JOB TITLE: Director of National Sales
REPORTS TO: General Manager
TYPE OF WORK: Full-Time, Exempt
LOCATION: Remote—Extensive travel required (~50%)

ABOUT US
Gary Farrell Winery has long been celebrated as a benchmark producer of Pinot Noir and Chardonnay from the Russian River Valley. As we look toward the future, we’re redefining what wholesale success means for a small, premium winery in today’s changing wine market. With a collaborative, entrepreneurial culture, we’re building a future that blends tradition with innovation — and we’re looking for a leader to help shape it.

THE OPPORTUNITY
We’re seeking a Director of National Sales who thrives at the intersection of strategy and execution. Reporting to the General Manager, this role leads our wholesale business across the U.S., serving as the key connection between the winery, our agency partner (VINTUS), and distributor networks nationwide.

You’ll have the chance to:
•  Create forward-looking strategies while rolling up your sleeves to execute in-market with accounts, distributors, and agency partners.
•  Collaborate directly with senior leadership — including marketing, winemaking, and finance — to align wholesale, DTC, and brand storytelling into one powerful market presence.
•  Build accountability systems, trade programs, and internal workflows that fuel long-term brand growth and national market success.

If you’re an entrepreneurial sales leader ready to make an impact in a hands-on, high-visibility role, this is your opportunity.

WHAT YOU'LL DO
•  Lead the winery’s national wholesale strategy while adapting to market challenges and finding new ways to grow distribution and protect brand equity.
•  Partner with VINTUS and distributor networks to maximize performance and accountability.
•  Build strong advocacy with key accounts, from national chains to on-premise leaders.
•  Execute compelling trade marketing programs that align with consumer campaigns.
•  Manage sales planning, forecasting, and budgets with a sharp eye on ROI and profitability.
•  Provide leadership and collaboration across departments, ensuring wholesale efforts support the winery’s overall growth.

WHAT WE'RE LOOKING FOR
•  5–7+ years of wine industry sales experience, including national distributor or account management responsibilities.
•  Proven success leading in wholesale, with supplier-side leadership strongly preferred.
•  Strong financial acumen: budgeting, forecasting, margin management, demand planning.
•  Ability to lead through change, including building or adapting sales structures and processes.
•  Excellent communication and presentation skills.
•  Proficiency in Microsoft Office; experience with wine industry CRM systems a plus.
•  Willingness to travel extensively (working in market ~50% of time).

WHY JOIN US
•  Expand your professional toolbox and take on a career-defining challenge — helping a respected, small winery evolve its strategy for the near-term and the future.
•  Work with an admired brand — Pinot Noir and Chardonnay from the Russian River Valley with deep heritage and a loyal fan base.
•  Collaborate directly with winery leadership in an entrepreneurial environment where your voice matters.
•  Grow with a culture rooted in curiosity, commitment, and delight — recognized as one of the North Bay’s “Best Places to Work 2025.”
•  Competitive benefits package including medical, dental, vision, paid time off (generous vacation, sick time, and holidays), 401K with company match, and more!

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APPLY TODAY
Submit your resume and a cover letter telling us why you believe we’re a match made in heaven.

Additionally, please include a written overview of the single project, assignment or deliverable that you consider to be the “Most Significant Accomplishment” in your recent career and why it’s so significant — the specific one you’re most proud of. Describe:
•  What you accomplished (including quantifiable metrics if possible);
•  What your role was in the exercise and who you worked closely with in achieving this accomplishment;
•  Why you think it’s relevant to our business and what we’ve described that our new Director of National Sales will need to accomplish;
•  Anything else you would like us to know about this achievement and your involvement in it.

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PAY TRANSPARENCY DISCLOSURE
The base pay range offered for this position is $135,000- $165,000 per year plus bonus potential and other benefits. These figures represent what we reasonably expect to pay for this position, but the actual compensation will depend upon many job-related factors, including but not limited to candidate qualifications, skills, experience, location, and alignment with market data. Gary Farrell Winery reserves the right to modify the range in the future.

NOTICE TO THIRD PARTY AGENCIES
No recruiters or employment agencies, please. In the event that a recruiter or agency submits a resume or candidate without a previously signed Recruiting Services Agreement for this role, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.