Key Account Manager - Midwest - Crimson Wine Group

Company Background

At Crimson Wine Group, we are the guardians of 1,000 acres of pristine vineyards, iconic estates, forests, and wildlife habitats along the West Coast. Our success stems from the wide range of perspectives that our team brings to every single one of our wines – from vine to bottle and beyond. Our portfolio is cultivated to elevate any occasion and to simply make life better.At Crimson Wine Group (CWG), we are dedicated to building an inclusive environment with a culture of belonging. We strive to create an inclusive environment where all our team members feel connected, engaged, and can live their true identities at work. Here at CWG, we celebrate the value that comes with inclusivity and different backgrounds, experiences, and perspectives, which all help foster a culture of collaboration and creativity with the wine industry as a whole. 

Position Summary

The Key Account Manager is a front-line sales leader responsible for winning business and accelerating growth for all CWG brands within the Midwest assigned territory of MN, WI, IA, IN, ND, SD & NE. This role is the company’s direct connection to the marketplace, relentlessly driving distribution, volume, and revenue by calling on retail and on-premise broad-market accounts and executing alongside distributor sales teams. Minneapolis/St. Paul area preferred.

Spending approximately 75% of time in the field, the Key Account Manager is focused on selling, closing, and expanding key accounts—executing programs, securing placements, and clearly communicating priorities, pricing, and promotions to Distributor Account Reps/Specialists. This role also drives distributor performance by educating, motivating, and holding Distributor Sales Representatives accountable to execution standards.

Essential Duties & Responsibilities

The following reflects management's definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodations or other reasons: 

• Consistently achieve or exceed new account, POD, profit, and case volume goals across assigned markets.
• Build, strengthen, and expand customer relationships by developing a deep understanding of key buyers’ promotional strategies, decision-making processes, and operating procedures. Deliver compelling, value-added, and data-driven presentations to key accounts.
• Create and execute strategic on- and off-premise target account lists that are manageable, high-frequency, and results-focused, with clearly defined distribution objectives. Develop and maintain scorecards to track performance, drive accountability and success.
• Drive increased customer penetration through high-level, meaningful engagement with all distributors in the territory, including frequent in-market presence and direct selling at senior decision-maker levels.
• Partner closely with key distributor sales personnel—and operate independently when required—to grow CWG market share. Expand PODs across key channels and SKUs, leveraging distributor tools and resources to deliver portfolio-wide growth.
• Collaborate with the Regional Manager to develop, implement, manage, and regularly review specific sales goals and objectives by team and market.
• Identify, analyze, and clearly communicate business opportunities using available account-level and market data.
• Lead distributor team meetings to clearly communicate CWG programs, priorities, and execution expectations.
• Manage, direct, and continuously educate wholesale personnel to effectively sell and advocate for the Crimson Wine Group portfolio.
• Review market opportunities, competitive activity, and sales programming regularly with direct manager to ensure alignment and momentum.
• Monitor distributor performance against company objectives through monthly business reviews, scorecards, and KPI tracking.
• Coordinate and support market visits for winemakers and other key company leaders to maximize sales impact and account engagement.
• Develop, manage, and adhere to the annual Key Account expense budget to ensure efficient use of resources and strong ROI.
• Provide consistent, timely, and actionable formal and informal reporting to the Regional Sales Manager on all aspects of the business.

Qualifications

• Bachelor’s degree preferred or equivalent relevant experience.
• Minimum of 5 years of fine wine sales experience with deep, working knowledge of the three-tier system.
• Proven success building strong buyer relationships and driving results through distributor partners at all levels.
• Demonstrated expertise in wine products, the industry landscape, distributor culture, and key account dynamics, with a clear understanding of 80/20 account performance and success metrics.
• Proven ability to consistently deliver against annual growth objectives and sales targets.
• Advanced selling skills with strong presentation, negotiation, and public speaking capabilities.
• Strong business acumen, including analytical, quantitative, and problem-solving skills.
• Excellent written and verbal communication skills, complemented by strong interpersonal and listening abilities.
• Highly motivated self-starter with exceptional time management, organizational, and prioritization skills.
• Sound judgment, high integrity, intellectual curiosity, and a collaborative, team-oriented mindset.
• Ability to manage multiple priorities and perform effectively in fast-paced, high-demand environments.
• Proven ability to communicate effectively and influence stakeholders at all levels and across diverse backgrounds.
• Advanced proficiency in Microsoft Word, Excel, PowerPoint, and Outlook; experience with Diver and VIP systems is a plus.
• Flexibility to work evenings and weekends is needed to support special events and key business initiatives.
• Must be a minimum of 21 years of age.
• Must have a current valid driver's license, a clean DMV record and maintain current auto insurance coverage.
• Ability to lift up to 50 lbs.

Crimson Wine Group is committed to creating a workplace and culture that celebrates diversity, equity and inclusion as part of what makes us a little different and a lot better. Our success is informed by the wide range of experiences and perspectives that our team brings to each of our wines – from vine to bottle and beyond. We encourage all applicants with a vision for creating a more equitable, inclusive and diverse wine industry to apply to join our team at Crimson Wine Group. All applicants will receive consideration for employment without regard to all federally and state protected classes. If you require assistance to participate in the application process, please contact us at HR@Crimsonwinegroup.com.