National Account Manager

Virginia Distillery Company

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National Account Manager – TX or CA based

The Virginia Distillery Co., an American Single Malt Whisky distillery located in Lovingston, VA, is seeking a National Account Manager. This position reports directly to the Sales Director.

It is a very exciting time to join our fast-paced team where you will have the opportunity to wear many hats, work within a passionate close-knit group, and support our rapid national expansion. We work hard to bring our category-defining American Single Malt Whisky to market. Our distilling operations started in November of 2015, and 2020 marked the year we launched our own flagship whisky brand, Courage & Conviction. We are data driven. We think big. We stay positive. And we have fun (there’s really good whisky).


Key Responsibilities

  • Serve as the front-line and key point of contact for new distributor partners in TX & CA
  • Develop annual National Account business plans and execute against them
  • Achieve sales plans by developing, cultivating, and maintaining strong and influential relationships with key distributors and buyers.
  • Work with distributor partners to open new chain accounts
  • Achieve Preferred Supplier Status with your distributor partners
  • Secure buyer meetings, obtain data to support sales plan, and to help with compliance and merchandising of programs
  • Recommend and implement effective pricing strategies, possess knowledge of pricing models, structures, and discounting patterns in a defined region
  • Gain agreement to goals and pricing/programming plan with each distributor
  • Drive business with aligned strategy in defined region to hit annual case goal targets
  • Coordinate the reporting and review of sales results monthly with key buyers and distributors. Course-correct as needed to ensure delivery of plan
  • Ensure all POS in the market is current
  • Use internal and external resources to identify and target top accounts in market
  • Analyze and control other expenditures of region not to exceed budget
  • Work cross-functionally with Market Managers, Field Marketing Representatives (FMR) and Distributor Managers in local markets to ensure alignment, implementation and compliance of national and regional off-premise chain customer beverage programs
  • Leverage resources to prioritize business development opportunities and identify levers for future growth

Qualifications & Desired Experience

  • 10+ years of experience in chain retailer alcohol sales
  • Established distributor and key account contacts in TX, CA & FL region
  • Knowledge of distributor operations
  • Knowledge of competitive pricing for all key competitor brands
  • Strong knowledge of Virginia Distillery Co. and our vision
  • The qualified candidate will be outgoing, self-starter and have a passion for Sales
  • Must have the entrepreneurial spirit to develop local marketing programs
  • Exceptional written and verbal communication skills
  • Good organizational, expense, and time management skills
  • Bachelor’s degree or equivalent work experience
  • Must be willing to travel 50% - 75% of the time
  • Must be available to work weekends in support of any special event activity
  • Must be able to lift and move cases of spirits frequently, at least 35 pounds
  • Computer skills to include MS Outlook, Calendars, MS Word, MS Excel, MS Teams, MS SharePoint, VIP iDig, and VIP KARMA


This is a salaried full-time position with benefits and is eligible for participation in our bonus and Employee Equity Program. The role will be serving Sales in key markets and will require travel. This is a remote position.

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