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Careers at Bacardi

Director, National Accounts – Off Premise

Job Name

Director, National Accounts – Off Premise


United States of America


Dallas, TX



Reporting Line:

VP NRS and Control States - Sales 

Job type:

Full time

Lead recruiter:

Jonathan Rodriguez

About the role

Your Opportunity

As the Director, Sales - National Accounts, Off Premise you will be accountable for creating value through driving sales and developing strategic relationships with key customers and distributor partners. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence in the markets your chains do business in. Your deep commercial knowledge, ability to develop strategic relationships and lead and inspire a National Sales team will be key to your success in this role.

About You 

You are a fearless leader who consistently puts forwards a Do The Right Thing mentality for Bacardi brands, distributors, customers and consumers.
You are a cultivator of strategic partnerships and developer of people to achieve goals and objectives.


With our Consumer at the heart, your key focus will be:
  • You will be responsible to deliver key performance targets as determined by the financial plan.
  • You will build and maintain effective relationships with strategic customers, distributor partners as well as key external & internal stakeholders for your customers and channel(s) 
  • Lead a team of National Account Managers to successfully drive our brands in key accounts, and develop your team and build capabilities and skill models for future roles
  • You will be accountable for the implementation of the retailer, brand and shopper programs within your customers and channels
  • You will drive use of Shopper and Brand marketing assets along with an insights-based approach to activate our brands to influence consumers at the point of purchase.
  • You will identify opportunities for new business development and provide critical input into the development of category and channel plans.
  • Working closely with the CBU and Distributor Leadership, you will drive a shared vision and winning team spirit among the sales teams and lead the execution of the people strategy.
  • This role is varied and, while home based, a large percentage of your time will be spent interacting with the multiple CBU sales team’s members, distributors as well as key customers.  As a result, you can expect to be travelling extensively in order to stay connected to all stakeholders. 
Key Accountabilities and Responsibilities

Deliver results and excellence in execution:
  • Deliver on key financial targets (NSV, Value Share) 
  • Deliver on Retail Customer Value Proposition through insights and solutions
  • Create effective long-term relationships with strategic customers, distributors, and key internal/external stakeholders to deliver Value Added impact and deliver plan responsibly 
  • Deliver results from brand and shopper marketing programs agreed in AOP
  • Influence price strategy and guardrails through 3 tier system
  • Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business 
  • Input into the AOP process to ensure local channel and customer needs are captured
  • Input into the shaping of the portfolio strategy of the US by bringing in insights from your Sales team
  • Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized
Develop talent and capability
  • Implement learning and development plans for your team based on the Bacardi Commercial Way approach
  • Implement standardized Commercial best practices
  • Ensure that your team has resources needed to deliver desired results 
  • Own the management and development of talent within your team 
Create a winning team
  • Drive executional excellence through a strong, functioning, and orientated Sales team
  • Work with the Country Commercial Leadership team to build a shared sense of purpose among your teams
  • Align all employees behind the targets and create a passion for winning in the organization
  • Recognize accomplishments and behaviors in a timely manner
  • Ensure all employees have a knowledge of Bacardi history and culture

Skills and Experience

The Skills & Experience needed to create your legacy
  • 5-7+ years sales experience in a leading FMCG company at a national level within a beverage industry
  • Bachelor’s Degree in Business or equivalent, Master’s degree preferred
  • Demonstrated capacity to communicate and work effectively across functional groups/departments
  • Experience of developing and mentoring direct reports
  • Ability to apply business experiences across multiple product lines and/or channels 
  • Aptitude to think creatively and strategically and translate strategy into operational tactics.  
  • An independent mindset, valuing collaborative decision making, capable of championing ideas with confidence
  • Strong budget management skills
  • Proven track record of creating compelling and successful sales presentations tailored to customers as well as the ability to effectively communicate programs to Field Sales team
  • Experience in the Spirits Industry is a distinct advantage 
Personal Qualities
  • You are dependable and accountable to your team, distributor partners and customers.
  • You are a driven and motivator leader that nurtures teams for success.
  • You are adaptable to changing market conditions and customer needs.
  • You are an influential and understanding partner in your market dedicated to the success of Bacardi brands and vision.
  • You have a strong bias for action and focus on results, seeing the business as if it is your own

Our culture

We share the passion and entrepreneurial flair of our founder and are guided by our three culture pillars - Fearless, Family and Founders, they inspire our Primos to be the best they can be and drive us forward in all we do. But what does this mean?

·       Being Fearless; means adopting an agile mindset, being comfortable trying new things and taking risks. We are empowered to question, challenge and innovate.

·       Family; We treat each other, and our communities, like Family. Always.

·       Founders; The spirit of entrepreneurship is at the heart of everything we do. We see the business as if it’s our own. We do the right thing for the business and we all take accountability for our work.

When you join Bacardi, you become part of our family and gain more than just a job.

Disclaimer: Bacardi is an equal opportunity employer that values workforce diversity. Diversity is core to our business: by embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success and growth. The duties and responsibilities described in the role profile might not be a comprehensive list.