National Account Manager

National Account Manager (Alcoholic Beverage Industry)

Job Description

The National Account Manager drives distribution, sales growth, and retail execution across assigned regional and national chain accounts within the wine and spirits industry. This role manages key customer relationships, develops joint business plans, and executes strategic initiatives to grow distribution, increase volume, and expand market share for a premium beverage alcohol portfolio. Success in this position is measured by achieving distribution gains, delivering profitable growth, strengthening customer partnerships, and executing against strategic business objectives.

Responsibilities

• Develop and maintain strong relationships with national and regional chain buyers, category managers, and key retail decision-makers.
• Serve as the primary point of contact for assigned retail chain accounts, ensuring responsive and proactive communication.
• Create and execute annual business plans that support distribution, volume, revenue, and market share growth objectives.
• Identify and secure opportunities for new item placements, expanded distribution, feature and display activity, and assortment optimization.
• Negotiate customer programs and initiatives that drive mutually beneficial growth for both retail partners and the beverage alcohol portfolio.
• Lead the day-to-day management of assigned chain accounts, ensuring consistent execution of agreed-upon plans.
• Partner closely with distributor partners to align priorities, objectives, and execution standards across markets.
• Support assortment reviews, modular resets, shelf placement strategies, and promotional programming to optimize in-store presence.
• Monitor account performance and retail execution to identify and address gaps in distribution, pricing, and merchandising.
• Collaborate with distributor sales teams to maximize in-market execution, promotional effectiveness, and program compliance.
• Analyze sales performance, market trends, and customer data using syndicated reporting tools and retailer-specific reporting platforms.
• Leverage syndicated data platforms such as Nielsen and Circana (IRI), along with internal reporting resources, to identify opportunities and potential risks.
• Provide actionable recommendations that improve customer performance and drive category growth within beverage alcohol.
• Monitor competitive activity, pricing trends, and industry developments across the beverage alcohol space and share insights with stakeholders.
• Partner with Commercial Marketing to develop customer-specific activation programs, promotional initiatives, and marketing plans.
• Collaborate with Supply Chain, Operations, and Customer Service teams to ensure product availability and seamless execution for retail customers.
• Work closely with Finance and Leadership teams on account planning, forecasting, and investment strategies.
• Support successful product launches and portfolio expansion initiatives across assigned accounts, ensuring strong retail execution.
• Maintain accurate forecasts, account plans, and sales reporting to support business planning and decision-making.
• Manage trade spend, promotional budgets, and customer investments to maximize return on investment and achieve financial targets.
• Present business reviews, account updates, opportunities, and risks to leadership in a clear and data-driven manner.
• Develop recommendations and action plans based on business performance, market trends, and category insights.
• Build and maintain strong external relationships with national and regional chain buyers, category managers, distributor leadership and sales teams, retail merchandising and execution partners, and beverage alcohol industry stakeholders.

Essential Skills

• Bachelor's degree is required.
• 5+ years of National Account Management, Regional Account Management, or Category Management experience within beverage alcohol, wine and spirits, or consumer packaged goods (CPG).
• Demonstrated success managing large chain retail accounts and driving measurable business growth.
• Strong understanding of chain retail environments, including grocery, mass, club, and beverage alcohol channels.
• Proven ability to develop and execute joint business plans that deliver distribution, volume, and share growth.
• Exceptional communication skills with the ability to present complex data and recommendations clearly.
• Strong relationship management capabilities with internal teams, distributors, and retail customers.
• Effective negotiation skills with experience structuring mutually beneficial customer programs.
• Strong analytical skills with experience interpreting sales and market data from syndicated and retailer-specific sources.
• Excellent organizational skills with the ability to manage multiple accounts, projects, and deadlines simultaneously.
• Ability to travel as needed to support customer meetings, market visits, and business objectives.

Additional Skills & Qualifications

• Experience managing national grocery and mass retail customers such as Kroger, Target, Walmart, Albertsons, Publix, or similar accounts.
• Experience working with syndicated data platforms such as Nielsen and Circana (IRI).
• Knowledge of beverage alcohol regulations and the three-tier distribution system.
• Wine and spirits industry experience is strongly preferred.
• Background in retail data analysis, syndicated data interpretation, and category management.
• Proven ability to build long-term, strategic customer relationships and influence key decision-makers.
• Strong understanding of grocery, mass, and club retail dynamics and category management principles.
• Commitment to professional development within the wine and spirits industry.

Work Environment

This role operates within a dynamic, customer-focused environment in the wine and spirits industry, supporting national and regional chain retail accounts. The position involves close collaboration with internal commercial, marketing, supply chain, operations, finance, and leadership teams, as well as regular interaction with distributor partners and retail stakeholders. Work typically combines office-based activities such as data analysis, business planning, and virtual meetings with travel to customer locations, distributor offices, and retail stores to support in-market execution and relationship building. The organization offers a competitive compensation package with eligibility for performance-based bonuses, along with a comprehensive benefits program that may include medical, dental, and vision insurance; 401(k) with company match; paid time off and company holidays; life and disability insurance; flexible spending accounts; phone and home internet reimbursement; monthly automobile allowance; and business expense reimbursement. The culture emphasizes professional growth, industry development opportunities, and career advancement support within a collaborative and inclusive environment.

This is a Permanent position based out of New Rochelle, NY.

The pay range for this position is $130000.00 - $160000.00/yr.

Individual compensation offered for this position within this range will depend on many factors, including qualifications, skills, relevant experience, job knowledge, geographic location, internal equity, and other pertinent job-related factors.

Medical, dental, vision, 401(k) with company match, PTO, holidays, disability insurance, life insurance, FSA, cell phone reimbursement, paid home internet, monthly auto allowance, expense account, bonus eligibility.

This is a fully remote position.

This position is anticipated to close on Sep 17, 2026.

About Aston Carter

Aston Carter provides world-class corporate talent solutions to thousands of clients across the globe. Specialized in accounting, finance, human resources, talent acquisition, procurement, supply chain and select administrative professions, we extend the capabilities of industry-leading companies. We draw on our deep recruiting expertise and expansive network to meet the evolving needs of our clients and talent community with agility and excellence. With offices across the U.S., Canada, Asia Pacific and Europe, Aston Carter serves many of the Fortune 500. We are proud to be a ClearlyRated Best of Staffing® Platinum Award winner for both client and talent service.

The company is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic protected by law.

If you would like to request a reasonable accommodation, such as the modification or adjustment of the job application process or interviewing process due to a disability, please email astoncarteraccommodation@astoncarter.com for other accommodation options.

San Francisco Fair Chance Ordinance: Pursuant to the San Francisco Fair Chance Ordinance, for all positions located in the city and county of San Francisco, we will consider for employment qualified applicants with arrest and conviction records.

Massachusetts Lie Detector: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Use of Artificial Intelligence (AI): We may use Artificial Intelligence (AI) to support parts of our hiring process, including sourcing, screening, and evaluating candidates. AI helps assess applications and qualifications, but final decisions are made by our hiring team. By applying, you acknowledge and agree that your application may be reviewed using AI tools.