Breakthru Beverage

Senior Director National Accounts

Regular Full-Time


The Senior Director of National Accounts will lead the development and execution of the Walmart and Sam's Club business plan for Breakthru Beverage and our Supplier Partners. They will drive the Joint Business Plan process to ensure alignment of goals and objectives with our Supplier Partners and customers. Develops KPI’s for selling and executing the plan and tracking and measuring with markets.


This position must be based in Arkansas to report to the local office 3-5 times a week. 


  • Manages the account specific evaluation of business opportunities/gaps and category management strategies for achievement of approved goals. Manages the development of customer specific business plans to include the definition and integration of state, account, and supplier goals/objectives for represented beverage alcohol brands and categories.
    • Drive relationships with Customer leadership at and above the buyer level- to include Quarterly Business Reviews, Joint Business Plans and Top to Top meetings. Create proactive local market relationships with customer and BBG teams to drives sales. Facilitate problem solving that positions BBG to be the preferred distributor partner.
    • Deliver on Customer objectives, including volume and profit targets and key drivers (Planners, Adds, Innovation, Assortment).
    • Utilize the analysis of market share, consumer trends, and competitive practices to drive BBG/Supplier initiatives.
    • Represents the BBG enterprise.   Lead & supervise the selling and account management efforts of the Breakthru Customer Team.
  • Directs the analysis of market share, consumer trends, and competitive practices to increase market share for Breakthru Suppliers.
    • Lead annual planning process(AOP) and deliver quarterly updates with Leadership of our Core suppliers.  Owns execution of the plan across the network.
    • Formulates sales and marketing tactics designed to promote market share, increase sales volume, and strengthen case distribution.
    • Conducts monthly/quarterly supplier business reviews.
    • Acts and engages as Supplier Representative for Assortment and Planning meetings.
    • Directly impact Sales Business Development team by showcasing BBG capabilities that help secure new and maintain existing supplier partners.
  • Manages the execution and goals across the entire enterprise for specific accounts and suppliers.
    • Leads communication of program execution, pricing, and promotions by account/by market to ensure achievement of stated goals and takes corrective action where required.
    • Owns the integration of Supplier and Customer goals(AOP) across the BBG enterprise.
    • Embedded member of the market chain team.  Active and visible in each Account’s market viewed as critical to each market team.
    • Conducts regular business reviews with State Leadership to report distribution, sales, and program status; progress in or barriers to goal achievement; and forecasts/plans for subsequent performance.
  • Lead through direct supervision and indirect leadership across the markets where assigned accounts are located. Drive the Customer’s business in these markets through leadership by acting as the Customer’s voice at internal meetings, challenging current thinking, striving for more and driving change when needed.
    • Build a performance-based culture within the BBG Network. Includes direct leadership and indirect reports, having the ability to influence without authority.
    • Confident and inspiring leadership within Customer Team, National Accounts Team and greater BBG Enterprise
    • People management responsibility for pay reviews, performance management, training, and resource planning.
  • Other duties, as assigned by the jobholder’s supervisor, may also be required.


  • Bachelor’s degree in related field and/or equivalent training and work experience
  • Minimum of 10 years’ experience in sales and marketing of National Accounts including sales management supervision; experience specific to Walmart is preferred
  • Ability to lead a remote team and influence market leaders
  • Advanced PC skills using MS Office and other various computer programs including presentation software
  • Must be a results-oriented professional with verbal/written communication skills using diplomacy and discretion as well as customer service skills
  • Ability to multi-task, work independently and/or within a team, pay attention to detail and meet deadlines
  • Analytic and Reporting skills
  • Utilize sound judgement and problem-solving skills
  • Ability to work in fast-paced, high-volume, team environment
  • Knowledge of state and Federal regulations
  • Ability to travel at least 35% of the time

Preferred Qualifications:

  • Experience in large, multi-unit customer management and previous experience with assigned Customer Retailer

Physical Requirements:

  • While performing the duties of this job, the employee is regularly required to, stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone
  • Occasional carrying, overhead reaching, climbing stairs and squatting or bending


  • People management responsibility for pay reviews, performance management, training, and resource planning.
  • Requires conceptual thinking to understand complex issues and their implications, where sufficient information may not be available.

This job description is only a summary of the typical functions of this position, not an exhaustive or comprehensive list of all possible job responsibilities, tasks and duties. Responsibilities, tasks, and duties of individual jobholders may vary from the above description.

EEO Statement

Breakthru Beverage Group is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, genetic information and other legally protected characteristics. The EEO is the Law poster is available Here, if you need a reasonable accommodation because of a disability for any part of the employment process, please call (708) 298-3536 and let us know the nature of your request and your contact information.




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