Division Vice President, National Accounts (West)

Riboli Family Wines•Los Angeles, CA

3d•Onsite

About The Position

At Riboli Family Wines, a four-generation, family-owned winery and one of America's fastest-growing wine producers, we create brands that people genuinely love. We are recognized as American Winery of the Year and are committed to quality, sustainability, and innovation. The Vice President, National Accounts – Off-Premise Sales is responsible for developing and executing the national off-premise strategy across the United States, driving sustainable growth, expanding distribution, and building premium brands across key accounts and customer segments. This leader plays a critical cross-functional role, serving as the primary commercial voice of the off-premise channel in partnership with Marketing, Innovation, Trade Marketing, Finance, and Revenue Management. The role informs portfolio strategy, identifies customer-led innovation opportunities, and develops go-to-market solutions based on deep customer insights and market dynamics. The Vice President will lead a team of Directors, National Accounts, and is accountable for building a high-performing, engaged organization that consistently delivers results while developing future leaders. This is a highly visible leadership role with significant enterprise exposure and strong pathways for future growth.

Requirements

Bachelor’s degree required; preferably in Business Administration or a related field.
Minimum of 10 years of experience in National Accounts, including significant people leadership experience.
Proven track record of leading national account teams and delivering complex customer strategies.
Strong executive presence with advanced negotiation and influencing skills.
Demonstrated ability to partner cross-functionally and influence innovation and portfolio strategy.
Experience analyzing data and leveraging insights to drive business decisions.
Proficiency in relevant tools such as Excel, PowerPoint, Nielsen, and other syndicated data platforms (e.g., VIP, Karma).
Ability to travel 2–3 days per week to visit customers and support team execution.
Willingness to work extended hours as needed, including industry events and relationship-building activities.
Current valid driver’s license and reside in Southern California.
Overnight travel is required and must be able to meet minimum requirement travel schedule for assigned territories.
Excellent time management skills.
No DWI offenses.
No illegal drug use.
Must use for business a clean, late model, presentable and fully operational 4 door vehicle that reflects professionalism (company auto allowance provided).
Employees must comply with all federal, state and local laws and regulations which govern the alcoholic beverage industry and always maintain the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

Nice To Haves

WSET Level 2 certification (Wine & Spirits) preferred or required.

Responsibilities

Lead the development and execution of the national off-premise strategy to deliver profitable growth across key accounts.
Build and maintain strong relationships with national account decision-makers and their teams, including key customers across channels such as Convenience, Mass, Club, and Grocery (e.g., Walmart, Sam’s Club, Costco, Albertsons/Safeway).
Oversee day-to-day team performance, including coaching, mentoring, budget management, and achievement of depletion and revenue targets.
Develop and execute strategic customer plans aligned with brand priorities and national/regional objectives.
Partner closely with Marketing and Trade Marketing to create programs that align with brand strategies and drive in-market execution.
Monitor and communicate retail pricing and competitive dynamics within assigned accounts and geographies.
Identify competitive threats and opportunities, adjusting strategies to maintain and grow market position.
Ensure strong alignment with Sales, Marketing, and Trade Marketing leadership on planning, phasing, and execution.
Leverage data and insights to identify opportunities, optimize performance, and inform decision-making.
Manage the off-premise business, including team leadership, financial performance, and strategic direction.
Prepare and present training meetings with wholesalers.
Prepare and present training meetings with retailers.