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Posted March 22nd

Director, National Accounts

Livermore, CA


Wente Family Vineyards

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Posted March 22nd

Director, National Accounts

Livermore, CA




Senior Level




Full Time

About The Position
Leads strategy for Retail/Off Premise National Accounts for the Wente Family Estates portfolio of brands and execution of programs and promotions in collaboration with WFE Regional Sales teams and distribution network.
Position Summary:
Leads strategy for Retail/Off Premise National Accounts for the Wente Family Estates portfolio of brands and execution of programs and promotions in collaboration with WFE Regional Sales teams and distribution network.  Creates budgets, manages expenses and provides sales and marketing reports. 

Essential Functions:
·Responsible for Headquarter final decision makers for large scale, national retailers: Costco, Kroger, Target, ABSCO, Walgreens, CVS, Walmart, Military and large scale established & emerging retailers.
·Develops in conjunction with WFE Wholesale leadership the annual sales projections/plans, distribution targets for the portfolio and operating budgets for designated Retail National Accounts.
· Fosters and expands depth of current national buyer relationships and develops new relationships with national buyers and their regional buying counterparts.
· Relentlessly provides best-in-class analysis, sales presentations, follow up and service after the sale with national buyers and their HQ/regional teams, WFE distributor partners and internal WFE stakeholders.
·Employs a self-starting, entrepreneurial mindset in all facets of the business.
·Aggressively seeks and guides new opportunities for the WFE portfolio by using WFE internal, syndicated and retailer supplied analytical tools.
·Implements sales performance measures and targets related to designated accounts for WFE brand priorities with Regional Sales teams and assists in achieving expected results.
·Evaluates and monitors ROI for spending by customer to right size for best and highest use of budgets.
·Shares best practices, success stories and syndicated data perspective/analysis with Regional Sales teams. 
·Monitor competitor activity in the channel and formulates/executes appropriate response strategies.
·Conduct Sales meetings with customers and/or select distributor personnel that include but are not limited to brand education, programming and/or initiatives and new product launches which may include extensive travel.

Qualifications & Skill Sets:
·A Bachelor’s degree or equivalent job experience is required.
·10 years of consumer product sales, preferably in the beverage alcohol industry.  More specifically, a proven sales track record with National Accounts Retail and successfully executing headquarter calls with key personnel/decision-makers. 
·Keen understanding of the three-tier distribution system.
·Excellent communication skills, articulate with strong public speaking ability/experience and excellent writing skills.
·Superb financial analysis skills. 
·Passionate customer advocacy.
·Ability to create, analyze and sell against all forms of syndicated and internal data.
·Program and budget development, implementation, management and strategic decision-making experience.
·Demonstrated ability in customer management. 
·Proven experience and strong abilities in educating and motivating others to manage business effectively.
·Deep understanding of changing market dynamics.
·Entrepreneurial spirit and flexibility; must be a self-starter who is able to work with a minimum amount of direction.
·Must be able to interface with various levels of management at wholesale, retail, agencies and intermediaries.
·Strong knowledge and familiarity of Distributor Trade Practices and Marketing guidelines are required (beverage alcohol industry preferred).
·Must have above average computer skills and familiarity with emerging technology tools. 
·Must be willing to work some weekend and evening hours to support sales and marketing programs.
·The ability and willingness to travel a minimum of 50% of the time is required as is a good driving record is required.

Physical Demands/Qualifications:
·Must be able to drive a car and travel via plane/train, lift up to 45lbs.
·Frequent travel within assigned area of business.
·Primarily remote office environment but may be exposed to a warehouse/distribution environment and client workspaces (retailers) on a frequent basis.
Environmental ConditionsThe environment within the office is clean, well-lit and free from extremes of temperature and humidity.  At times, will be required to go out-of-doors and into various parts of the winery or retailer/customer environment subjecting the incumbent to variations in temperature and humidity.  Minimal physical (lifting or moving a case of product) effort required, and no or very limited exposure to physical risk.
Sustainability Value Statement:  Supports our WFE vision, mission and values including sustainability where applicable.
 This position description does not promise or imply that the functions listed are the only duties to be performed or that the position may not change, or be eliminated.  Employees are always expected to follow their supervisors’ instructions and to perform the tasks requested by their supervisors.

Function Details
  • Reports To Senior Vice President, National Accounts