Company: Martignetti Companies
Location: Stratford, CT
Description
The Director of On-Premise National Accounts, Strategic Accounts, & Casinos for Martignetti Companies is a leadership role responsible for driving national growth and strategic alignment across key on-premise chain accounts. This individual will lead the strategy, execution and management of relationships with top multi-unit hospitality groups, fine dining chains, hotels, casinos and entertainment venues to drive volume, brand placement and long-term partnership development. The ideal candidate brings deep knowledge of the wine and spirits landscape, experience in national on-premise sales and the ability to craft customized programs that resonate with both premium and value-driven customer segments.
Strategic Account Leadership
- Develop and execute strategic account plans for national and high-potential regional on-premise partners, focused on driving profitable volume and expanding wine and spirits portfolio presence.
- Serve as the primary point of contact for key decision-makers at national and strategic account levels, building strong and enduring partnerships.
Program & Portfolio Management
- Lead the design and implementation of bespoke beverage programs including wine lists, cocktail menus, education and training initiatives that elevate brand exposure and consumer engagement.
- Collaborate with supplier brand teams to align national programming with overarching brand strategies and commercial goals.
Sales Analysis & Forecasting
- Analyze sales performance and provide data-driven insights to enhance account strategy, forecasting and resource allocation.
- Oversee pricing and promotional program planning to meet financial goals while maintaining brand value and positioning.
Supplier & Market Engagement
- Work closely with supplier partners to ensure flawless market execution and compliance across markets.
- Participate in regular market visits, trainings and account calls to strengthen execution and gather market intelligence.
Industry & Brand Advocacy
- Represent the company and key supplier brands at industry events, trade shows and customer-facing summits.
- Stay ahead of emerging trends in wine, spirits and cocktail culture to position the portfolio effectively within evolving consumer preferences.
Please note – we are anticipating a start date in and around August 18th for this position in anticipation of the Diageo Brand distribution on September 15th, 2025.
Requirements
Knowledge/Skills/Abilities:
- Proven track record in growing national and strategic account partnerships across multi-unit restaurants, hotels and hospitality groups.
- Deep understanding of the U.S. three-tier distribution system, with a working knowledge of compliance and pricing mechanics across multiple states.
- Excellent negotiation, communication, presentation and organizational skills.
- Strong attention to detail, accuracy and organization.
- Proficiency in data mining software/reports and analytical tools.
- Strong written and verbal communication skills.
Preferred Attributes:
- WSET, CSW or equivalent wine education preferred.
- Well-established network within the national on-premise and supplier community.
- Experience launching high-profile programs in fine dining, hotel or luxury chain environments.
- Passion for wine, spirits and beverage innovation.
Education/Training/Experience:
- Bachelor’s degree in Business, Marketing, Hospitality or related field; MBA a plus.
- Minimum 10 years of progressive experience in beverage alcohol, with specific focus on wine and spirits in the on-premise national account channel.
- Proficient PC skills including Microsoft Office, Excel, Word, PowerPoint, One Drive and Teams.
