National Accounts Manager - San Francisco/Bay Area, CA

Sapporo brewed the first beer of Japan in 1876. It’s now the number one selling Asian beer brand in the U.S. thanks to its best-selling Sapporo Premium. Sapporo acquired Stone Brewing in 2022 to brew all of Sapporo’s beer for the U.S. market. Stone Brewing, established in 1996, pioneered the West Coast Style IPA helping to fuel the modern craft beer revolution. Now one company, Sapporo-Stone Brewing is among the 15 largest breweries in the U.S. and operates production facilities in Escondido, CA and Richmond, VA plus seven Stone Brewing taproom and bistro locations. We’ve enjoyed a rich history following our passion and are in search of people who take great pride in building our legacy for the future.

Summary 

The National Accounts Manager develops, guides, and maintains strong business relationships with a specific base of regional & national accounts. This role produces proactive action plans that increase brand awareness and distribution in large format chains. The National Accounts Manager works closely with distributor personnel and the regional sales team to prepare and execute strategies for increased distribution, sales, and growth in these accounts. The National Accounts Manager’s account base can span across several regions, manage a heavy caseload, and oftentimes includes complex chains with multiple levels of management and decision makers.  The National Accounts Manager is looked upon as a channel expert and is expected to identify market trends, potential hurdles, and possible solutions to continuously improve Sapporo-Stone’s market position.

Responsibilities

• Responsible for revenue growth, profitability, and building brewery partnership, brand image, and market development within assigned account base
• Seek out and attain new business opportunities both within and outside of existing customer base
• Coordinate with Regional & Key Account Managers on local and regional strategy and execution in regional extensions of national accounts
• Develop and execute account strategies in accordance with overall channel strategy
• Serve as an expert in channel and/or market trends to assist in overall strategy design
• Develop account goals and business plans and ensure plan execution
• Conduct regular meetings (in person and virtual) with identified customer channels focused on customer satisfaction and revenue growth
• Connect regularly with key Sales and wholesaler key account team members to ensure smooth execution, spending ~20% of time in market
• Maximize selling opportunities within territories, and ensure execution at account level through effective communication with distributor network and regional sales team
• Ensure consistency with all marketing and sales activities as well as consistency with following company policies and procedures 
• Strengthen and expand sales by calling on a specific set of accounts which are to include, but not limited to Safeway, Save Mart, Raley’s, Costco, and other grocery, liquor, and mass merch chains
• Partner with Marketing team on the creation of unique and specialized point of sale (POS) and marketing materials
• Partner cross-functionally with Pricing, Demand Planning, Strategy, and Operations teams for planning and execution
• Other duties, responsibilities, and activities may change or be assigned at any time with or without notice

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s degree in a related field
• 7-10 years of related experience and/or training utilizing strong customer service sales skills within the beer industry preferred
• 5-7 years of experience specific to national and key account management preferred
• Effective and persuasive communicator with outstanding presence and presentation
• Demonstrated experience with negotiation skills
• Strong interpersonal skills necessary to build and maintain customer relationships
• A positive attitude and solution-based approach to problem solving
• Detail oriented with strong execution skills to drive results
• Experience using CRM; working knowledge of KARMA, Lilypad, Salesforce, etc. is preferred
• Demonstrated proficiency with data analysis tools such as Nielsen, IRI, VIP iDig, and Numerator is highly preferred
• Proficiency with Microsoft Suite
• Cicerone program certification a plus
• Must have a clean Motor Vehicle Record and reliable transportation with vehicle insurance in good standing
• Flexibility to travel as needed, including weekends where necessary to drive sales and connect with customers

Compensation, Benefits & Perks

• Annual Salary Range: $100,000 - $110,000
• Annual Sales Bonus Plan: 30% of Annual Salary
• Comprehensive Health Insurance, 401K, and Bonuses for Eligible Team Members
• Company beer perks program and discounts
• Paid Time Off - including Vacation accrual, Sick Leave, and 12 paid Holidays
• Benefit programs supporting Financial Wellness, Health & Wellness and Career Development

Sapporo-Stone Brewing is an equal employment opportunity employer and does not discriminate against applicants or employees because of race, color, religion, national origin, sex, age, citizenship status, various ability status, genetic information, sexual orientation, or gender identity or expression of an otherwise qualified individual, or membership in any other class protected by applicable law. Sapporo-Stone Brewing hires and promotes individuals based on their qualifications for the job to be filled.

Sapporo-Stone Brewing seeks to build a culturally diverse staff where differences are valued and respected. Women, minorities, individuals with various abilities, veterans, LGBTQ+ and intersectional individuals are encouraged to apply.

Salary Description

$100,000 - $110,000 + 30% annual sales bonus