Key Account Manager

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: $96,000-$108,000

The Gist

The Key Account Manager – Convenience West works to support the growth of the Lagunitas brands in assigned accounts. The position is responsible for developing vertical account relationships, achieving business objectives (increase sales, expanded distribution, executing brand / package priorities & market share growth) as well as managing the communication and administration functions pertaining to pricing (front line & promoted), new item authorizations, display execution and promotional programming for assigned accounts. Primary responsibility is overseeing convenience (C-Store) business within the Western United States of America.

What You’ll Do

• Develop Account Relationships
  • Call on buyers at assigned accounts with the appropriate frequency to build Lagunitas business in each account. Includes: phone calls, e-mail, in person meeting
  • Develop, cultivate, and maintain existing vertical account relationships. Develop, cultivate new vertical account relationships with new accounts / buyers.
  • Utilize all relevant and available internal (VIP) and syndicated data (Nielsen) to develop and conduct presentations on a regular basis to improve our collective business through ad and display features along with better shelf positioning of Lagunitas brands/ packages within assigned accounts.
• Account Annual Business Planning
  • Increase Lagunitas sales and market share in assigned accounts by expanding distribution, increase features, display and pricing activity, securing brand / package promotion, improving product location along with other growth measures included in the annual plan.
  • Develop Annual Business Plans with all assigned accounts including, not limited to, volume, distribution, sales & market share, promotion, pricing, product positioning, POS and spending.
  • Execute plans in conjunction with field sales and distributors network in assigned accounts
• Communications
  • Communicate all brand / package promotional and pricing information to assigned accounts ongoing.
  • Communicate with field sales and distributor network to drive execution of programming and new points of distribution thus driving more programming through confidence of buyer.
  • Align Lagunitas Field Sales, Marketing and distributor network of needs from accounts to drive more cases to display and more programming. Lead times and ideation are critical to success.
  • Ensure Lagunitas Operations are aligned on needs of brand / package changes, new points of distribution and aid in forecasting to drive the right product at the right time to the right place.
• Account Analysis & Administration
  • Manage all relevant price, product, or other pertinent informati9n to designated accounts insuring prompt notification of all information related to Lagunitas.
  • Maintain, update and circulate updated National Account contact list and retailer profiles as needed.
  • Analyze customer data and syndicated data on accounts to identify opportunities to improve Lagunitas business. Make recommendations for new products, programs, (find a way – make a way) based on analysis of account needs and market trends.
  • Provide account buyers with performance recaps to further our collective business on a regular basis.
• Retail Execution
  • Work with field sales and distributor teams to achieve retail execution objectives. Includes account education & training.
  • 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 and competitive position in the marketplace.
• Manage and operate within assigned expense budget.

What We’re Lookin’ For

• Bachelor’s Degree or Relevant Experience
• 2-3 years Category / Shopper experience OR experience with insights tools such as AC Nielsen, IRI, or Numerator
• Exposure to Panel and Shopper Loyalty Card data preferred
• Exposure to retail account management and beverage distribution models preferred
• Extensive understanding of the alcohol industry, products, competitors and pricing strategies.
• In-depth knowledge of the three-tier system. Knowledge of state liquor board rules and regulations.
• Thrives in a fast-paced environment; willing to work a flexible schedule, including weekends, evenings, holiday & overtime.
• Passion for Lagunitas and the beer business.
• Strong level of beer and brewing process.
• Outgoing / high energy; enjoys public interaction.
• Excellent communication skills, verbal & written.
• Ability to work independently and stay organized, motivated, focused and efficiently.
• Goal Oriented with ability to demonstrate impeccable integrity and honesty.
• Proficient with Microsoft Office, (Word, Outlook, PowerPoint), Teams

Preferred Qualifications

A strong, confident, engaging self-starter with category (or shopper) knowledge and a desire to break down barriers and collaborate at the highest level. Strong business acumen and ability to effectively communicate across different internal stakeholders. Knows how to ask for forgiveness before permission and possesses the emotional intelligence to get the job done. Willing to take risks while still building strong collaborative relationships.

Key Relationships

Reports directly to Director of Chains – West

Physical Stuff

• Extensive travels: 40% - 60% of time “on the road” driving and flying – May drive long distance. (up to 8 hours)
• Work revolves around objectives projects and priorities and not hours. Unusual / extensive hours – nights and weekends.
• Physically required to be able to lift 35 pounds cases and 165 pound kegs along with various other boxes of point of sale
• Must have valid driver’s license along with acceptable insurance.
• Must be at least 21 years old.

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.