Account Manager - Atlanta, GA

ACCOUNT MANAGER
Overview
The Account Manager owns a defined universe of on-premise accounts and is responsible for delivering profitable growth across that account base through strong relationship management, disciplined execution, and high-quality commercial planning. This role blends account development, activation execution, training, reporting discipline, and market intelligence to grow Bacardi brands within priority outlets while building long-term customer partnerships.
Role Purpose
The Account Manager manages a designated list of on-premise accounts within an assigned territory and is accountable for growing volume, visibility, distribution, and brand advocacy within that universe in a profitable way. Success in role requires a consultative, influential approach that strengthens customer relationships, improves execution quality, and converts market opportunities into sustainable business growth.
What the role owns
A defined universe of on-premise accounts and the commercial performance of that account base. Account-level execution of distribution, visibility, menu presence, activation quality, and promotional programming.
Customer relationships, joint business development, and account-level growth plans.
Account reporting discipline, KPI tracking, and communication of market intelligence to leadership. Budget stewardship across T&E and local activation investment.
What the role must deliver:
Weekly / ongoing:
Execute planned account calls, activation activity, trainings, and customer engagement against priority objectives.
Maintain accurate and timely reporting on account visits, KPI progress, competitor activity, and commercial accomplishments.
Identify opportunities and risks across the account universe and recommend actions to improve performance.
End of each Quarter:
Deliver quarterly KPI targets across the assigned account universe, including growth, execution, and programming objectives.
Show clear progress against account plans through improved visibility, stronger features, quality activations, and stronger customer relationships.
Maintain budget discipline and demonstrate that activation spend is being directed toward the highest-value opportunities.
End of Year:
Deliver profitable year-over-year growth across the assigned account universe. Demonstrate sustained progress in distribution, menu presence, promotional impact, and account-level commercial execution. Build stronger long-term account relationships and leave behind a healthier, better-developed account base than at the start of the year.
Key Responsibilities
Manage and strengthen relationships within a designated universe of on-premise accounts through regular, consultative, and influential engagement.
Lead meetings with key account stakeholders to present Bacardi brands, identify growth opportunities, and build long-term commercial plans.
Execute activities that drive sales, activation quality, drink features, promotional programming, and staff education across the account base.
Deliver sales objectives within the assigned account universe, including distribution gains, menu features, program execution, and account development.
Achieve year-over-year growth across the account list while delivering monthly KPIs tied to execution, rate of sale, and commercial impact.
Track all activity in the required reporting platform, including account calls, KPI progress, trainings, accomplishments, competitive activity, and special projects.
Manage T&E and monthly activation budgets responsibly, ensuring spend supports clear commercial priorities and strong return on investment.
Participate in weekly and monthly market planning routines to align account activity with territory and market priorities.
Represent the business at key local events and execute national initiatives in-market where they fit the local commercial strategy.
Stay informed on customer, consumer, and competitive trends; translate those insights into account-level actions and commercial recommendations.
Provide timely updates to leadership on market conditions, competitive moves, distributor changes, and factors that may affect volume delivery.
Support promotional and event activity that may take place during evenings and weekends when required by the business.
Skills and Experience
Bachelor's degree preferred.
Typically 2-3 years of experience in beverage alcohol, hospitality, supplier, distributor, restaurant, nightlife, or bar operations
Experience working with independent on-premise accounts, cocktail programs, beverage directors, bar managers, and hospitality operators preferred. Demonstrated ability to build strong customer relationships and influence account decisions through a consultative, consumer-focused selling approach
Strong presentation, communication, and negotiation skills with the ability to engage customers, distributor partners, and internal stakeholders.
Strong organizational and territory management skills with the ability to prioritize multiple accounts, activations, and opportunities simultaneously.
Ability to analyze sales trends, depletion data, account performance, and market opportunities to develop actionable business plans
Proficiency in Microsoft Office applications, including Excel, PowerPoint, Word, and Outlook, along with experience using CRM, reporting systems, and digital business tools.
Comfortable leveraging technology, digital tools, and social platforms to enhance account engagement and commercial execution
Ability to work independently while collaborating effectively with Georgia distributor partners, brand teams, and cross-functional stakeholders
Ability to exercise sound judgment and conduct business with professionalism, integrity, and strong ethical standards
Valid driver's license and ability to travel throughout the Atlanta market.
Personal Qualities
Passionate about hospitality, cocktail culture, and the Atlanta on-premise community
Highly motivated, competitive, and energized by delivering results in a dynamic market environment
Strong relationship builder who naturally develops trust and credibility with customers, distributor partners, and internal stakeholders.
Entrepreneurial mindset with the ability to identify opportunities and turn ideas into commercial results
Adaptable and resilient in a fast-paced environment where customer needs, market conditions, and consumer trends continue to evolve.
Curious and commercially minded, with a passion for understanding customers, consumers, and industry trends.
Culturally aware and comfortable working across Atlanta's diverse hospitality, entertainment, and consumer landscape
Organized, dependable, and accountable for delivering commitments and business results
Collaborative team player who contributes positively to team culture while operating effectively with autonomy
Open to feedback, committed to continuous learning, and eager to develop professionally through new experiences and challenges
Success Measures
Deliver profitable year-over-year Net Sales Value (NSV) and depletion growth across the assigned account universe
Achieve quarterly and annual volume, distribution, feature, visibility, menu placement, and execution objectives
Increase rate of sale, consumer recruitment, and brand advocacy for priority brands within key Atlanta accounts
Grow share of menu, back-bar presence, cocktail placements, and consumer-facing programming
Execute high-quality activations that drive measurable account performance and consumer engagement
Build and maintain strong relationships with key account stakeholders, Georgia distributor partners, and influential members of the local hospitality community
Deliver account universe growth that exceeds Atlanta on-premise market trends and benchmarks.
Demonstrate strong account planning, reporting discipline, KPI accountability, and budget stewardship
Effectively manage T&E and activation investments to maximize commercial return and ROI
Consistently identify, develop, and convert market opportunities into sustainable commercial growth.
LEADERSHIP AGILITY
At Bacardi we care deeply about finding brilliant talent who can bring the following personal attributes to help elevate our 3Fs: Fearless, Family, Founder culture to the next level.
Belonging: You have a strong capacity to create a culture of ‘Belonging’, where people feel appreciated for who they are, what they do, and who they can become
Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others
People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance
Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in you