O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good—we are proud to be an industry leader in sustainability and a Certified B Corporation.

We are one of California’s largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier/Reedley, CA. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Wines of Substance, ViNO, and BrandyLab.

The Director of National Accounts drives profitable and sustainable growth in respective customer groups through their team and personal account responsibilities. The Director manages the strategy, development, and implementation of company initiatives to grow volume, share, and profitability in assigned off-premise national accounts. The Director will also lead a team of account managers responsible for several key strategic customers covering the scope of the USA in off-premise accounts and owns relationships at and above the decision maker in each of the accounts. They also own the relationship with the wholesaler National Accounts teams at the VP level with solid relationships at the Account Executive levels within those organizations.

DUTIES AND RESPONSIBILITIES

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

Responsible for developing and executing long and short-term key customer sales and planning (retail strategy, promotional, & KPIs)
Deliver specific Plan on a Page key initiatives by selling ads, planners, distribution, and programs, as well as growing company revenue, volume, profits, and share by utilizing market data to identify opportunities within the customer.
Lead & develop a team of national account managers.
Responsible for customer P&L and A&P spending with team and wholesaler.
Educate our distributor partners and key customers on O’Neill Vintners & Distillers through monthly business reviews, new item presentations, and ongoing communication.
Work closely with the O’Neill Sales network to assist, communicate, and execute awarded programs to achieve volume, distribution, and execution goals across the chains.

Other Functions & Wine Knowledge Requirements:

Passionate about wine and O’Neill Vintners & Distillers.
Comfort working on a high-performance, fast-paced entrepreneurial team.
Detailed oriented, highly organized with the ability to prioritize & manage multiple tasks.
Training and team building skills.

Required Skills/Competencies:

Results driven: Execution of the region’s key directives and initiatives (KPI).
Strategic Agility & Planning: 12-18 mo. horizon and partners with key internal and external stakeholders to build effective plans.
Financial Acumen: Executing the financial objectives of the org, pivoting where appropriate based on market conditions.
Business Acumen: Expert in the category and marketplace conditions
Negotiation Skills: Using storytelling complimented by price to sell effectively and overcoming internal bias and customer objections.
Problem-solving: Quickly assess, triage, and solve complex issues
Insights & Data Skills: Syndicated, qualitative, and using it for storytelling
Company and Brand Championship – company-first mentality
Presentation skills and commanding presence in groups
Teamwork: Consistent clear communication, alignment, organizational EQ, collaboration
Proactive: Be professionally persistent inside and out, and do it with urgency and energy
Trust, Respect, and no drama

Key Performance Indicators for this role include:
Volume and Share Growth
Wholesaler Score Card goal attainment
People development

QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below represent the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Basic Qualifications
A minimum of 5-7 years of sales experience
Proven success leading teams in the CPG National Accounts space
Wine/spirits experience
Bachelor’s degree in a related field
Must have a valid state driver’s license

Preferred Qualifications
10+ years of sales experience preferred
MBA in a related field
Previous ownership of revenue and A&P spending and budgets
Highly proficient with Microsoft Office suite, including Word and Excel, and demonstrated excellence in PowerPoint skills used for presentations
Strong knowledge of pricing management programs
Excellent written, oral, and listening skills
Demonstrated ability to manage multiple projects, set priorities, and complete assignments accurately and within established time frames
Ability to influence others’ actions without authority
Ability to lead, coach, and develop others

CULTURAL BEHAVIORS:
O’Neill team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.

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