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BGPL USA

Director of National Accounts – Off Premise

Miami, FL · Posted Feb 14
Barton & Guestier USA (B&G USA) was founded in 20I0, in Miami, Florida and is charged with acting as the exclusive US importer and distributor for its Parent Company's portfolio of wines, namely wine brands falling under Barton & Guestier, Patriarche and Listel wine houses. B&G USA is a wholly owned subsidiary of Barton & Guestier France (B&G France), a French owned company part of the Castel Group. B&G USA itself owns BGPL USA the subsidiary company that manages the U.S. Department of Treasury Alcohol Importer permit which allows the import and distribution of the wines produced by its Parent Companies. The core mission of the company is to continue to build the 3 prestigious French wine houses of the group through expansion of distribution, strengthening of distributor relationships and a focus on well executed marketing plans.
 
JOB BASICS: 
  • Company: BGPL USA (Barton & Guestier, Patriarche, Listel)
  • Location: Miami, FL (Remote options may be considered)
  • Territory: National – Nation & Regional Off Premise Chains. 
  • Employment Type: Full-Time.
  • Reports to: Chief Executive Officer (CEO)
 
POSITION SUMMARY: 
BGPL USA is seeking a Director of National Accounts – Off Premise to lead the development and execution of strategic sales initiatives for our wine brands (Veuve du Vernay, Barton & Guestier, Patriarche, and Listel) in national off-premise accounts across the U.S. This role will be responsible for driving new business opportunities, increasing depletions, expanding distribution, and ensuring strong brand visibility across major national retail chains.

Additionally, this role includes direct management of the Business Development Assistant (BDA) – National/Regional Accounts Off-Premise, who will support in administrative functions, data analysis, and coordination with key distributors and retail partners. 

The ideal candidate will have a proven track record in national account management, deep knowledge of the wine industry, and the ability to collaborate effectively with internal teams, distributors, and retail partners.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

  • Sales & Distribution Strategy:

o   Secure new listings and implement distribution in national off-premise accounts.

o   Grow sales volumes and depletions of existing listings across national chains.

o   Collaborate with the CEO, and VP of Sales, to direct and implement sales and marketing plans, including pricing strategies.

o   Ensure alignment of national account strategy with regional sales teams and distributors.

  • Relationship Management:

o   Build and maintain strong relationships with key retail buyers, category managers, and distributor representatives.

o   Work closely with distributor national account teams to enhance BGPL USA’s penetration in key off-premise chains.

o   Conduct regular sales calls and surveys at major retailers, both independently and with distributor sales representatives.

  • Marketing & Brand Development:

o   Partner with the marketing team to develop promotions that increase brand visibility and velocity.

o   Execute brand activations, consumer-facing events, and key sales presentations.

o   Protect and enhance brand positioning within national retail accounts.

  • Operational & Financial Oversight:

o   Manage pricing, margin control, and volume performance to achieve company objectives.

o   Oversee depletion allowance, incentive programs, and chargebacks in coordination with regional directors and finance teams.

o   Provide regular reports on sales performance, key account activities, and competitive insights.

  • Training & Leadership:

o   Directly manage and mentor the Business Development Assistant (BDA) – National/Regional Accounts Off-Premise.

o   Ensure the BDA supports submission processes, market research, distributor coordination, and program execution.

o   Train and develop the BDA to enhance their expertise in account management and sales strategy.

o   Educate and train distributor sales personnel on BGPL USA’s product portfolio and sales strategies.

o   Lead and collaborate with regional sales teams to ensure execution excellence.

  • Administrative & Industry Representation:

o   Represent BGPL USA at key industry events, trade shows, and general sales meetings.

o   Attend internal strategy meetings and contribute to overall company growth initiatives.

o   Ensure accurate reporting and alignment with company goals and compliance guidelines.

QUALIFICATIONS & REQUIREMENTS:
  • Experience: Minimum 5+ years in national account sales or key account management within the wine industry.
  • Industry Knowledge: Strong understanding of national off-premise retail, distributor networks, and sales processes.
  • Strategic Skills: Ability to develop and execute sales strategies that drive revenue growth.
  • Leadership Experience: Proven ability to manage and develop direct reports, particularly in sales support roles.
  • Relationship Building: Proven success in fostering long-term partnerships with national chain buyers and distributor teams.
  • Communication & Leadership: Strong presentation, negotiation, and leadership skills.
  • Exceptional organizational and multi-tasking abilities with keen attention to detail
  • Ability to work in a team environment with a customer service focus.
  • Autonomous and not afraid to take initiatives. 
  • Total proficiency of Excel/PowerPoint/Word/Outlook, Zoom/Teams, Diver/iDig and Nielsen (Byzzer).
  • Must provide professional references, a list of retail contacts, and a customer relationship matrix.
 
WORKING CONDITIONS:
  • Travel: Willingness to travel regularly to meet with key accounts and attend industry events.
  • Ability to travel and work some weekends, and some holidays. 
  • Always available during work hours, and not afraid to work the extra mile to make sure all deadlines are respected. 
  • Autonomous and not afraid to take initiatives. 
 
PHYSICAL REQUIREMENTS:
  • Must have a valid driver’s license. 
  • Must be able to sit, stand or walk for a prolonged period.
  • Must be physically able to lift and carry cases of wine and promotional materials. Must be able to lift 50 lbs.  Occasionally bend, stoop, reach, kneel, crouch, or climb.
  • The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations.
  • Constantly operates a computer and other office productivity machinery employing repetitive arm and wrist motions, such as a computer and phone. Manual dexterity sufficient to reach and handle items.
  • Specific vision abilities require close and distance vision.
 
COMPENSATION & BENEFITS: 
  • Competitive base salary (commensurate with experience).
  • Performance-based bonus structure.
  • Comprehensive health coverage (medical, dental, vision).
  • Company-issued phone and laptop.
  • Travel expenses are reimbursed by company guidelines.
  • Paid vacation and career development opportunities.