National Account Manager

Position: National Account Manager-

Fully Remote Remote Worker - N/A Wholesale

Description

At Oliver Winery, we've been making wine people love since 1972. As Indiana's oldest winery and the largest in the Midwest, we've grown into one of the top 30 wineries in the U.S., and Newsweek named ours the #2 tasting room in the country. The National Account Manager (Grocery/Specialty/Convenience/Drug) is responsible for activating and implementing product authorizations, circular advertising placements, and programming.

This position coordinates national chain activities across multiple markets in the US and owns each account plan end to end, from line review and new item sell-in through shelf execution, sell-through, and trade ROI. The role also acts as the liaison between customers, distributors, and winery sales and supply teams through the development of mutually beneficial chain account sales and marketing plans, market recaps, and account specific analysis and initiatives.

ESSENTIAL

FUNCTIONS & RESPONSIBILITIES:

• Profitably expands distribution, gains chain activity, improves in-store execution, and increases merchandising presence across assigned accounts.
• Develops compelling buyer presentations and pull programming with the VP of National Accounts, Category Insights, Trade Marketing, and Marketing to sell in programs and placements.
• Works with distributor key account teams to align sales efforts, account calls, and programs with focus initiatives by brand and account.
• Leads decision-making and program development, and motivates the winery sales organization to execute on set programs.
• Presents brand and chain strategies, issues, and status updates at retailer, distributor, and internal sales meetings.
• Provides sales tools to the field (pricing templates, program announcements, contact references), follows up on program execution, and reports new POD placements vs. commitments and any gaps to the sales team in a timely manner.
• Builds strong relationships with chain buyers and distributor NAMs/KAMs, setting call cadence based on volume of business.
• Leads annual Joint Business Planning (JBP) with assigned retailers, aligning on volume, distribution, pricing, promotional calendar, and growth targets.
• Prepares and leads line review and new item presentations on each account's calendar (Spring/Fall/yearly resets, modular reviews), including item setup, costing, and required retailer documentation.
• Grows the portfolio across formats and pack sizes, including alternative sizes and ready-to-drink (RTD), by matching items to each retailer's shopper, white space, and space strategy.

Planning, Analyzing, and Maintenance:

• Evaluates and tracks chain performance by units, cases, and dollars (monthly, quarterly, annually) through depletions, account scans, and Nielsen. Reports results to customers and Oliver and drives corrective action to increase execution and pull.
• Develops growth strategies with the VP of National Accounts, Trade Spending and Category Insights Manager, including chain opportunity analysis, placement and programming recommendations, and goals and objectives by account.
• Manages assigned trade and promotional budgets, tracking spend vs. plan, post-promotion lift, and ROI, and publishes monthly scorecards for distributors, customers, and Oliver.
• Maintains Oliver brand and shelf standards in all programming and offers input on display design and marketing concepts.
• Responds to account questions and concerns and removes barriers that may impact Oliver's business.
• Partners with Supply Chain and Production through monthly SIOP/S&OP to forecast account volume, plan promotional and seasonal builds, and protect in-stock levels and fill rate.
• Uses retailer data portals alongside Nielsen/Circana and depletion data to monitor store-level velocity, voids, out-of-stocks, and at-risk items, and drives corrective action with distributors.

Communication and Administration:

• Reports market activities, results, and opportunities to management with a plan of action, ensuring alignment with overall company goals.
• Maintains accurate distributor profiles, competitive brand alignments, and key contact lists for accounts and distributor partners.
• Maintains account timelines (program presentations, new items, resets) and tracks all Add/Delete placements by account for each reset.
• Works with Finance and Customer Service to resolve retailer and distributor deductions, chargebacks, and pricing discrepancies in a timely manner.
• Ensures programs comply with TTB, state three-tier, and retailer vendor…