California Commercial Sales Manager – Copper Cane Wines & Spirits

Company Overview

Copper Cane Wines & Spirits, nestled in the heart of Napa Valley, embodies a harmonious blend of innovation and genuine craftsmanship, offering a touch of luxury for everyday indulgence. With a rich portfolio that includes Belle Glos Pinot Noirs from California's coastal vineyards, Quilt Napa Valley Cabernet Sauvignon, Böen by Belle Glos Tri County Chardonnay, and Pinot Noir, as well as THREADCOUNT by Quilt, Copper Cane is a testament to the art of winemaking.

As a fifth-generation Napa Valley winemaker, Joe learned his way around a vineyard long before he could drink wine. By the age of nineteen, he knew he would continue his family's winemaking legacy, collaborating with his father at Caymus Vineyards. In 2001, he created Belle Glos, focusing on vineyard-designated Pinot Noirs from California's best coastal regions. More recently, Joe has launched several latest brands under Copper Cane Wines & Spirits, contributing to the evolution of the wine industry by discovering new wine-growing locations and experimenting in the cellar.

Purpose

Lead and grow Copper Cane Wines & Spirits' commercial business across California. Responsible for delivering annual business plans, driving distributor execution, expanding key account relationships, and achieving sustainable growth across all channels.

Core Competencies

• Strategic sales leadership and execution

• Distributor management and accountability

• Results-driven with strong closing skills

• Key account development and negotiation

• Analytical thinking and business acumen

• Communication, influence, and relationship building.

• Planning, organization, and resource allocation

Key Responsibilities

• Report directly to the VP of Sales and develop and execute annual business plans (ABP) including volume, distribution, and activation goals.

• Lead distributor partnerships with Breakthru Beverage, aligning priorities and holding teams accountable for execution.

• Drive sales growth across on- and off-premise channels, including regional and national chains.

• Build and expand key account relationships to secure placements, features, and long-term programming.

• Actively sell in-market through ride-along, work-withs, and closing priority business

• Ensure best-in-class execution of pricing, programming, and brand initiatives.

• Analyze sales data, market trends, and competitive activity to inform strategy.

• Manage budgets and resources to maximize ROI.

• Collaborate cross-functionally with Sales, Marketing, National Accounts, and Operations

• Represent the company at trade events, activations, and key customer engagements.

• Forecast demand and support inventory and supply planning.

• Mentor and develop distributor partners and internal team members

• Lead and execute special projects as assigned, supporting broader business priorities and strategic initiatives.

Traits of the Ideal Candidate

• High integrity, strong ownership mindset, and accountability

• Aligned with the company's values and brand vision.

• Entrepreneurial, resilient, and solutions-oriented initiative-taker

• Collaborative leader with strong presence and influence

• Proven ability to build and execute luxury brand strategies.

• Strong business acumen: problem-solving, data analysis, negotiation, and selling.

• Exceptional communication, presentation, and organizational skills

• Effective cross-functional collaborator with strong time management and independence

• Digitally fluent with understanding of marketing and social engagement

Requirements

• 7–10+ years of wine & spirits industry experience (supplier or distributor)
• Proven success in distributor management and key account selling.
• Extensive experience working with regional and national chains and retail accounts
• Strong understanding of California market dynamics
• Experience building and executing premium/luxury brand strategies.
• Excellent analytical, communication, and presentation skills
• Proficiency in Power BI, VIP, Microsoft Office Suite, OneDrive, Teams, Zoom, and other technologies.
• Ability to travel frequently within the state.
• Bachelor's degree preferred or equivalent experience.
• Ability to lift 40+ lbs