Focus: 80% New Business Development / 20% Account Optimization

Mission: Aggressively expand market share by "flipping" competitor accounts and securing exclusive pouring rights in high-volume venues.

### Core Performance Pillars

• Competitor Displacement: Proactively identify "conquest" accounts currently pouring competitor brands. Build and execute strategic "buy-out" or "incentive-based" proposals to switch them.

• Pipeline Velocity: Maintain a high-volume prospecting funnel. You are expected to be "on the bricks" (in the field) 4–5 days a week, identifying new openings and untapped territories.

• Hard-Nosed Negotiation: Structure complex commercial deals, including upfront investment grants, volume-based rebates, and exclusivity contracts that lock out the competition.

• Rapid Market Entry: Spearhead the launch of new SKUs into the market, ensuring 100% distribution in "influencer" accounts within the first 30 days.

### The "Aggressive" Skill Set

Feature

Hunter Profile Requirement

Tenacity

A "no" is just the start of the negotiation. High resilience to rejection.

Financial Acumen

Ability to run complex

P&L modeling

on the fly to prove ROI to venue owners.

Speed

Ability to move from initial lead to signed contract in a compressed timeframe.

Competitive Spirit

Deep-seated desire to win. You don't just want a listing; you want the whole back-bar.

### Aggressive KPIs (The "Win" Metrics)

1. Conquest Rate: Percentage of new business won specifically from identified key competitors.

2. Strike Rate: Ratio of cold-call visits to successful account openings.

3. Speed to Shelf: Time elapsed between a new venue opening and our product being live on the menu.

4. Exclusivity Ratio: Number of accounts secured on a 100% exclusive "sole-pour" basis.

### Candidate Requirements (The "DNA")

• Proven Track Record: A documented history of over-achieving sales targets and "winning" territory from market leaders.

• Strategic Aggression: You know when to push and when to pivot. You aren't just loud; you're calculated.

• Network: You don't need an introduction; you already know the gatekeepers and owners of the city's top 50 accounts.

Note: This role usually commands a higher commission-to-base salary ratio to reward high-volume acquisitions.