Account Development Specialist - Premise - Bay Area

Job Summary

The Account Development Specialist is the sales lead for their assigned portfolio within a targeted account base, primarily wine with some spirits and beer. They focus on increasing share and velocity of their assigned commodity using tactics that help sell‑in the right brands to customers and sell‑out to consumers through planning and execution of brand activations. This role must maintain strong relationships with key stakeholders/gatekeepers of the supplier accounts and act as the expert consultant for the accounts.

The Account Development Specialist will be active with in‑market events and education.

• Drive and deliver on revenue and market share of assigned portfolio in assigned account base, spending 80% of working time in market.
• Serve as the expert and resource for the division or group in developing beverage and marketing strategies and plans for growth of the assigned category or large supplier.
• Research trends, category, and portfolio to ensure that the group or division and company meet supplier goals.
• Present new products and beverage offerings and conduct monthly business reviews.
• Plan high‑end consumer activations within key accounts to elevate category awareness based on customer needs.
• Drive real‑time market insights to inform, apply, unlock and accelerate growth.
• Lead, organize, report, field intel and insights for assigned territory and categories.
• Collaborate with on‑premise & retail sales teams, developing creative solutions to help drive business and growth in assigned categories across the territory.
• Develop and deliver training modules to the sales team, customer, and supplier regarding sales trends.
• Establish merchandising objectives relative to brand priority for each account by understanding company priorities and defining POS needs to the supplier.
• Focus on increasing share and velocity of assigned category.
• Own account plan and execution based on brand plans.
• Obtain appropriate distribution of category throughout account base by presenting and selling based on the brands’ features and benefits, including beverage menu development.
• Conduct staff education and build the category.
• Maintain and build strong relationships with the key stakeholders/gatekeepers of the assigned accounts.
• Participate in supplier and category‑specific work‑with sales calls.
• Attend educational workshops, review professional publications, and establish personal networks to build and maintain specialized industry and/or commodity knowledge.
• Work to obtain all relative advanced certifications for the brand(s)/product to become the market expert and resource in the assigned product or major supplier brand.
• Maintain customer confidence and protect operations by keeping information confidential.
• Maintain a safe and clean working environment by complying with procedures, rules, and regulations.
• Drive specific market share based on work in either retail or on‑premise accounts.
• Retail ADS focus on number of facings and their placement, cold box share and additional displays to planogram placement.
• On‑premise focus on menu placement (featured or within the cocktail list) and customer visibility at the bar.
• Responsibly handle beverage alcohol product & conduct safe and responsible interactions with the public.
• Other duties, as assigned by the jobholder’s supervisor.

• Bachelor’s degree in a related field and/or equivalent training and work experience.
• Minimum of 3‑5 years in sales or industry‑related category expertise experience for category‑specific roles.
• CSS Certification or WSET Spirits level2; or category‑specific certifications (Whiskey, Tequila, Sake or Beer); or Fine Wine Accreditation. Preferably WSET Level2 or similar (CSW, LevelII Court of Master Sommeliers).
• Specialized knowledge of category or responsibility that this role will support.
• Valid driver’s license and ability to operate a motor vehicle.
• Proficient PC skills using MS Office and other various computer programs including presentation software.
• Results‑oriented professional with verbal/written communication skills using diplomacy and discretion as well as customer service skills.
• Ability to multi‑task, work…