Director of Western Regional Sales

Trefethen Family Vineyards•Napa, CA

1d•$150,000 - $175,000•Hybrid

About The Position

Trefethen Family Vineyards is a family-owned estate vineyard and winery in the Oak Knoll District of Napa Valley. For over fifty years, we have been crafting distinguished estate grown wines that express the unique spirit of our land, vines, and people. Our core values include family, respect, sustainability, authenticity, learning and joy! With loyal customers around the country and the world, and a dedicated team of employees handling every aspect of the operation, from the soil to the table, our business is thriving. We were just named Winery of the Year by the Sommeliers Choice Awards, and we're looking for someone excited to help tell that story — and grow it. The Western Region is Trefethen's largest and most important sales territory, and we're looking for a leader who can help take it to the next level. As Director of Western Regional Sales, you'll own the strategy and performance of the region while leading and developing a talented group of sales professionals and wholesale partners. You'll work closely with distributor leadership, key accounts, State Sales Managers, National Accounts, Marketing, and our broader sales team to turn big-picture strategy into meaningful, measurable results. This is a hands-on leadership role. You'll spend time in the market, in front of customers and partners, coaching your team, reviewing the numbers, building plans, and finding new ways to grow the Trefethen brand. We're looking for someone who's equally comfortable talking strategy with a distributor executive, digging into a forecast, coaching a sales manager, or walking into an account and figuring out what will make the wines successful there.

Requirements

A bachelor's degree or equivalent combination of education and experience.
5+ years of progressive sales leadership experience, ideally within wine, beverage, luxury consumer goods, or a related industry.
Established relationships with Western Region distributors and key on- and off-premise accounts.
A strong understanding of wholesale distribution, market development, pricing, forecasting, and sales planning.
A track record of developing teams, building strong distributor partnerships, and delivering against ambitious sales goals.
Strong analytical and computer skills, including proficiency in Excel. Comfort using AI tools and emerging technology to work smarter and make better decisions.
Excellent communication and presentation skills, with the ability to communicate effectively with everyone from frontline salespeople to distributor executives.
A willingness to travel regularly throughout the Western Region and spend meaningful time in the market.
Based in California with a valid driver's license and driving record that meets company and insurance requirements.

Responsibilities

Own the Western Region's sales strategy, budget, and forecast, with responsibility for revenue, distribution, pricing, and overall market performance.
Develop and execute annual and long-term sales plans that grow the business while protecting Trefethen's relaxed-luxury positioning and long-term brand equity.
Track market trends, sales performance, distribution, pricing, and other key metrics to identify opportunities and make informed decisions.
Establish clear goals and priorities for the region and communicate performance, opportunities, and challenges to leadership and cross-functional partners.
Turn strategy into action in the market — making sure our plans don't just look good on paper, but actually get done.
Lead, coach, and develop Field Sales Managers and wholesale partners toward shared goals.
Build a culture of accountability, collaboration, curiosity, and continuous improvement.
Conduct regular business reviews and planning sessions with team members and wholesale partners to identify opportunities and keep everyone moving in the same direction.
Partner closely with National Accounts, fellow Regional Sales leaders, Marketing, and other members of the Trefethen team on company-wide initiatives.
Help create an environment where talented people can do their best work and continue to grow.
Develop strong, long-term relationships with distributor leadership, key accounts, retailers, restaurateurs, and other industry partners throughout the Western Region.
Work collaboratively with wholesalers to build distribution, improve execution, and create meaningful opportunities for the Trefethen portfolio.
Represent Trefethen at sales meetings, trade tastings, distributor meetings, customer events, and other industry engagements.
Be a passionate and knowledgeable ambassador for Trefethen, our estate, our wines, and the people behind them.
Champion an exceptional partner experience — one that makes people want to do business with us again and again.