Summary:
The Director of National Sales is responsible for leading the wholesale and chain sales in the domestic market for the company. The Director of Sales will be responsible for driving new sales and managing key relationships/partnerships with brokers, distributors, vendors, and consumers. This position requires a candidate with a deep understanding of the wine market, a proven track record of driving revenue growth, exceptional leadership skills, and execution of sales strategies.

Reports to: The Board
Classification: Full-time, Exempt
Compensation: $130,000 - $160,000

You Will:
Oversee the sales process from lead generation to closing deals, ensuring all stages are managed efficiently.
Develop departmental action plans for sales, aligning company priorities/goals with plans and ensuring team member KPIs are linked to sales goals.
Implement pricing strategies across portfolio based off brand goals, competitive sets, and profitability targets.
Prepare regular sales reports and analysis for senior management, highlighting key performance metrics, trends, and areas of opportunity.
Implement and utilize CRM tools to track sales activities, customer information, and performance metrics.
Provide wine/brand education and presentations for buyers, distributors, consumers and inside staff.
Collaborate with other departments such as marketing, production, and finance to align sales efforts with company objectives.
Work with the Chief Financial Officer to optimize accurate reporting and forecasting process.
Ensure compliance with all state, federal and local regulations, including TTB, ABC, and all other governmental regulatory committees.
Develop strategic initiatives and sales goals, leverage opportunities to grow brands and market share.
Analyze market trends, competitive sets, and customer preferences to identify new opportunities to drive further growth.
Maintain a deep understanding of our wine portfolio, staying up to date with industry news and emerging products.
Create sales forecasts and monitor performance against those plans to adjust strategies as needed.
Work closely with Marketing on brand development and concept creation, identifying key markets for specific development opportunities; may also collaborate on specific promotions, brand programming, etc.
Cultivate and maintain strong relationships with key clients, distributors, and partners within the wine industry.
Review and negotiate terms (alongside Finance and Legal departments) related to sales contracts.
Ensure excellent customer service and resolve any customer issues or concerns in a timely manner.
Travel to attend client meetings (domestic and international travel is required), as well as to conferences and other key events, throughout all sales markets.
Coordinate, partner and/or participate in sales out in market, generally alongside distributors, brokers, and/or our owners.
Build, mentor, and manage a high-performing sales team, setting clear performance expectations and providing regular feedback.
Train sales staff on knowledge of wine, ensuring they can effectively communicate product features and benefits to customers.
Foster a collaborative and motivated work environment that encourages teamwork and individual development.

You Have:
At least five years of sales management experience in a wine or spirits company required, experience in a high-volume winery (>300K case annual production) strongly desired.
Bachelor’s Degree or higher required, advanced degree and/or certification in sales or business admin a plus.
Strong problem solving and effective decision making, in a fast-paced, high volume and high-pressure environment.
Deep knowledge of wine, wine sales, and three-tier distribution.
Deep understanding of grocery and chain markets.
Ability to budget and forecast, strong sense of sales trends and market.
Must be able to travel; must have California’s driver’s license and be able to be covered by company auto insurance and hold clearance to fly domestically and internationally.
“Safety first” mentality, able to create and maintain a safe working environment and report any potential risks.
Extremely analytical and detail oriented, with high utilization of data/analytics to help inform decisions regarding sales strategies, pricing, FOB, etc.
Outstanding leadership and excellent communication skills, strong negotiation skills.
Ability to work with customers, vendors, brokers, distributors, wholesalers, staff and more with positivity and engagement, serving as a true ambassador for the company and its brands.
Proven ability to cultivate, build and maintain relationships.
Proven ability in building brands.
Fluency in MS Office required and familiarity with ERP level software highly preferred (Salesforce, MS Dynamics experience a huge plus).
Ability to multi-task, prioritize appropriately, shift priorities, adapt quickly to new situations, and work under tight deadlines.
Strong individual with the ability to direct with little supervision
Ability to sit and/or stand for long periods of time (eight or more hours per day).
High knowledge of & ability to drink wine; will attend tastings and related wine events or dinners, etc.
Ability to see, hear, smell, taste, touch and to respond to visual and auditory stimuli (physical assessment of wine, etc.); ability to grasp, reach, lift, bend, kneel, crawl, climb, push, pull, stretch.
Ability to lift 45+ lbs. (e.g., one case of wine) at times.
Must be fully fluent in English. Fluency or ability in Spanish and Italian a big plus.

Our Benefits:
We offer full suite of Medical, Dental, Vision, Life AD&D and LTD Insurance
PTO, Sick and Paid Family Medical Leave
401k Profit Sharing Plan with Company Match
Winery Discounts
Holiday Pay
Volunteer PTO
Volunteer Supplemental Programs