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The Hess Collection Refines Sales Organization

New Model Increases Regional Focus, Expands National Account Efforts
May 15, 2014


Napa, Calif. (May 12, 2014) ? The Hess Collection, which will soon celebrate the release of its 30th vintage from its home on Mount Veeder, is refining its go to market strategy and bringing increased focus to national accounts in changes that will evolve over the next several months, according to Hess Collection chief executive officer Timothy Persson.

The existing sales structure will change from three divisions to four, narrowing the sales team’s attention, particularly in the Eastern United States. Recently the first California state manager was added, strengthening one of the winery’s major markets, and new sales team members are being recruited for the Southeast and for the National Accounts team.

Vice president Brian Batridge, who had been leading the existing Central Division, will now head national field sales and divisions based in the Northeast, Southeast, Central and West.

Vice president Chris Ireland, who had been leading the existing Eastern Division, will now create a National Accounts division with particular focus in the on-premise and chain retail channels, where Persson sees “enormous potential for our portfolio of exceptional wines.”

Both Ireland and Batridge will report directly to the CEO. As part of the transition, senior vice president/national sales director Jill Goodrich-Collas is leaving The Hess Collection to focus on greater family time, after helping implement these changes over the next several weeks.

“Jill has served The Hess Collection admirably for more than a decade and we’re grateful for her many contributions and her role in helping grow our business, our people and ultimately, helping to identify how we can best work with our distributor partners to serve our customers,” said Persson.

Over the past several years The Hess Collection has been redeveloping vineyards first planted in the late 1970’s, with notable results on the quality and acclaim for wines throughout the portfolio.

Persson, who was named CEO upon the retirement of founder Donald Hess, is leading a revitalization of the winery, which, in addition to a dedication to improving wine quality, has been carried out with investments and improvements in the winery’s Visitor Center on Mount Veeder, and a continuing launch of new trade dress and packaging, just now coming to market.

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