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Senior National Accounts Manager - Northeast

Req ID: 845 

Department: Sales 

Status: Full Time, Exempt 

Location: Washington, District of Columbia (US-DC) 

Job Summary:

Plan and execute sales objectives to achieve TFE’s distribution and depletion goals specific to the national account channel.


Essential Functions:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned.  Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

Sales Management of Trinchero Family Estates Portfolio

  • Maintain and grow current business utilizing both relationship and fact based selling
  • Source new business in national & regional accounts
  • Identify target accounts & opportunities.  Develop sales strategies and deliver professional presentations.
  • Utilize training and creative ideas to secure new placements
  • Coordinate and assist TFE managers to plan, revise, implement, train and manage national account programs
  • Be a consultant to your customer utilizing relationships with third party vendors ,trade contacts, and review of appropriate publications pertaining to:
  1. National hotels, restaurants and concessions.
  2. Competitive supplier and distributor activity
  3. Beverage industry and bar trends
  • Continue to develop market knowledge and conduct business in a manner consistent with all legal and regulatory considerations
  • Maintain management control system for planning, directing and organizing sales and marketing activities within national and regional hotel accounts.
  • Manage fiscal budgets
  • Maintain and monitor pricing and marketing programs from all sources including:

                       (a) TFE distributors;

                       (b) Competitive distributors;

                       (c) Competitive Wineries; and

                        (d) National hotel initiatives affecting consumption within their operations

  • Develop and maintain relationships with Third-party agencies to develop viable, profitable and legal opportunities with your customer
  • Concisely distill information and communicate to TFE Field, Distributors and Chain buyers/units


Travel, Evening & Weekend Commitment

  • This position requires extensive travel and often evening & weekend work.






Distributor Management

  • Assist in the development and presentation of national hotel, restaurant and concession account goals, monitor sales activity against goals and work closely with field sales to consistently achieve or exceed winery sales objectives both regionally and nationally.
  • Work with TFE Field to develop and maintain working relationships with appropriate levels of distributorship management.
    Customer Responsibilities
  • Develop and maintain a high level of personal interaction with key customers and develop programs that build relationships and maximize TFE’s results
  • Ensure every customer knows our portfolio intimately and visits our properties regularly

Personnel Development & Management

  • Maintain an environment in which people can contribute their full range of talents to the accomplishment of organizational goals; build respectful relationships; mentor through instruction and by example.
  • Communicate clear priorities and responsibilities to the sales team and identify performance needs to team members.
  • Provide motivation and build teamwork.


  • Exercise:
    • Leadership
    • Good Judgment
    • Initiative
    • Creativity
    • Clear, concise communication to all touch points


  • Degree or equivalent work experience in Sales/Sales Management or related field preferred
  • 5+ years’ experience in consumer products sales to national account/hotel trade and/or sales management
  • Extensive travel is critical to this position – often three weeks out of four monthly.   Some weekend travel is necessary. Evening Customer entertaining also imperative.
  • Experience with direct sales and distributor contacts
  • Distributor experience
  • Excellent written and verbal communication skills
  • Excellent EXCEL, PPTX and Outlook skills
  • Strong organizational, problem-solving and analytical skills
  • Versatility, flexibility and a willingness to work within constantly changing priorities with enthusiasm
  • Critical to be able to multi-task and change gears seamlessly to execute priorities
  • Excellent organizational and follow-up skills
  • Experience with project management
  • Ability to skillfully negotiate and have difficult discussions with customers
  • Proven leadership and business acumen skills
  • Good judgment with the ability to make timely/sound decisions
  • Creative, flexible, innovative team player
  • Commitment to excellence and high standards
  • Demonstrated ability to make successful presentations to individuals/groups
  • Knowledge of wines, winery operations and wine production.

Working Conditions:

  • Occasional travel, both by car and air
  • Ability to lift at least 45 pounds (case of wine)
  • Regular working schedule to include evenings and weekends
  • Long and irregular hours during peak seasons and/or special events
  • Moderate to heavy physical work (moving wine cases and retail supplies, setting up for special events)

Trinchero Family Estates provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Trinchero Family Estates complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Nearest Major Market: Washington DC

Job Segment: Law, Field Sales, Manager, Marketing Manager, Direct Sales, Legal, Sales, Management, Marketing

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