National Strategic Accounts Director
ABOUT OWL’S BREW
Owl's Brew is a high-growth, female-founded beverage brand crafting Spiked Pops and elevated mixers. We are dedicated to delivering elevated, refreshing, and modern drinks for consumers across the nation.
POSITION OVERVIEW
- Job Title: National Strategic Accounts Director
- Department: Sales
- Reports To: VP of Sales
- Employment Type: Full-Time, Exempt
- Travel Requirement: Significant travel (50%–60%)
- Location: Must be based on the East Coast
POSITION SUMMARY
The National Strategic Accounts Director is responsible for developing, managing, and growing partnerships with the brand's most important national and regional retail and on-premise chain accounts. This includes national and 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, and venue networks. This role requires existing, senior-level buyer relationships within the beverage alcohol industry.
Reporting directly to the VP of Sales, this leader will serve as the bridge between Owl's Brew's strategic account priorities and the field, distributor, and marketing teams responsible for bringing them to life in the market. Direct reports to this role will include National Accounts Manager - West, National Accounts Manager - East, and National Accounts Manager On Premise.
Candidate MUST have existing, active senior-level buyer relationships at national and regional beverage alcohol retail and/or on-premise chain accounts. Candidates without active buyer networks will not be considered.
KEY RESPONSIBILITIES
- Account Portfolio Management: Own and grow Owl's Brew's strategic account portfolio across off-premise and on-premise channels.
- Buyer Relationships: Leverage existing buyer relationships to accelerate brand authorizations, secure favorable shelf positioning, and expand SKU footprints.
- Strategic Planning: Develop and execute strategic account plans for key partners, 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 promotional programs, shelf features, and endcaps while managing account P&L and trade budgets.
- Field Execution Alignment: Coordinate with regional sales leaders, field teams, and distributor partners to ensure account commitments are executed at store level.
- Leadership Reporting: Track, analyze, and report on account KPIs (distribution, velocity, promotional compliance, depletion growth) to executive leadership.
- Industry Representation: Represent Owl's Brew at trade events, industry conferences, and buyer summits.
QUALIFICATIONS & EXPERIENCE
- Location: Must currently reside on the East Coast of the United States.
- Industry Experience: 7+ years of progressive sales experience in beverage alcohol, with 3–5+ years in a national or key strategic accounts role.
- Buyer Network (Non-Negotiable): Established, active senior-level buyer relationships at national off-premise and 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%.
- Education: Bachelor's degree required; MBA or equivalent preferred.
WHAT SETS THIS ROLE APART
Owl's Brew is at a pivotal growth stage where the right account relationships will shape the brand's trajectory. This candidate will take ownership of national strategic growth and drive meaningful wins in a high-growth brand.