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Director of Strategic Accounts

Dalla Terra

Remote > Napa, CA

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Job Description:

Reports to: National Sales Manager
Location: Remote - TX, IL, FL, CA preferred
Job Category: Sales
Type of Work: Full time, exempt

Dalla Terra Winery Direct, a leading national importer of Italian wine and spirits, is seeking qualified candidates for Director of Strategic Accounts. This person will be the primary first point of contact for on- and off-premise national and super-regional chains. The Director of Strategic Accounts will work closely with the National Sales Manager to maintain and grow existing, as well as secure new business within these channels. They will also support the Regional Managers by providing clear direction, concise and consistent communication, and helping to uncover regional chain opportunities through regular engagement with the team.

What you will do:
•  Represent Dalla Terra and our producers with excellence, passion and intelligence
•  Work closely with National Sales Manager, Regional Managers and strategically develop relationships directly with key accounts, both current and new customers
•  Work closely Regional Managers and their distributor chain teams to communicate priorities and help guide sales and presentations for both national and regional chain accounts
•  Maintain existing base of business in on and off premise chains to keep delivering positive measurable results
•  Find and respond to all RFPs, from both channels, with punctuality and clear, concise communication
•  Discover innovative ways to bring our products to market in these channels
•  Communicate pricing and programming needs with regional team effectively and on time
•  Track and communicate progress of existing and new placements across strategic accounts channels
•  Provide detailed analyses of channel business, helping to keep both Dalla Terra and distribution teams up to date on current business, new opportunities, and at-risk business
•  Monitor pricing in retail chains on a quarterly basis
•  Attend industry symposiums/functions as related to channel business and set meetings to drive agendas with right stakeholders. Ex.: Aspen, Vibe, new store openings, etc.
•  Participate in distributor planning meetings and provide tools and analysis to assist Regional Managers with execution in those meetings
•  Schedule regular review meetings with key accounts who are willing participants
•  Coordinate and manage budgets related to sales and marketing expenses within channels

Who you are:
•  You have a high aptitude for learning
•  You love wine (especially Italian!) and food
•  You are curious and intelligent
•  You are a self-starter
•  You are a natural at setting priorities
•  You are highly organized
•  You are analytical
•  You are respectful and inclusive
•  You are a clear, efficient communicator
•  You are creative and innovative
•  You are bold - willing to take risks to be successful
•  You are a joy to work with and fun to be around
•  You love being part of a team but can work independently
•  You have diverse interests outside of work
•  You are punctual
•  You are a problem solver

What you bring to this role:
•  Minimum 10 years’ experience in the wine industry
•  Supplier experience preferred, with a deep understanding of both on and off premise channels
•  Multi-state/multi distributor management experience
•  Strong knowledge of Italian wine and the Italian wine market in the US
•  Deep knowledge of US on and off premise chains
•  Existing rolodex of strategic account relationships
•  Knowledge of and curiosity about the emerging eCommerce channels in the US
•  Understanding of the Dalla Terra DI model as well as domestic/international shipping logistics and timelines
•  Deep knowledge of pricing and programming
•  Strong relationship-building ability
•  The ability to manage multiple competing priorities
•  The drive to always deliver quality results
•  The ability to align your priorities with company objectives and execute against those
•  Deep understanding of market trends and tools available for analysis such as syndicated data (IRI, AC Nielsen) and yDrinks,, etc.
•  High level of proficiency with MS Office suite and a variety of reporting tools
•  Strong organizational, analytical, creative skills
•  A valid driver’s license, passport and the ability to lift 50 pounds regularly
•  Ability to travel as needed to perform duties, which may include nights and weekends

Salary and benefits: Competitive and commensurate with experience

Please include cover letter, resume and references when applying

Additional Information:

Job Posted:
Monday, May 2nd
Type of Work:
Full Time
Job Category:
Job Level:

Contact Information:

Dalla Terra
Inna Neujahr