Senior Director of Specialty (Total Wine, BevMo, ABC, Military & C-Stores)

Position Summary

The Senior Director of Specialty is responsible for achieving the organization’s strategic and commercial goals across our specialty national account customers, including Total Wine & More, BevMo!, ABC Fine Wine & Spirits, the Military channel, and the Convenience (C-Store) channel. This role leads a team of two direct reports while also carrying direct account responsibility for select customers. The candidate must build strong relationships with key customer stakeholders, develop customer strategies and business plans, create and sell-in compelling promotional programming, and ensure high quality execution, which will lead on delivering the annual profit and depletion plan.

Role & Responsibilities

• Build and develop strong working relationships with specialty National Account “decision makers” and their subsequent teams. Accounts such as, but not limited to, Total Wine & More, BevMo!, ABC Fine Wine & Spirits, the Military channel, and the Convenience (C-Store) channel.
• Analyze depletion and consumption trends to direct outcome of sales goals
• Develop appropriate call frequency on all National/Regional Accounts, Distributor Sales teams, and Regional Proximo Sales teams to ensure maximization of customer/market intelligence.
• Work closely with the Marketing Team to develop sales/marketing opportunities that are consistent with Brand Plans and National/Regional Customer strategies.
• Monitor and communicate Retail Pricing monthly for specified area of responsibility.
• Own financial compliance for the assigned account base, managing budgets, pricing, and trade-spend within approved parameters and ensuring promotional investments are accurately tracked, reconciled, and aligned to plan.
• Lead, coach, and develop a team of two direct reports, setting clear goals, providing regular feedback, and building organizational capability across the specialty account base.

Key Competencies

• Analytical--Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
• Problem Solving--Identifies and resolves problems in a timely manner; Gathers information; Develops alternative solutions; Works well in group problem solving situations.
• Initiative--Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Communication--Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Managing People—Includes Proximo Spirits and wholesaler team in planning, decision-making, facilitating and process improvement; Takes responsibility for execution against programming secured working through Proximo Spirits and wholesaler teams; Makes self-available to internal Proximo Spirits & wholesaler team; Provides regular performance feedback; Solicits and applies customer feedback (internal and external); Fosters quality focus and collaboration in others; Improves processes, products and services; Continually works to improve supervisory skills.
• Business Acumen--Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Key Relationships: Sales, Marketing, Production, Wholesalers & Retail

Partners & Knowledge and Experience

• Bachelor’s degree required
• 8 plus years’ relevant experience in the consumer goods industry, with spirits experience and/or 3 tier distribution experience strongly preferred.
• National Account experience required; experience with specialty retail (e.g., Total Wine & More, BevMo!, ABC), the Military channel, and/or the Convenience (C-Store) channel strongly preferred.
• Demonstrated sales management abilities with proven success in delivering sales goals and objectives.
• Ability to build and maintain strategic working relationships with distributors and accounts
• Proven team leadership and people development skills, including direct management of sales professionals.
• Proficient in Word, Excel and PowerPoint
• Ability to navigate sales reporting systems
• Strong interpersonal, influencing, negotiation, time management and presentation skills required
• Must have a valid state driver’s license

The salary range for this role is a base salary of $185,000 - $200,000 along with an annual bonus, 401K match, and medical and wellness benefits. The range will vary if outside of this location. Base salaries are determined during our interview process, by assessing a candidate’s experience and skill set against internal peers and against the scope and responsibilities of the position.

Proximo is an equal opportunity employer and does not unlawfully discriminate against employees or applicants for employment based on race, color, sex (including pregnancy), sexual orientation, gender identity or expression, religion, national origin, citizenship status, age, genetic information, physical or mental disability of an otherwise qualified individual, membership or application for membership in a uniformed service, engaging in legally protected activity, or any other characteristic protected under applicable law.