Strategic Account Director

The Strategic Accounts Lead owns the strategic and independent accounts outside the national chains, turning opened doors into standing orders and disciplined, repeat business.

What you'll do

Own day-to-day relationships with strategic (non-top-tier) chain accounts, including reorders, program execution, and overall account health

Negotiate account-specific agreements within parameters set by the VP; escape larger or higher-risk terms to the SVP for approval

Coordinate with Directors of Sales and Sales Managers in relevant territories to ensure account programs are executed correctly at the store/location level

Track and report account-level performance — distribution, pricing compliance, program execution — to the SVP

Own account-level analytics for the strategic accounts portfolio — depletion trends, ACV/distribution movement, promotional lift, and account profitability — to support the SVP's negotiations and business reviews

Drive customer development within the existing book — identify and pursue incremental placements, new store/location penetration within existing accounts, and program/category expansion opportunities

Support the SVP's top-tier accounts as needed — preparing account materials, data, and analysis for the SVP's executive-level meetings

Identify growth opportunities within their account book and flag larger negotiation opportunities to the SVP

Support additional business priorities and initiatives as needed, recognizing that this scope is not exhaustive and may evolve based on emerging business needs, strategic priorities, and market opportunities

Regular travel to strategic accounts as needed

Qualifications

6+ years of account management or field sales experience, ideally within beverage alcohol or broader CPG

Experience negotiating account-level agreements and managing an ongoing account book

Strong cross-functional coordination skills — comfortable working with field sales leadership to align account strategy with local execution

Strong analytical skills — able to build account-level analysis (depletion, distribution, profitability) and translate it into a customer development plan or negotiation.

Bachelor's degree preferred

Existing independent and on-premise relationships in key metro markets

Qualitative KPI's & Soft Skills

Communicates clearly and directly; escalates issues early rather than letting them surface as surprises

Follows through on commitments and proactively flags changes rather than after the fact

Collaborates across functions and shares information openly rather than operating in a silo

Treats mistakes as learning opportunities and doesn't repeat them

Assumes positive intent; challenges ideas, not people, in debate and discussion

Shows up prepared and on time for meetings and calls

Turns a first order into a repeat order — owns the follow-up that keeps a door open after it's opened

Runs well-prepared, structured account meetings with clear agendas and prompt follow-up

Surfaces independent/on-premise relationships that can feed the industry hiring pipeline

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