This is a remote position with a required base location in the domestic United States, with a preference for a major market. Up to 50% travel required nationally.
What the Role Is
The Vice President - National Accounts Off Premise will be responsible for building and leading a best-in-class Off-Premise National Account (NA) organization that will deliver disproportionate growth with Heaven Hill’s most strategically important retail customers.
This role will establish the customer strategy, talent, account coverage, Joint Business Planning (JBP) discipline, and senior-level customer relationships required to transition National Accounts from primarily relationship and distribution led selling, toward insight led, customer specific growth leadership. The VP will act as both a people leader and customer strategist.
How You Will Spend Your Time?
Set the Off-Premise National Account Strategy
- Own the overall Off-Premise National Account agenda, driving the answer to: "Where are we going to win, with whom, and how?"
- Establish strategic/growth/managed account segmentation
- Determine where Heaven Hill should disproportionately invest resources
- Set account-specific growth expectations and priorities
- Translate company, portfolio, and Power Brand strategies into customer-specific strategies
- Establish channel strategies across grocery, mass, club, liquor, convenience, and other priority classes of trade
- Ensure the team prioritizes velocity, quality of distribution, and profitable growth—not simply additional distribution
- Identify customer and channel white-space opportunities
Lead the Off-Premise National Account Team
- Act as a talent multiplier, raising the strategic, analytical, and customer leadership capability of the Off-Premise National Accounts organization.
- Establish clear performance expectations for team
- Coach account leaders on strategy, negotiation, analytics, and JBP
- Create succession plans and develop future NA leaders by assessing talent against future-state requirements
- Build a high-performance, accountability-driven culture
- Differentiate resources based upon account opportunity
Own Senior-Level Strategic Customer Relationships
- Own the enterprise-to-enterprise relationship with the most strategic retail accounts
- Develop C-suite/SVP/VP-level relationships with priority customers
- Establish executive sponsorship for top accounts
- Participate in and lead major customer negotiations
- Engage personally when relationships or growth opportunities require escalation
- Understand each strategic customer's enterprise priorities
- Position Heaven Hill as a strategic growth partner, not simply a spirits supplier
- Bring Heaven Hill senior leadership into the right customer conversations at the right time
Institutionalize Strategic Customer Management & JBP
- Create the system that makes great Joint Business Planning possible and sustainable
- Establish Heaven Hill's Strategic Customer Management methodology
- Define and enforce JBP standards; ensure plans begin with retailer strategy and needs
- Develop customer-specific growth hypotheses
- Integrate category, consumer, shopper, and financial insights into customer plans
- Translate portfolio strategy into retailer-specific solutions
- Establish executive customer reviews and lead quarterly account performance reviews
- Ensure plans translate into measurable, field-level execution
Orchestrate Commercial Capabilities Around the Customer
- Serve as the customer orchestrator, drawing upon Category Management, RGM, Customer Marketing, Insights/Analytics, Marketing, Finance, Supply Chain, and Field Sales to ensure these capabilities are deployed against the highest-value customer opportunities
- Define clear interfaces between distributor strategy ownership and execution
- Elevate field and distributor coordination from execution management to strategic alignment
- Ensure all commercial functions are aligned to customer priorities and timing
Who You Are…
