National Account Manager

Oliver Winery

. Activate and implement product authorizations, circular advertising placements, and programming .

Posted 11/6/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing national grocery chain accounts and developing strategic sales and marketing plans within the beverage alcohol industry. Proficient in utilizing data analytics and reporting tools to drive account growth and improve in-store execution.

Highest-signal resume keywords

Beverage Alcohol ExperienceNational Grocery Chain Account ManagementNielsen/Circana ProficiencyAdvanced Excel SkillsThree-Tier System Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account Growth StrategiesBuyer PresentationsTrade ROI ManagementPromotional Budget TrackingMarket Recaps DevelopmentSales Tools ProvisionData AnalysisMerchandising ExecutionProgram DevelopmentJoint Business Planning

Soft Skills

Highly OrganizedRelationship BuildingNegotiation SkillsMotivational LeadershipEffective Communication

Tools & Technologies

Retailer Data PortalsSyndicated Data ToolsAI-Enabled ToolsPowerPointExcel

Certifications & Qualifications

Bachelor's Degree in Business or MarketingValid Driver's License

Industry Keywords

Adult BeveragesWineWinemakingDistributor PartnershipsRetail Vendor Compliance

About the role

Key responsibilities & impact

Activate and implement product authorizations, circular advertising placements, and programming
Coordinate national chain activities across multiple U.S. markets
Own account plans end to end, from line review and new item sell-in through shelf execution, sell-through, and trade ROI
Liaise between customers, distributors, and winery sales and supply teams
Develop chain account sales and marketing plans, market recaps, and account-specific analysis and initiatives
Expand distribution, gain chain activity, improve in-store execution, and increase merchandising presence
Develop buyer presentations and pull programming with national accounts, category insights, trade marketing, and marketing teams
Align distributor key account teams around sales efforts, account calls, and programs
Lead program development and motivate the winery sales organization to execute programs
Present brand and chain strategies, issues, and status updates at retailer, distributor, and internal sales meetings
Provide sales tools to the field and report POD placements, commitments, and execution gaps
Build relationships with chain buyers and distributor NAMs/KAMs
Lead annual Joint Business Planning with assigned retailers
Prepare and lead line review and new item presentations, including item setup, costing, and retailer documentation
Grow the portfolio across formats and pack sizes, including alternative sizes and ready-to-drink products
Track chain performance through depletions, account scans, and Nielsen/Circana, and drive corrective action
Develop account growth strategies and placement/programming recommendations
Manage trade and promotional budgets, tracking spend, promotional lift, and ROI
Publish monthly scorecards for distributors, customers, and Oliver
Maintain Oliver brand and shelf standards and provide input on display design and marketing concepts
Resolve account questions, concerns, and business barriers
Partner with Supply Chain and Production through monthly SIOP/S&OP to forecast volume and protect in-stock levels and fill rate
Monitor store-level velocity, voids, out-of-stocks, and at-risk items using retailer data portals, Nielsen/Circana, and depletion data
Report market activities, results, and opportunities to management with action plans
Maintain distributor profiles, competitive brand alignments, key contact lists, account timelines, and reset Add/Delete placements
Work with Finance and Customer Service to resolve deductions, chargebacks, and pricing discrepancies
Ensure programs comply with TTB, state three-tier, and retailer vendor compliance requirements
Travel, work evenings, and occasionally work weekends as required

Requirements

What you’ll need

Bachelor's degree in Business, Marketing, or related field, or equivalent experience
5+ years of beverage alcohol experience
4+ years managing national or large regional grocery chain accounts
Working knowledge of the three-tier system and control markets
Ability to align distributor partners behind chain programs
Proficiency with syndicated and retailer data, including Nielsen/Circana, retailer portals, account scans, and depletion reporting
Advanced Excel and PowerPoint skills
Comfortable using data and AI-enabled tools to turn reports into buyer-ready stories
Proven ability to build and deliver buyer-facing presentations and negotiate programs, pricing, and placements
Highly organized, able to manage multiple accounts, timelines, and resets simultaneously
Must be at least 21 years of age
Valid driver's license
Ability to travel to customer headquarters, distributor partners, and markets as needed
Strong interest in adult beverages, wine, and winemaking

Benefits

Comp & perks

Comprehensive health, vision, dental, and supplemental benefit packages
Generous PTO and Paid Holidays
Employer 401(k) matching program of up to 6% of annual compensation
Paid training and meetings
Opportunities for professional development
Access to the award-winning Live Well wellness program featuring fitness reimbursements, charitable giving matches, and education on financial health, physical wellbeing, and more
Generous employee discount on wine, food and merchandise