National Strategic Accounts Manager

Owls Brew

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National Strategic Accounts Manager


ABOUT OWL’S BREW

Owl's Brew is an award-winning, female-founded beverage brand crafting boozy teas, hard seltzers, and canned cocktails made with clean, real ingredients. Co-founded by certified tea sommelier Jennie Ripps, our beverages are handcrafted with freshly brewed organic teas, botanicals, and real fruit juice—100% gluten-free, vegan, and free from fake sugars or artificial additives. We are dedicated to delivering elevated, refreshing, modern drinks for health-conscious consumers.


POSITION OVERVIEW

  • Job Title: National Strategic Accounts Manager
  • Department: Sales
  • Reports To: VP of Sales / Chief Revenue Officer
  • Location: Remote / Field-Based (National Travel)
  • Employment Type: Full-Time, Exempt
  • Travel Requirement: Significant national travel (50%–60%)


CRITICAL REQUIREMENTS:
  1. Location: Candidate MUST currently reside within the United States to accommodate 50%–60% national travel.
  2. Relationships: Candidate MUST have existing, active senior-level buyer relationships at national beverage alcohol retail and/or on-premise chain accounts. Candidates without active national buyer networks will not be considered.


POSITION SUMMARY

The National Strategic Accounts Manager is Owl's Brew's most senior commercial relationship role, responsible for developing, managing, and growing partnerships with the brand's most important national retail and on-premise chain accounts. This includes national off-premise chains such as Total Wine & More, Whole Foods Market, Trader Joe's, Costco, and BevMo, as well as national on-premise groups, hospitality operators, venue networks, and e-commerce platforms.

This role requires existing, senior-level buyer relationships at national accounts within the beverage alcohol industry. Reporting to the VP of Sales or CRO, this leader will serve as the bridge between Owl's Brew's national account strategy and the field, distributor, and marketing teams responsible for bringing it to life in the market.


KEY RESPONSIBILITIES

  • Account Portfolio Management: Own and grow Owl's Brew's national account portfolio across off-premise, on-premise, and e-commerce channels.
  • Buyer Relationships: Leverage existing national-level buyer relationships to accelerate brand authorizations, secure favorable shelf positioning, and expand SKU footprints.
  • Strategic Planning: Develop and execute national account plans for each strategic partner, including annual volume goals, promotional calendars, and new item sell-in timelines.
  • Data-Driven Presentations: Build and present compelling category business cases using IRI, Nielsen/NIQ, SPINS, and internal data.
  • Promotions & Trade Spend: Negotiate and manage national promotional programs, shelf features, endcaps, and e-commerce visibility while managing account P&L and trade budgets.
  • Field Execution Alignment: Coordinate with regional sales leaders, field teams, and distributor partners to ensure national account commitments are executed at store level.
  • Leadership Reporting: Track, analyze, and report on national account KPIs (distribution, velocity, promotional compliance, depletion growth) to executive leadership.
  • Industry Representation: Represent Owl's Brew at national trade events, industry conferences, and buyer summits.


QUALIFICATIONS & EXPERIENCE

  • Location: Must be based within the United States.
  • Industry Experience: 7+ years of progressive sales experience in beverage alcohol, with 3–5+ years in a national/strategic accounts role.
  • Buyer Network (Non-Negotiable): Established, active senior-level buyer relationships at national off-premise and/or on-premise chains.
  • Data Fluency: Deep experience using IRI, Nielsen/NIQ, or SPINS data to build growth stories for retail buyers.
  • Three-Tier Expertise: Strong understanding of distributor dynamics and how national account strategy translates into field execution.
  • Travel: Willingness and ability to travel 50%–60% nationally.
  • Education: Bachelor's degree required; MBA or equivalent preferred.


WHAT SETS THIS ROLE APART

This role isn't about maintaining existing shelf space—it's about building. Owl's Brew is at a pivotal growth stage where the right national account relationships will shape the brand's trajectory. This candidate will take ownership of the national account function and drive meaningful wins in a high-growth brand.



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