplier KAMs, keeping Capital’s interest in the forefront.
• Work effectively with Capital On-Premise team to build spirits knowledge and coach to develop selling skills.

PLANNING AND STRATEGY DEVELOPMENT:

• Create and submit annual Key Account sales plans for Spirits.
• Work with suppliers to establish key account goals; execute these plans in assigned accounts.
• Create an annual budget for special events and labor associated with these events.

CHAIN SALES MANAGEMENT:

• Analyze all key account sales and marketing performance-related data to identify opportunities, evaluate execution and develop growth strategies.
• Attend all On-Premise sales department meetings.
• Ensure the proper and timely execution of all key account sales plans; work with On-Premise to evaluate and improve key account sales execution.
• Develop key account business reviews and present to key account decision makers and influencers.
• Ensure personal compliance with required time in the market and account call frequency.
• Follow personal development plan.
• Work with On-Premise to ensure execution in assigned key accounts.
• Communicate POS needs in a timely manner to the print shop. Enter required data into Encompass.
• Review key account specific POS orders prior to having Brand Management place the order.
• Coordinate customized account specific programs with key accounts in conjunction with supplier promotions and programs.

SUPPLIER AND INDUSTRY RELATIONS:

• Attend key supplier local meetings.
• Work with key account and supplier personnel to develop plans that will profitably grow Capital business.

CUSTOMER RELATIONS:

• Address all customer complaints in a timely manner.
• Communicate any pricing opportunities, concerns, or problems to Brand Management.
• Ensure that any changes affecting service levels, brands, packages, and promotions are communicated in a timely manner.
• Maintain On-Premise key account call frequencies as defined and approved in the annual chain sales plan.
• Maintain appropriate peer-level customer relationships with key retailer decision makers and influencers.
• Entertain assigned key account buyers and influencers as outlined in the key account sales plan.

GENERAL DUTIES/RESPONSIBILITIES

• Communicate and cooperate with all departments of the company to further efficiencies and ensure the smooth operation of the company as a whole.
• Maintain a positive relationship with all customers, co-employees, and management.
• Maintain appropriate dress and personal appearance.
• Know, understand, and adhere to all company policies and procedures.
• Promote company goodwill in all areas, assist others and perform tasks as appropriate and/or necessary to help maintain the positive image of Capital Distributing in the market.
• Complete all assigned training in a timely manner.
• Assist in developing On-Premise spirits strategies and coaching the On-Premise team on how to achieve those goals.
• Maintain a current and appropriate driver’s license.

EDUCATION AND EXPERIENCE REQUIREMENTS:

• Must have a minimum of three years’ relevant experience within the beverage industry to qualify for On-Premise Key Account Manager.
• Spirits experience preferred.
• Excellent analytical skills.
• PC literate. Good working knowledge of MS Word, Excel, & Power Point.
• Strong ability to interact with and influence suppliers and employees.
• Above-understanding of beverage industry marketing & sales approaches/tools.
• Excellent ability to conduct a marketing situational analysis, extract opportunities and create strategies and tactics to reach targeted goals.
• Work safely and follow the company’s safety policies and procedures.
• Maintain compliance with federal, state, and local laws and regulations.
• Must have effective verbal and written communication skills.
• Must be organized and able to prioritize.
• Capable of strategic thinking and planning.
• Must possess a valid driver’s license, acceptable driving record as defined by company policy, and reliable transportation to conduct company business.

PHYSICAL REQUIREMENTS:

• Must be able to drive, sit or stand for extended periods of time.
• Must be able to lift, push or pull 25 to 50 lbs.
• Must be able to twist and reach overhead.
• Must be able to crawl and/or climb a ladder.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)