The Key Account Manager – On Premise is responsible for developing and managing strategic relationships with key restaurant, bar, hotel, entertainment, and hospitality accounts to drive sales growth and market share for Chesapeake Beverage’s premium beverage portfolio. This position focuses on expanding product distribution, increasing brand visibility, executing promotional programs, and building long-term partnerships with key customers. The Key Account Manager – On Premise plays a critical role in achieving sales objectives, maximizing account performance, and strengthening supplier and customer relationships.
Key Skills for This Role
CRM systemssales reporting tools
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JOB DESCRIPTION
Position: Key Account Manager – On Premise
Reports to: Sales Manager
Job Summary
The Key Account Manager – On Premise is responsible for developing and managing strategic relationships with key restaurant, bar, hotel, entertainment, and hospitality accounts to drive sales growth and market share for Chesapeake Beverage’s premium beverage portfolio. This position focuses on expanding product distribution, increasing brand visibility, executing promotional programs, and building long-term partnerships with key customers. The Key Account Manager – On Premise plays a critical role in achieving sales objectives, maximizing account performance, and strengthening supplier and customer relationships.
Essential Duties and Responsibilities
Key Account Management and Sales Growth
Manage and grow relationships with major on-premise, hospitality, restaurant, hotel, entertainment, and other strategic accounts within the assigned territory.
Develop and execute account-specific business plans to achieve sales, revenue, and market share objectives.
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Build and maintain strong relationships with key decision-makers and account stakeholders.
Identify and pursue opportunities to increase product distribution, menu placements, featured drink programs, and promotional visibility.
Conduct regular business reviews with customers and provide performance insights and recommendations.
Negotiate pricing, promotional programs, display opportunities, and merchandising initiatives.
Consistently meet or exceed sales goals, KPIs, and other performance targets.
Track sales activities and provide regular reports to management.
Strategic Planning and Business Development
Analyze sales data, market trends, customer performance, and competitive activity to identify growth opportunities.
Develop and implement strategic account plans to maximize revenue and profitability.
Identify new business opportunities within existing accounts and prospective customers.
Monitor market conditions and competitor activities and recommend strategies to maintain and grow market share.
Support supplier initiatives and execute strategic sales and marketing programs.
Supplier, Distributor, and Customer Collaboration
Collaborate with supplier partners, distributor sales teams, marketing personnel, and operations departments to execute business initiatives.
Communicate supplier priorities, promotional programs, and brand objectives to assigned accounts.
Coordinate account activities to ensure successful execution of promotions, menu placements, displays, and marketing programs.
Serve as a trusted advisor to customers by providing industry insights, category recommendations, and business solutions.
Foster strong working relationships with internal and external stakeholders to support long-term business growth.
Budget Management and Performance Reporting
Manage account budgets and promotional spending to maximize return on investment.
Evaluate the effectiveness of promotional programs and recommend improvements.
Prepare and present account performance reports, sales forecasts, and business reviews.
Maintain accurate customer records, sales data, and account activity documentation.
Ensure compliance with company policies, supplier standards, and account requirements
Education and Experience
Bachelor’s degree in Business, Marketing, Sales, or a related field preferred.
Minimum of three (3) years of experience in beverage sales, key account management, consumer packaged goods (CPG), or a related industry.
Proven track record of successfully managing large on-premise accounts and driving revenue growth.
Experience working with restaurants, bars, hotels, hospitality groups, entertainment venues, and other on-premise accounts preferred.
Experience developing and executing strategic business plans preferred.
Knowledge, Skills, and Abilities
Strong strategic account management and business development skills.
Excellent negotiation, presentation, and relationship-building abilities.
Strong analytical skills with the ability to interpret sales data and develop actionable business insights.
Proficiency in Microsoft Office Suite, including Excel, PowerPoint, and Outlook.
Experience with CRM systems and sales reporting tools preferred.
Strong communication and interpersonal skills.
Ability to work independently and collaboratively within a team environment.
Excellent organizational and time management skills.
Knowledge of category management, beverage merchandising, menu development, and promotional planning.
Ability to influence decision-makers and build long-term customer partnerships.
Physical Requirements
Ability to travel frequently throughout the assigned territory.
Regular walking, standing, bending, reaching, and occasional lifting of sales materials and promotional items.
Ability to work in restaurant, bar, hospitality, warehouse, and office environments.
Ability to operate a motor vehicle safely and effectively while conducting business activities.
Work Environment
This role involves frequent travel within a local or regional territory using a personal vehicle (with mileage reimbursement if applicable).
Schedule may include evenings, weekends, holidays, and special events based on business needs.
Frequent interaction with customers, supplier representatives, and internal teams is required.
Licenses and Certifications
Valid driver’s license and clean driving record required.
Must maintain reliable transportation.
Ability to meet company vehicle safety and insurance requirements, if applicable.
Additional Information
This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties, and skills required. Management reserves the right to assign or reassign other related duties and responsibilities as needed to meet organizational needs.
Equal Employment Opportunity Statement
Mitchell Companies is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all employees and applicants without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other status protected by applicable law.
Employment offers are conditional and subject to the satisfactory completion of a background check and drug screening. Failure to meet the company’s established criteria may result in withdrawal of the employment offer.
About Mitchell Companies
Wholesale & Distribution550 employeesFounded 1949
Family-owned business group operating beverage distributors, Mitchell Signs, Southern LED Solutions, and Chesapeake Beverage.
