Position Summary
The National Accounts (On & Off Premise) / Control State Director will lead the development and execution of our national account strategy across key on-premise and off-premise customers, while also owning the company's control state business. This role is responsible for driving profitable growth, building strategic customer partnerships, influencing distributor execution, and ensuring our company is positioned to win in every market.
The ideal candidate is equally comfortable in a boardroom presentation with a national retailer, collaborating on a control state listing strategy, or working alongside distributor teams to accelerate execution at the local level. This individual will play a critical role in scaling our commercial organization and establishing the systems, processes, and relationships required to support sustained growth.
This position reports to David Dougherty, VP of Sales
Key Responsibilities
National Account Leadership
• Develop and execute annual business plans for assigned national on-premise and off-premise accounts.
• Identify opportunities to expand our distribution, visibility, and share of menu and shelf.
• Lead all aspects of customer negotiations, including programming, promotional planning, pricing strategy, and annual agreements.
• Build executive-level relationships with key decision-makers across national retail and hospitality partners.
• Deliver compelling customer presentations grounded in insights, trends, and mutually beneficial growth opportunities.
Control State Management
• Own the commercial strategy and execution plan across all control states.
• Manage listing submissions, product registrations, promotional calendars, and state-specific programming.
• Develop strong relationships with state agencies, brokers, and distributor partners to maximize performance within each control market.
• Monitor state-level opportunities and proactively position our company for future listings and expansion initiatives.
Distributor Partnership & Execution
• Partner closely with distributor leadership teams to ensure flawless execution of our priorities.
• Establish clear performance expectations, KPI tracking, and accountability measures.
• Support market visits, ride-withs, distributor meetings, and customer calls to strengthen relationships and drive results.
• Collaborate with field sales leadership to ensure national initiatives translate into local execution.
Strategic Planning & Business Development
• Analyze market trends, customer performance, and competitive activity to identify growth opportunities.
• Develop annual forecasts and maintain ownership of volume and revenue targets within assigned channels.
• Evaluate new business opportunities that align with our long-term strategic objectives.
• Provide regular updates and recommendations to executive leadership regarding account performance and emerging opportunities.
Cross-Functional Collaboration
• Partner with Marketing to develop customer-specific activation programs and promotional initiatives.
• Work alongside Supply Chain and Operations to support demand planning and inventory management.
• Collaborate with Finance to ensure profitable growth and effective trade investment management.
• Contribute to the continued development of commercial processes, reporting structures, and best practices as our company scales.
Qualifications
• Bachelor's degree preferred.
• 10+ years of progressive experience in beverage alcohol sales, national accounts, control states, or related commercial leadership roles.
• Proven success managing large national retail and/or hospitality customers.
• Demonstrated experience working within control state environments.
• Strong understanding of the three-tier system and beverage alcohol route-to-market dynamics.
• Track record of exceeding revenue and distribution objectives.
• Exceptional negotiation, presentation, and relationship-building skills.
• Highly analytical with the ability to translate data into actionable business strategies.
• Entrepreneurial mindset with a willingness to roll up sleeves and operate effectively in a fast-paced, high-growth environment.
• Proficiency with Microsoft Office Suite and CRM platforms.
Preferred Experience
• Experience within the beer, flavored malt beverage, RTD, spirits, or broader beverage alcohol industry.
• Existing relationships with key national accounts and control state stakeholders.
• Experience launching emerging brands and building distribution from the ground up.
• Background working in organizations undergoing rapid growth and expansion.
Success in This Role Looks Like
Within the first 12 months, this leader will have:
• Expanded our presence within key national accounts.
• Increased distribution and depletion performance across control-state markets.
• Strengthened strategic partnerships with distributors and major customers.
• Built a disciplined approach to forecasting, planning, and account management.
• Established our company as a trusted, innovative, and growth-oriented partner across the industry.