Job Title: VP of Strategic Accounts 

Function: Commercial

Location: NYC or Remote. This role will require to work and/or travel in evenings and during weekends as required. Please anticipate over 40% travel.

Date vacancy will close: Friday May 30th. Where we receive high numbers of applications we may close vacancies early. If you think this is the right opportunity for you please don't delay in applying!

Who we are:

Born in Glasgow, made in Scotland and enjoyed around the world. Whyte and Mackay is home to a collection of multi-award-winning global whisky brands led by The Dalmore, Fettercairn, Jura and Tamnavulin. Our mission is to be a driving force in whisky, renowned for building brands that stand-out. Enabled by our brilliant community of 700 colleagues, reaching across 16 countries and counting. We're led by our values, continuing to grow and invest and looking for great talent to join our brilliant community. Ready to hear more?

What the opportunity looks like:

The Dalmore is a top 10 single malt by value in the US and the second highest average price point in the category. Jura is a top 20 brand in the category and one of the fastest growing brands in single malt. Tamnavulin is the fastest growing brand priced under $40. The Dalmore, Jura, Fettercairn, and Tamnavulin represent a small share of the total single malt category with enormous opportunity for further growth these brands.

The VP of Strategic Accounts for the US will primarily be responsible for delivering W&M’s commercial targets and objectives in the top US National and regional liquor chain retailers. In addition, this role will be responsible for developing new strategic partnerships with select National On Premise operators.

This role will ensure the execution of W&M’s Chain Retail strategy and oversee the delivery of our distribution, visibility & activation (DVA) plans across both offline and online environments.

This role will be instrumental in securing our portfolio’s future growth by working with our partners with a focus on Chain Retail which represents the largest dollar opportunity for Single Malt Scotch in the US today.

Business Planning, Development & DVA

• The VP of Strategic Accounts will conduct regular business reviews with Gallo’s Customer Development Teams to evaluate distribution, depletion, and execution performance, and identify opportunities.
• You will ensure that the W&M portfolio is maintained as a priority for Gallo’s key chain managers.
• Working closely with E&J Gallo’s Customer Development Teams, this role will lead the development of all Chain Retail and select On Premise customer annual business plans inclusive of distribution, visibility & net sales revenue goals, holding them accountable for implementation & execution
• Actively survey top chains to continually optimize our presence in-outlet, establishing an improved rhythm and reporting on point of purchase execution to drive physical availability of W&M brands.
• Identify and cultivate relationships with strategic new or emerging customers that may be a source of significant future commercial growth or significant brand visibility.

Managing Internal & External Relationships

• Meet and build a direct relationship with top liquor chains, establishing Whyte and Mackay as the thought leaders in the Single Malt Category, and a valued business partner.
• Work in partnership with W&M Category Development team to build customer specific single malt category and consumer solutions.
• Collaborate with the US Retail Development Manager, organize frequent advocacy trainings and in store consumer tastings in our key chain partners.
• Collaborate with the VP of Sales & Luxury Malt Manager, organize frequent events that regularly introduces our brands to target consumers through our key chain partners.
• Collaborate with the VP of Marketing & Gallo teams to manage Trade Marketing initiatives targeting key chain buyers.
• Coach and lead the Trade Marketing team in developing point of sale tools that enhance brand visibility and appeal at the point of purchase.

For this role we're looking for:

• Minimum of 8 years’ experience within the Wine & Spirits industry or high end luxury brands across both the Supplier and Wholesaler tiers.
• Skilled in interpreting data, building category selling stories and presentations, and managing pricing across geographies.
• Analytical mind, be able to interpret and analyze data to develop strategies and tactics
• Previous experience in a customer marketing would be advantageous, with focus in developing channel visibility and activation programs.
• Strong understanding of E-commerce.
• Effective negotiator with a winning mindset.
• Swift relationship builder: able to penetrate a multi-layered organization with multi-functional know-how
• Entrepreneurial mind-set and a positive attitude when facing opportunities and challenges

We believe that everyone has the potential for growth in our roles! You may feel you don't tick every box for this role, but if you believe you have relevant experiences that could help you succeed we'd much rather you apply rather than rule yourself out based on any self-limiting beliefs!

The base salary range for this role is $170,000-190,000k. Salary may vary depending on experience, location, skills and qualifications.

Why join us:

• Competitive base salary
• Bonus opportunity
• Full medical, Dental, vision and life insurance
• 401k plan with employer matching
• Flexible hours
• Competitive PTO / sick day package
• 11 public holidays
• Product allowance payment
• Professional and personal development opportunities

Come and join the Whyte and Mackay community.

Whyte & Mackay committed to being a welcoming, inclusive Company. We believe in the respect, dignity and human rights of all people. We do business with respect for people’s fundamental dignity and their human rights. This is anchored in our values, our policies and the commitments we have made to international standards. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on age, race, gender, color, religion, national origin, sexual orientation, gender identity or expression, veteran status, disability or any other protected class.

Our team read each and every application, therefore you'll hear back from us in due course. Should you require any adjustments to our recruitment process to help you be at your best then please contact us at HRTeam@whyteandmackay.com and we'll do what we can to support.