THE POSITION/ REPORTING RELATIONSHIPS

Must have national WINE sales experience.

This position will report to the CEO and Board, overseeing and directing the development and implementation of a comprehensive national sales strategy for the companys wine brands. This position carries out those strategies, in part, through development of effective working relationships with the leadership team and working closely with our national sales agency team.

In conjunction with the Leadership team, this position, is responsible for formulating and implementing plans for achieving National Wholesale sales objectives and revenue targets, developing sales policies and sales plans, achieving sales results according to product lines and territories, formulating pricing strategies and developing new sales territories for product distribution to assure increases in market share, sales, and profitability through oversight and coordination with the National Sales Agency.

This position will also be responsible for: Developing and improving direct relationships with the USA distributors., in coordination with Agency establishing goals, programs, quotas, bonuses, sales territories, distribution outlets, On Premise and National Account relationships, while balancing inventory and sales margins.

You will also analyze/controls expenditures; reviews market analyses to determine customer needs, volume potential, price schedules and point of sale (POS) needs; coaches, develops, and mentors Agency representatives; and holds the Sales Team accountable for the sales and revenue performance of their markets. At times you will also have direct sales responsibility for specified markets as defined by the CEO.

LOCATION AND TRAVEL

This position can be based close to any major airport with frequent out of home market visits. With expected Monthly trips to the winery after the role and direction is established. Market visit frequency will be determined by need of the market.

RESPONSIBILITIES:

• Creates, communicates, and implements the sales organizations vision, goals, and overall direction.
• Formulates and implements the strategic sales plan that guides the direction of business results.
• Achieves the organizations overall strategic goals and profitability requirements, as determined by the strategic plan.
• Forms, staffs, guides, leads, and manages the Agency sales organization sufficient to accomplish the responsibilities and job requirements.
• Oversees the complete operation of the sales organization in accordance with the direction established in the strategic plan.
• Evaluates the success of the sales organization.
• Maintains awareness of both the external and internal competitive landscape, opportunities for expansion, customers, markets, new industry developments and standards.
• Prepares, monitors and is accountable for department overhead budgets and achieving expenditure targets.
• Holds self and others responsible for demonstrating the company culture through personal behavior and actions.
• Performs other responsibilities as assigned by the CEO & Senior management team.

ESSENTIAL DUTIES:

• Demonstrates principled leadership and sound business ethics; shows consistency among principles, values, and behavior; builds trust with others through own authenticity and follow-through on commitments; drives results and success; conveys a sense of urgency. Continually evolves profitable business model for prevailing market conditions and dynamics.

• Experience developing and executing a Strategic National Wholesale Sales Plan for a winery. This includes working with key stakeholders to perform within the company Vision, Mission, and Values Working with all winery departments including Production, Sales, Marketing, and Finance to create a long-term financial plan including products, prices, expense budgets and capital budgets.

Plus, the ability to lead the execution of the plan.

• Experience in developing and executing an annual budget.
• Experience in developing and managing business in the wholesale channel, ideally with a strong on premise and luxury brand focus.
• An understanding of key DTC sales metrics as they relate cross functionally with both Wholesale sales and the tasting room and wine club, and how to develop programs to positively impact the business within all sales silos. Understand Internet prices conflict with DTC pricing.
• Ability to set goals for your management team - in line with the winerys vision and Long-Term Plan, and then support your teams ability to achieve these goals.
• Cultivates and maintains effective business relationships with executive decision makers in large distributors and accounts.

• Leverages distributor, sales, and market knowledge to ensure that Agency Representation is focused, on brand to achieve stated goals.
• Collaborates with the CEO and winery senior management team to develop a high performing sales team in USA wholesale channel.
• Develops short- and long-range plans that are appropriately comprehensive, realistic and effective in meeting goals; integrates planning efforts across work units.
• Identifies critical, high payoff strategies and prioritizes team efforts; accordingly, uses information about the market and competitors in making decisions; recognizes strategic opportunities for success; adjusts actions and decisions for focus on critical strategic issues (e.g., customers, quality and competition).
• Develops effective give-and-take relationships with others; understands their agenda and perspective and recognizes/effectively balances the interest and needs of the sales division with the broader organization.

MINIMUM REQUIREMENTS:

Bachelor's degree with emphasis in Business Administration, Sales and Marketing, or related field required. Ten plus years of experience in direct wine sales. Six plus years of experience managing direct reports and distributors, with experience in managing a sales team, or Agency, and as a national sales leader.

• Experienced in sales of products with three-tier distribution systems, producer, wholesaler and retailer, a family organizational environment.
• Established record in developing and building aggressive and competent sales organizations, meeting, and exceeding sales goals within established budgets, and contributing to successful sales plans and strategies.
• Proven leadership and sales experience within both the on-premise market and the broad market sales environment.
• Excellent communication, planning and organizational skills, with strong management background.
• High level of financial and business acumen; developing P&L statements, budgeting, forecasting, pricing, and deal structures.
• Ability to understand and apply market intelligence to sales strategy; read and evaluate sales and marketing reports, analyses, and trends.
• Ability to stay current with Company brands, Brand messaging, programs, initiatives, policies, and procedures, as well as products offered by the companys competition.
• Executive presence to influence senior decision-makers.
• Intermediate to advanced skillset with MS Office Suite (Word, Excel, Outlook, and PowerPoint).
• Ability to navigate the Internet and use Nielsen/BDN data for effective business development.
• Valid drivers license, with an acceptable driving record.
• Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed.
• This position may require working out of a home office and working from the winery office.