Hotel & Casino Key Account Manager
Location: Las Vegas, NV
Scope:
The Hotel & Casino Key Account Manager will be the driving force behind securing mandates and driving execution in the selected Casino accounts. This includes alignment at the market level and delivering timely and successful RFPs where required. In addition, monitoring distribution ensuring we have 100% execution to all mandates while driving ROS activation to support and maintain the authorizations.
Purpose of Position:
This role will be directly responsible for assigned key influential customer accounts. In addition, this person will play an important role in working closely with the local DB&P team, distributors along with the Field Activation Agency (Inspira) to ensure our resources are used most efficiently to meet our on-premise objectives. This person will lead in the communication and execution of the channel marketing initiatives plans across the markets.
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Decision Making Authority
- Creating & building the channel and account strategies.
- Making recommendations and collaborating with the line manager and Field SDs to secure authorizations during the RFP process.
Financial Accountability
- Accountable to deliver their $DNSV target, grow Guinness draft distribution by 10% and increase Guinness Zero distribution to 35% of Guinness draft distribution along with selling our premix portfolio.
Market / Function complexity
- This role will lead total Hotel and Casino placements/authorizations, including bars, restaurants, pools, and off-premise commissaries in the top nineteen selected casino properties.
- The role will entail direct interaction with beverage buyers and includes the responsibility of engaging with all decision-makers at each casino within the designated chains.
- This encompasses connecting with Directors and Operators across departments such as Corporate Beverage Programs and Sourcing, Beverage, Restaurants, and Banquets via the RFP process.
- The accounts may cross multiple states, which will require collaboration and coordination with multiple SDs, DMs and wholesalers.
Strategical Accountability
- Build and assist in delivering DBC's on-premise plan w/ Specified accounts in conjunction with line manager, Regional Directors and local distributor on-premise teams.
- Accountable for actively identifying and communicating gaps/opportunities within the channel/account plan to their respective Regional Directors, DB&P team, beverage buyers and distributors.
- Work cross functionally to assist in the local allocation of resources, such as time in trade trade, A&P, and incremental spending needs.
- Drive connectivity between distributor, local accounts & agency teams to align overall goals and programming plans.
- Accountable for key must win account relationships.
- Communicates all channel programming/initiatives to local teams and distributors to ensure understanding & execution while gaining feedback.
- Drive DBC Guinness quality agenda and educate retailers and wholesalers.
- Actively participate on region sales calls as well as in local distributor sales meetings on a regular cadence.
Leadership Responsibilities
- Collaborate efficiently across the organization to deliver upon expected results.
- Key collaborators will include line manager, Field Sales Directors and DMs, Shopper Marketing Team, Brand Teams and Category Development Team internally as well as Wholesalers, Inspira, CGA and 3rd party agencies involved in the RFP process externally.
- Act decisively as the authorization windows typically come 1x/year at most, delivering best in class presentation content, follow ups and overall creative and collaborative efforts are crucial in our success.
- Must have impact and influence with each key partner mentioned above to drive
Top 3 - 5 Accountabilities
Area: Key hotel and casino accounts in Las Vegas (as well as any states those key retailers do business in.
Level: Full
Key Accountabilities: Top nineteen Casino Groups:
- Account plan development and delivery
- Retailer and RFP presentation development and execution
- Relationship building and management
- Plan delivery
- Forecasting and budgeting
- Performance insights
- Outlet execution
Collaboration with Local Team & Distributor
- Share Individual casino group strategy
- Develop Sales Incentives
- Conduct business review with beverage buyers, local DB&P teams, casino group marketing teams, and distributors quarterly
Channel Management
- Provide channel specific opportunities and identify risk's
- Take complete ownership of this channel.
Qualifications and Experience Required
Expected to be extremely self-motivated and goal-oriented,
Strong organizational, communication and influencing skills are required.
College graduate with 5+ years of experience.
Direct on-premise/customer experience preferred.
Experience working across a diverse beverage alcohol distributor network preferred.
Success Criteria
Leading and delivering successful retailer and/or RFP presentations that result in mandated authorizations within the assigned accounts. This includes collaborating effectively with key internal and external partners to drive authorizations and execution. Finally, delivering on assigned annual IBOs.