Job Description:
Join our Mountain Estate Winery Defining Organic Excellence in Northern California
We are seeking qualified candidates for the Director of National Accounts West.

Position Summary:
Develop and execute national and regional chain account strategies for the Western U.S.
Call directly on national and regional chain buyers (e.g., grocery, club, mass, specialty, and on-premise groups as applicable).
Secure new item placements, menu features, chain authorizations, and promotional programs.
Manage and grow existing national account relationships to achieve volume, revenue, and distribution goals.
Collaborate with distributor national and regional chain teams to ensure execution of approved programs.
Lead distributor work-withs, market visits, and buyer presentations.
Negotiate pricing, promotions, displays, and incentives consistent with brand and margin objectives.
Analyze sales data, depletions, and market trends to identify opportunities and gaps.
Partner cross-functionally with marketing, finance, and operations to align forecasts, allocations, and program execution.
Attend key industry and buyer events as needed.
Provide accurate forecasting, reporting, and pipeline management.



Qualifications

10+ years of experience in wine, spirits, or beverage alcohol sales, with significant national or chain account responsibility.

Proven success selling to national and regional chain accounts in the Western U.S.

Strong existing relationships with chain buyers preferred.

Deep understanding of the three-tier system and distributor management.

Strategic thinker with strong negotiation and presentation skills.

Highly organized, self-motivated, and results-driven.

Willingness to travel extensively within the Western U.S.

Proficiency with CRM tools, sales reporting, and Microsoft Office (Excel, PowerPoint).



Preferred Experience

Experience representing premium or luxury wine brands.

Background working with multiple distributor partners across large territories.

Experience launching new SKUs or expanding chain authorizations.