Director of Key Accounts

There’s Always a Seat at Our Bar

The Lagunitas Brewing Company began on a kitchen stove in Northern California in 1993 and has always looked to the future – whether supporting local communities by turning beer into money for the cause, or fueling stories, songs, and experiences with our IPA. Wherever you go: Beer Speaks, People Mumble.

What You’ll Get

• Benefits – Awesome coverage for: Medical, Dental & Vision
• Time off - Approx 33 days off in your first year (combo of vacay, holidays and personal days)
• Retirement – up to 5% contribution on 401K plan
• BEER – and non-alcoholic Lagunitas beverages
• Schwag – 50% off food and merch
• Gym Membership - $50 monthly reimbursement for that beer belly (or at least to prevent it)
• Pet Insurance – keep your fur babies covered with pet insurance options
• Skills to Pay the Bills – professional development, 24/7 operation
• Opportunities – Expand your horizons in CA, Chicago . . . the world!
• It’s Friday, Ya’ll – Get Paid every other Friday, starting at: $135,000-$152,000

The Gist

A Key Account Director has the main objective of driving the growth of the Lagunitas brand in assigned accounts & territories. They support the Key Account Managers in setting strategy and execution of other team members and functions within the LBC organization. The Key Account Director directs and optimizes the business’s most valued consumer relationships across various geographies. This person brings a strong analytical acumen and business development knowledge to the table, as well as managing the communication and administration function pertaining to pricing, post offs, new items authorizations, display execution and promotions for assigned accounts.

What You’ll Do

Develop Account Relationships

• Call on buyers at assigned Accounts with the appropriate frequency to build the Lagunitas business in each account. Includes phone calls, e-mail, personal visits, etc.
• Develop and cultivate new and maintain existing vertical account relationships with assigned account personnel.
• Works closely with Key Account Directors to build and develop SR relationships with accounts
• Utilizing all relevant and available data (IRI & VIP), development and conduct presentations on a regular basis to improve the position of Lagunitas beers within assigned accounts.

Account Annual Business Planning

• Increase Lagunitas sales and marketing share in assigned accounts by expanding distribution, increasing feature, display and pricing activity, securing brand promotions, improving product location and other measures included in the annual plan.
• Develop Annual Business Plans with all assigned accounts including, but not limited to volume, distribution, market share, promotion, pricing, product position, POS placement, spending, etc.
• In conjunction with Field Sales team and distributor network, execute plans in assigned accounts.

Communication

• Communicate all pricing and product & promotion information to accounts on monthly basis.
• Insure all marketing, field sales and distributors are informed of National Account activity/needs/etc with adequate lead time to generate the execution required to be successful on assigned accounts.
• Communicate changes to sales, such as new package authorizations, etc. to brewery operations for use in production forecasting.

Account Analysis and Administration

• Manage all relevant price, product, or other pertinent information to designated accounts insuring prompt notification of all information related to Lagunitas, trade promotions, and post off calendars, etc.
• Maintain, update and circulate updated National Account contact list as needed.
• Analyze all internal and syndicated data on accounts to identify opportunities to improve Lagunitas business. Make recommendations for new products/programs/etc. based on analysis of account needs and market trends.
• Provide buyers with performance recaps on a regular basis.

Retail Execution

• Work with field sales and distributor teams to achieve retail execution objective. Includes account education/training meeting, etc.
• Conduct on going chain store audits and monthly reporting on pricing, distribution, display, and feature activity.
• Provide regular input and feedback on all competitive programs to sales and marketing departments to ensure that Lagunitas can maintain a competitive position in the marketplace.

Manage and operate within assigned expense budget.

What We’re Lookin’ For

• Bachelor’s degree from accredited college or university desired.

• Minimum of 3 years of industry experience selling products on a regional basis to chains, distributor management, etc.

• Successful experience managing beer distributors and buyers.
• Knowledge and use of IRI/Nielsen syndicated data and VIP sales reporting systems.
• Extensive understanding of the industry, products, competitors and pricing strategies.

• In-depth knowledge of the three-tier distribution system; Knowledge of State Liquor Board rules & regulations.

• Thrives in a fast-paced environment; willing to work flexible schedule, including weekends/evenings/holidays/overtime.
• Passion for Lagunitas and the beer business.
• Strong level of knowledge of beer and the brewing process.
• Outgoing/High energy; enjoys public interaction.
• Excellent communication skills, both verbal and written.
• Ability to work independently and stay organized, motivated, focused and efficient.
• Ability to work effectively with people at different levels across the organization and externally.
• Goal oriented with ability to demonstrate impeccable integrity and honesty.
• Proficient in MS Office (Word, Excel, Outlook, PowerPoint).

Key Relationships

• Reports directly to Head of Chains.
• Frequent interaction with Sales and National Accounts Team.
• Manages and coaches a team of Key Account Managers and National Account Managers.

Physical Stuff

• Extensive travel: 25 to 50% of time “on the road” (driving and flying)
• Unusual / extensive hours: May be required to work long or unpredictable hours. Work revolves around objectives, projects and priorities, not hours. Must be available nights and weekends
• Physical: Required to lift 35 lb. Cases, and 165 lb. kegs and various point-of-sales boxes on a periodic basis. May drive long distances (up to 8 hours)
• Other: Driver’s license (in appropriate state with acceptable insurance record).
• Must be at least 21 years of age.

Come as You Are

At Lagunitas, we welcome people (and dogs) from all walks of life. Anyone, regardless of their race, creed, nation of origin, sexual orientation, gender identity or expression, disability status, veteran status, marital status, or age, has a home here. Love, progress, and acceptance will always have a seat at our bar.