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Vice President of Sales, United States

Teliani Valley Winery

Hybrid > Alexandria, VA

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About Teliani Valley Winery, Georgia

Teliani Valley Winery is currently one of the top producers of quality Georgian wine. The winery was established in 1997 on the site of a 19th century winery in Teliani Village, and it released its first vintage in 2000. Teliani Valley, traded on the London Stock exchange, has the longest tenure in the American market of any Georgian company. Its wines offer a great quality to price ratio and have received the highest Wine Spectator ratings of Georgian wines to date. Teliani Valley Winery produces over 2 million bottles a year, making it a large producer by Georgian standards. Its modern wine making facilities are located in east Georgia in the Kakheti Appellation. Its wines are very approachable for the novice Georgian wine drinker while maintaining a unique Georgian character. All Teliani Valley’s imported wines use indigenous Georgian varietals.

The market for Georgian wines

The category of Georgian wines is growing 30% annually. Currently, there are approximately 1 million bottles exported to the US. It is estimated that in the next 3-5 years, exported Georgian wine to the US will grow to 3 million bottles. Teliani Valley’s goal is to increase exports to 1 million bottles annually to the US and to secure its position as the top Georgian brand in the US.

Teliani Valley’s interest in the U.S.

The U.S. is a key strategic market for Teliani Valley’s global strategy. It has been doing business in the U.S. since 2004 with three distinct brands and has established its business with one national importer and 23 state distributors. Its wines are sold at such notable trade accounts as Wholefoods and Total Wines. It has also aligned with a large national marketing, public relations, and communications company to broaden awareness of both Teliani Valley and the Georgian wine category. The next chapter of the company’s growth plan is to hire a Vice President of Sales, based in the U.S. to significantly grow its sales and brands.

Position Summary

The Vice President of Sales is responsible for managing Teliani Valley’s portfolio of wines through all sales channels in all U.S. markets. This position provides leadership and strategic guidance to the organization for all facets of U.S. sales and marketing. This role manages the company’s national importer, state distributors and operations. This position oversees business development and delivery of the company’s sales goals and P&L on all brands.

The Vice President of Sales is also instrumental in developing and implementing strategies to position the company as an integral member within the global wine community.


•  Develop and achieve the company’s annual plan, including sales targets, brand and promotional budgets, sales operation plans and budgets.
•  Manage the company’s portfolio to achieve long-term strategy, sales growth, and targeted financial return for the U.S. market.
•  Act as committed and passionate leader of the organization.
•  Oversee development of sales tools to support new brands/brand extensions for the U.S. market.
•  Oversee management, the financial plans, coordination, and communication of the company’s progress to the owners.
•  Evaluate the company’s organization for continual improvement of the efficiency and effectiveness of the group.
•  Participate and advise in matters of business development.
•  Participate in development of the company’s strategic plan.
•  Ensures that the company’s business plan aligns with expectations and vision of the owners
•  Represent the organization to the public, and actively participate in activities within the local wine community.
•  Manage and supervise direct reports, including coaching and development of direct reports when needed.

Core Competencies to be Successful

•  Excellent interpersonal, management and communications skills
•  Proficiency and experience in managing the federal compliance and state-by-state brand registration across the US
•  Demonstrated leadership skills
•  Ability to influence and persuade others in order to manage business effectively
•  Capable to adapt and be flexible in a variety of situations
•  Ability to develop creative and innovative ideas and solutions
•  Energetic, forward-thinking, and creative
•  High ethical standards and an appropriate professional image
•  Decisiveness and "big picture" thinking
•  Excellent negotiation skills, both "politically savvy" and a team player

Recommended Qualifications

•  10-15 years of experience in wine industry at a senior executive-level
•  Sales experience required, with oversight responsibility in consumer goods preferred
•  Experience with all industry segments: premium, super premium, luxury brands preferred
•  Experience with managing distributors and national/regional off- and on-premise accounts
•  Experience with trade marketing programming and budgets specific to activation into distributors and national accounts
•  Familiarity with the Georgian wine category a plus but not required
•  Experience in MS Office applications required

Workplace Requirements

•  Occasional lifting up to 30 lbs.
•  Extensive travel required, must be able to fly commercially

Recruiter: Palmateer Consulting LLC
Palmateer Consulting, LLC is the recruiter for this position. Palmateer Consulting provides innovative and comprehensive operational, distribution and marketing strategies to domestic and international premium wineries. Palmateer Consulting couples creative excellence and business acumen with more than 30 years of wine industry experience in distribution, marketing and sales. This skill set enables Palmateer Consulting to design innovative operating models that deliver clients value and to develop integrated marketing programs that build powerful brands.

Additional Information:

Job Posted:
Wednesday, June 15th
Type of Work:
Full Time
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