Director of Sales, Exclusive Brands

Delicato Family Wines • Napa, CA

1d • $158,162 - $247,394 • Remote

About The Position

Acting on their own initiative, the Director Sales, Exclusive Brands leads the development and execution of Delicato’s private label strategies across current Customer Assignments alongside new business activations with New Customers. This role maintains strong relationships across all key internal stakeholders involved in successfully servicing the Customer, including Supply Chain, Finance, Legal, Compliance, and Bottling Operations. Additionally, this person will work with national distributors / wholesalers to drive results in their assigned accounts. They lead account planning and budgeting to achieve business and performance objectives. Functional Responsibility Oversees, directs, and manages departmental activities and team performance Drives and models company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions Develops and implements clearly defined operational and individual goals to develop employees, achieve productivity levels, and to attain the company's strategic plan Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations Executes departmental financial objectives by preparing budgets, scheduling expenditures, analyzing variances, and initiating corrective action Achieves departmental results to ensure the effective delivery of the strategic plan Develops staffing needs; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives Promotes and ensures a safe and healthy work environment for all employees Leads the way and prepares departmental staff for success in a continually changing environment Fosters a work environment that encourages creative thinking, promotes flexibility, and drives innovation Addresses employee issues, concerns, and complaints in an objective and confidential manner; notifies HR Business Partner and keeps immediate manager informed as appropriate Ensures compliance and consistent application of company policies, initiatives, and decisions Coaches, guides, and develops direct reports; fully engages in the GPS (Performance Management) process; provides high-quality feedback, and ensures proper GPS documentation of employee performance, recognition, and deficiencies

Requirements

• Undergraduate degree (BA/BS) or equivalent education and/or experience
• 7-10 years in wine or adjacent industry or consumer packaged goods, experience with managing distributor / wholesaler relationships preferred
• 5-7 years of leadership or management experience
• Valid driver’s license, auto insurance, and vehicle required with an acceptable driving record
• Communicates clearly and effectively across diverse audiences with minimal guidance, actively listens, adapts messaging to align with audience and business needs, and independently advocates for company sales strategies and strategic priorities to drive results
• Drives innovation through encouraging curiosity and resilience in times of change. Champions learning as a strategic advantage. Challenges limiting beliefs that prevent innovation and progress at a team and organizational level
• Exhibits expert-level ability to anticipate and resolve complex issues through holistic, systems-based thinking, while guiding others and fostering a culture of innovative, solution-oriented problem solving
• Expertly manages emotions and recognizes biases to guide behavior and relationships. Monitors and regulates self to support collaboration, while reading others’ emotions and adapting to enhance understanding
• Fosters a supportive, accountable culture by modeling constructive behavior and discouraging negativity. Sets ambitious yet realistic goals, celebrates achievements, encourages collaboration, and makes inclusive, transparent decisions
• Develops and evaluates strategic options, weighing risks and benefits with a long-term view. Applies systems thinking to identify root causes and interdependencies, adapts plans as needed, and secures team alignment to ensure success
• Exhibits mastery in leading change with trust and vision, aligning work to goals and adapting plans to business needs. Understands scalability, balances resources, and maintains quality. Uses emotional intelligence to address resistance and support successful transitions
• Proficient in Microsoft Suite Applications and able to utilize syndicated data resources
• Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
• Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner
• Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
• Follows all Company policies and procedures

Responsibilities

• Develops and implements comprehensive account strategies to drive revenue growth and deepen customer relationships across assigned account universe
• Partners with VP Exclusive on New Product Development and Project Management functions for all new business development for both Exclusive Brands and new potential national brands; establishes and monitors timeline objectives and procedures governing product deliverables in alignment with customer expectations; establishes priorities and manages the production and operational aspects of key projects to ensure customer satisfaction is optimized
• Builds and maintains strong relationships with distributor / wholesaler partners, program presentation, implementation and execution, and ensuring alignment with business goals to drive sales
• Collaborates with Exclusive Creative and Supply Chain (Internal and External) teams to optimize customer experience, increase product visibility, and achieve successful New Product launches and current brand sales targets
• Collaborates closely with demand planning teams to align forecasts with sales and production plans, ensuring inventory levels support margin optimization
• Has full P&L responsibility for exclusive brands, including strategic planning, revenue forecasting, cost control, and financial reporting. Drives profits through operational efficiency and market initiatives
• Develops and utilizes detailed financial models to evaluate potential business opportunities, investments, and strategic initiatives
• Analyzes market trends, customer data, and competitive landscape to identify high-impact sales strategies that drive revenue growth and profitability
• Creates a positive, productive work environment that motivates employees, enhances their satisfaction, and drives high performance. This includes setting clear expectations, providing regular feedback, supporting professional development, and fostering a culture of recognition and accountability
• Continually evolves profitable business model by providing creative solutions to customers changing needs and developing innovative product solutions for the prevailing market conditions and business cycles
• Assesses and selects the appropriate entry mode (e.g., direct, joint ventures, licensing, distributors / wholesalers). Adapting the RTM to local regulations, expectations, and infrastructure activities related to Route to Market
• Works effectively and respectfully with colleagues, cross-functional teams, and external partners to achieve shared goals and drive results
• Ensures that all business operations, policies, and practices adhere to applicable legal and regulatory requirements to minimize risk and maintain ethical standards to minimize risk and maintain ethical standards
• Remains informed on industry market trends, competitive dynamics, and customer behaviors to inform strategic decision-making
• Ensures that all business operations, policies, and practices adhere to applicable legal and regulatory requirements to minimize risk and maintain ethical standards
• Other duties as assigned

Benefits

• Delicato Family Wines offers its employees a generous and comprehensive benefits package. The core health insurance components include medical, dental and vision, where Delicato covers nearly the entire cost for employees and a large percentage for dependents. Additional health benefits include life, disability and flexible spending accounts. Other benefits include 401(k) with generous company match, discretionary profit sharing, paid time off (PTO), paid holidays, wine & merchandise discounts, tuition reimbursement, gym discounts & many more.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees