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Chain Account Manager

Highland Brewing

Last Updated: 9/23/22

Job Description

SUMMARY DESCRIPTION:

Ensure HBC's sustainable-profitable market share growth by fostering short- and long-term relationships in CKSA (Chain and Key Strategic Accounts). Define where we are, where we should be, and how to close the gap related to each assigned CKSA:

  • Retail Results - SKU placement, shelf set, and ad/promotion activity
  • Distributor/Market Development - Work with CAM/KAMs at key Distributorships
  • Sales Enablement - Providing Sales/Marketing with advance notice and expectations of ad execution, displayable accounts, and inventory needs


ESSENTIAL JOB FUNCTIONS:

  • Develops and executes the sales and marketing plans in CKSA
  • Grows HBC account volume, share, and profitability in CKSA
  • Works with key decision makers in assigned accounts
  • Assists CKSA in identifying and executing their top priorities for the craft beer category
  • Leads regularly-scheduled communication with CKSA decision-makers at retail and distributor levels
  • Supports distributor management and sales personnel related to CSKA
  • Provides input for HBC's performance standards as they pertain to CKSA
  • Develops and maintains internal processes to guide sales and marketing efforts in CKSA (what gets measured gets done)!
  • Helps develop SKU priority management program for CKSA and each market
  • Performs other duties as needed or assigned


QUALIFICATIONS:

Education :
  • Minimum of bachelor's degree or four years of relevant CKSA experience

Experience :
  • Minimum of four years of sales/sales management experience
  • Experience with headquarter chain call activity

Specific Knowledge, Skills, and Abilities :
  • Working knowledge of general business, including strategic planning, budgeting, company profitability targets, sales and marketing programs, price promotions, and channel analysis
  • Excellent communication skills
  • Ability to analyze market performance and make recommendations
  • Eligibility to obtain and maintain all local and state licensing requirements
  • Understanding of three-tier distribution system
  • Knowledge of craft beer sales, marketing, and distribution
  • Ability to develop and help manage distributor sales plans
  • Proficiency in Microsoft Office applications
  • Working knowledge of major beer styles, including origins and flavor profiles
  • Presentation and public speaking skills
  • Ability to manage and prioritize multiple tasks
  • Relationship-building skills to navigate HBC, distributor, and retail cultures
  • High energy and strong work ethic


Working Conditions:
  • Ability to travel frequently
  • Ability to lift up to 50 lbs. repeatedly and often is required.
  • Ability to "handle" items associated with the selling and sampling of our products is required.
  • Evenings and weekends will be occasionally required
  • Willingness to travel overnight is required.



Company Details

Asheville, North Carolina, United States
“We are a small, family-owned company bent on making consistently excellent beer while embracing constant change. If the challenge of creating systems collaboratively appeals to you, Highland might be a good fit.” – Leah Ashburn  Our Mission is to cultivate and celebrate beer, business, people, and place. Highland was born from a pioneering spirit and we continue...