Position Summary
The Vice President of National Chains is responsible for leading the strategy and execution of C. Mondavi & Family’s national chain business, driving sustainable, profitable growth, expanded distribution, and strong brand presence across key accounts such as Kroger, Walmart and Target.
This role leads the development and execution of annual commercial plans for the national chains channel, working in close partnership with distributor networks and cross-functional teams to deliver against revenue, distribution, and profitability objectives.
As a senior sales leader, this individual contributes to broader commercial planning and fosters alignment across Sales, Marketing, Finance, and Operations. The VP will operate with a high level of accountability, strong business acumen, and a focus on disciplined, data-informed decision-making while building lasting customer relationships and driving consistent execution.

Success in this role requires a balance of strategic thinking and hands-on execution, strong relationship management, and a passion for delivering results through people and partnerships.

Essential Duties & Responsibilities

Strategic Leadership & Business Management
•  Lead development and execution of the national chains strategy to deliver sustainable, profitable growth across key accounts
•  Develop annual plans aligned with overall company strategy, including revenue, distribution, pricing, and margin objectives
•  Identify market trends and opportunities to expand brand presence and strengthen competitive positioning
•  Drive accountability for achieving performance targets within established financial frameworks

National Account & Distributor Management
•  Build and maintain strong relationships with key national chain customers and distributor partners
•  Develop and execute strategic account plans to drive distribution, depletions, and in-market execution
•  Partner closely with distributors to align on priorities, programming, and execution
•  Lead joint business planning processes and drive alignment on performance goals

Financial Performance & Pricing
•  Manage national chain budgets, including trade spend and promotional investments
•  Support pricing and programming strategies that balance volume growth with profitability
•  Monitor key performance metrics including depletions, PODs, margins, and ROI on trade spend
•  Provide accurate forecasting, budget tracking, and performance reporting

Execution & Performance Management
•  Establish clear KPIs to track distribution, merchandising, and sales execution
•  Ensure consistent execution of sales and marketing programs across national accounts
•  Identify performance gaps and implement corrective actions to improve results
•  Leverage data and insights to inform decisions and optimize performance

Leadership & Team Development
•  Lead, coach, and develop the National Accounts team to drive strong performance and engagement
•  Foster a culture of accountability, collaboration, and continuous improvement
•  Set clear expectations and support team members in achieving business objectives

Cross-Functional Collaboration
•  Partner with Marketing, Finance, and Operations to align priorities and execution
•  Communicate business performance, insights, and recommendations to senior leadership
•  Provide input on customer trends, competitive dynamics, and growth opportunities

Qualifications (Experience, Skills & Education)
•  8+ years of progressive sales experience, including leadership responsibility for national accounts within the wine, spirits, or CPG industry
•  Proven track record of driving growth, expanding distribution, and managing national chain accounts
•  Experience working with distributor networks and joint business planning processes
•  Strong financial acumen, including experience managing budgets, trade spend, and pricing strategy
•  Data-driven mindset with ability to translate insights (depletions, PODs, Nielsen/Circana data) into action
•  Demonstrated leadership experience with a focus on coaching and performance management
•  Strong relationship management and influencing skills
•  Effective cross-functional collaborator
•  Excellent communication and presentation skills
•  High level of ownership, accountability, and adaptability
•  Proficiency in Microsoft Office; experience with VIP, Nielsen, Circana, Karma, iDig preferred
•  Bachelor’s degree required; advanced degree a plus

Physical Requirements & Work Environment
•  Ability to travel approximately 30–50% of the time, including overnight travel
•  Ability to lift and carry up to 40 pounds occasionally
•  Ability to stand and move through accounts and events for extended periods
•  Extended periods of computer and virtual work
•  Valid driver’s license required