Two Estates Wine Collective is seeking a motivated, organized, and results-driven Wholesale Sales Manager to lead the continued growth of our premium wine brands, Cuvaison and Brandlin Estate, across the domestic market. This is a unique opportunity to join a highly collaborative, entrepreneurial team representing two respected Napa Valley estates with a strong commitment to quality, authenticity, and long-term brand building.

Our wines are distributed nationally, mostly via an alignment between Southern Glazer’s Wine & Spirits (SGWS) and Frederick Wildman & Sons (FWS), with FWS serving as our national sales agency partner. Distribution in New York and New Jersey is managed directly through FWS wholesale operations.

The Wholesale Sales Manager will be responsible for driving growth through effective management of agency and distributor relationships, strategic market planning, and disciplined execution of sales and marketing initiatives. This individual will serve as a key liaison between the winery, agency partners, distributors, and select national and regional account customers to ensure alignment, accountability, and consistent brand representation across all markets.

This role is ideal for a self-starter who thrives in a lean organization, takes ownership of responsibilities, and can effectively manage multiple priorities with strong organizational discipline and attention to detail. The successful candidate will bring both strategic thinking and hands-on execution, along with a practical understanding of small winery operations and premium wine brand positioning.

Approximately 70% of the role will focus on distributor and agency management through analytical, data-driven planning, while 30% will involve fieldwork, including market visits with distributor sales teams, agency personnel, and key account buyers. This position will play a lead role in developing and executing national and regional account strategies to drive sustainable growth in key markets.

This position is based in Napa, CA, and reports directly to the President & CEO.
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Key Responsibilities:
•  Manage all aspects of wholesale business performance across assigned markets, including depletions, pricing, programming, mix, profitability, and brand standards.
•  Develop and execute annual sales and market plans in partnership with FWS and distributor partners to achieve sales and distribution objectives.
•  Build and maintain strong relationships with distributor leadership, key regional accounts, and select national account customers.
•  Lead execution of regional and national account strategies consistent with overall brand objectives and market priorities.
•  Analyze sales performance, depletion trends, pricing, and market conditions to develop data-driven recommendations and actionable growth strategies.
•  Ensure consistent and effective brand representation across both on-premise and off-premise channels.
•  Manage budgets responsibly and efficiently while maximizing return on investment and long-term brand value.
•  Collaborate cross-functionally with winery leadership, marketing, and operations teams to support overall business objectives.
•  Participate in leadership and board-level discussions related to market performance, strategic initiatives, and growth opportunities.
•  Travel regularly to key markets to support distributor execution, account development, and relationship management to ensure our brand story is strong and consistent.
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Performance Expectations:
•  Consistently achieve or exceed depletion, distribution, and revenue goals through disciplined planning and execution.
•  Demonstrate strong ownership, initiative, and accountability within a lean and fast-moving organization.
•  Operate with exceptional organization and efficiency while effectively managing multiple priorities and markets.
•  Bring strategic, analytical, and creative thinking to business development and market growth opportunities.
•  Maintain strong alignment and communication across internal teams, agency partners, distributors, and customers.
•  Contribute positively to our collaborative culture, built on professionalism, teamwork, and entrepreneurial spirit.
•  Demonstrate a comprehensive understanding of regional and national account management, including programming, pricing, and execution strategies.
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Qualifications & Requirements
•  Minimum 8+ years of wine industry experience with prior supplier experience and/or multi-market distribution management responsibility.
•  Demonstrated success managing regional and/or national account development within a premium wine portfolio.
•  Strong understanding of distributor management, wholesale sales execution, and account programming.
•  Practical understanding of small winery operations and the ability to work effectively within a lean organizational structure.
•  Highly self-motivated, proactive, and capable of working independently while maintaining strong communication and follow-through.
•  Deep wine knowledge combined with strong business acumen and the ability to interpret sales data, trends, and market opportunities.
•  Exceptional organizational, analytical, and time-management skills.
•  Outstanding relationship-building, communication, and presentation skills.
•  Existing and relevant relationships with key distributors, regional and national account buyers preferred.
•  Must reside near Napa, California and be willing to travel frequently.