Regional Accounts Manager (SoCal)

Job Name

Country:

United States of America

City:

Los Angeles, CA

Function:

Commercial

Reporting Line:

Sr. Director, National Accounts-On Premise

Job type:

Full time

Lead recruiter:

Jonathan Rodriguez

About the role

The Regional Accounts Manager is responsible for achieving market share, availability and visibility targets through strong Regional Key Account Management. He or she must develop and translate strategy into execution plans and ensure quality implementation, while bringing innovation into market activation to ensure that the BUSA commercial priorities are executed to deliver optimum sales for Regional On-Premise chain customers.

Responsibilities

Review monthly account and territory performance, including depletion and NSV growth. Adopt an “owner’s mentality” with regards to territory performance.
Responsible for creating, selling in, and implementing LTO’s, menu placements, back bar placements, and well placements to chain headquarters.
Collaborate with the Distributor - SGWS TransAtlantic, local/regional BUSA personnel, and the NAOP team to identify opportunities and provide recommendations to increase sales targets.
Build strong relationships with each customer in the Regional Account Management territory to enhance long-term business opportunities.
Ensure local execution of chain-approved programs through timely, coordinated and effective communication to BUSA and SGWS TransAtlantic regional personnel. Monitor and analyze programs and execution results by chain.
Sharing of best practices, i.e. Use of economies of scale and innovation.
Submit monthly activity report and Monthly Business Review on a timely basis.
Responsible for all new product introductions within account universe.
Maintain an accurate Mandate & Optional tracker. Also responsible for assisting in NAOP Mandate & Optional execution in geographic territory.
Work with NAOP Customer Planning & Activation (CP&A) team along with the Commercial Performance team to identify and target opportunities that will increase consumer pull and enhance regional chain programs.
Develop and deliver fact based selling proposals, utilizing Consumer Insights and category information.
Utilize data resources to build and support Company strategy by chain and channel. This should include SGWS TransAtlantic reports, as well as BUSA RAD or VIP reports.
Actively identify market opportunities and move on them appropriately.
Incorporate Bacardi Execution Platform (BEP) to support attainment of goals.
Development of annual Customer Business Plans for all accounts in unison with the NAOP team’s annual planning cycle. BUSA Commercial Priorities should be integrated into the Customer Business Plans. Work with the field sales team in the development of custom brand programs to satisfy customer needs and business opportunities.
Partner and communicate with the Distributor based Regional Account Managers on a consistent basis to deliver business priorities.
Stay up to date on trends and consumer analytics data.
Survey all accounts in alignment with PoS, BEP and brand goals and objectives.
Manage local Advertising & Promotion (A&P) and Travel & Entertainment (T&E) brand execution budgets and monthly key chain account KPI business systems

Skills and Experience

To be successful in this role you will have / be:

3 – 5+ years Field Sales experience, with at least 1 -2 years in a Key Account Management role, preferably within a spirits, or consumer goods sales environment.
Territory management (budget and tools)
Distributor(s) performance management
Retail (key) performance management
Bachelor’s Degree in Business Management or related area, Master’s degree preferred
Ability to create, maintain and build professional relationships and strong partnerships across all management levels to include Distributor Management and Territory Management.
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 key Retail Account customers
Excellent presentation, organizational, analytical, interpersonal and written/oral communication skills
Proficiency with MS office and related applications

The following experiences are preferred:

Experience in the Spirits Industry is a distinct advantage
Experience in additional functions beyond the ones listed above

LEADERSHIP EXCELLENCE

Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future. We have a clearly defined Leadership Excellence framework, and you will be expected, as a senior leader to be a role model of all 6 elements: Focus Externally to Win / Drive Execution and Results / Lead Strategically and Know your Business / Make the Matrix Work / Lead by Example / Develop and Inspire Talent

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.