Strategic Account Director, Off Premise

Strategic Account Director

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Palm Bay International, a dynamic family-owned company, offers one of the nation’s most comprehensive portfolios of imported wines and spirits, including over 50 suppliers from around the globe. Among Palm Bay’s most valued assets is its remarkable network of long-term partnerships with the foremost wholesale companies in all 50 states, as well as the Caribbean, Mexico, and Central America. With the crucial collaboration of these partners, Palm Bay’s portfolio is able to meet the needs of every level of the industry, from independent restaurants and retail stores, to chain accounts, supermarkets, hotels, airlines, cruise ships, duty-free accounts and U.S. military bases. This impressive roster of brands, accounts, and relationships positions Palm Bay as a major source of fine wines and spirits and an industry leader in the U.S. marketplace. For more visit: www.palmbay.com.

Location: Our ideal candidate will reside in Phoenix, AZ and we will also consider candidates from Seattle, WA (Northwest and Southwest Strategic Accounts Off Premise)

Position Overview: Reporting to the Sr. Director of Strategic Accounts, this position drives profitable and sustainable growth in respective Strategic Chain Customers (Fred Meyer/QFC, Frys, ABSCO Divisions, Bashas, Winco & More).  This is a highly communicative position that requires focus on fact-based selling, strategic planning, and organizational skills as well as frequent travel. The expectation of this position is to build and grow the business by 1) developing strong relationships through collaborative communication with chain buyers and distributor partners, 2) providing revenue growth and KPI delivery, 3) providing industry insights and fact-based selling, and 4) providing strategic leadership for all key stakeholders which includes customers, distributors, and internal Palm Bay cross-functional teams (including Marketing, Finance, Business Intelligence, and Regional Leadership).

Responsibilities/Essential Functions:

• Direct relationship with chain buyers focusing on distribution, promotion, pricing, product placement, merchandising, ads, category management initiatives and any other aspect that will grow Palm Bay business in the chain.


• Developing and maintaining cross functional relationships with Distributor and PBI Regional teams to drive goals and priorities, assuring that teams are working collaboratively to grow the business through frequent communication, KPI delivery, performance reviews and execution initiatives.


• Implementing a customized selling effort in each Retailer that aligns to their category objectives and strategies.

• Responsible for proactively analyzing business/brand performance, reporting to VP


• Developing/Implementing, communicating, measuring, and evaluating National & Local programs/initiatives within customer group

• Surveying market with PBI sales team and distributor chain managers to gain better understanding of the market and to identify opportunities.


• Cascading best practices of Strategic Account selling throughout the organization

Qualifications/Requirements:

• Minimum 10+ years experience in National Accounts with headquarters call experience.

• Results driven: Execution of key directives and initiatives (KPI) for region


• Strategic Agility & Planning: 12-18 mo. horizon and partners with key internal and external stakeholders to build effective plans


• Insights & Data Skills: Syndicated, qualitative, and using it for storytelling


• Financial Acumen: Executing the financial objectives of the org, pivoting where appropriate based on market conditions


• Business Acumen: Expert in the category and marketplace conditions


• Negotiation Skills: Using storytelling complimented by price, to sell effectively and overcoming internal bias and customer objections


• Problem solving: Quickly assess, triage, and solve complex issues


• Company and Brand Championship – company first mentality


• Bachelor’s Degree

• Must be detailed, organized, persuasive, and can multi-task while maintaining a high level of customer service and responsiveness to immediate demands.


• Strong communication, including strong presentation skills


• Ability to build compelling and creative sales presentations with Sales, Marketing, and Consumer Insights; provide features and benefits.


• Knowledge of consumer/shopper behavior and category management concepts.


• Strong communication and Superior organizational skills, detail oriented, must be able to manage multiple priorities and meet deadlines.

• Ability to work independently and in a dynamic, high energy, team-oriented atmosphere.


• Must have a high level of wine knowledge (preferably WSET, CSW, etc)

Salary Range: $140,000 - $170,000/ year

Benefits Overview:

Palm Bay offers a competitive compensation package including medical, dental, vision, life insurance, 401(K), paid vacation, personal time off and 11 paid company holidays.

Palm Bay International is an equal opportunity employer.