Senior Sales Director, CA

W J DEUTSCH & SONS LTD • , CA

2d • Onsite

About The Position

Deutsch Family Wine and Spirits, a prominent wine and spirits company founded in 1981, is seeking a Senior Sales Director for its California operations. The company, headquartered in Stamford, CT, is the 4th largest wine company in the U.S. and boasts a rapidly growing spirits portfolio. Recognized for its family values and unique culture, DFWS has been named a Top Workplace in the U.S. from 2022-2026. This role is crucial for driving the growth and profitability of the DFWS brand portfolio within the California market through strategic sales and trade/customer marketing initiatives.

Requirements

• Bachelor's degree required.
• 15+ years calling on and developing strategy in the on-premise, off-premise retail and chain environment ideally in the state of CA.
• Existing relationships at customer and distributor level highly preferred.
• Prior alcohol beverage experience is required.
• Proven experience leading and working with cross-functional teams.
• Strong track record managing and developing people.
• Must possess solid knowledge of Category Management with strong analytical skills.
• Excellent relationship development skills; proven ability to influence.
• Experienced manager; proven track record in ability to coach, lead and develop talent.
• Strong negotiating skills.
• Good organizational and time management skills.
• Driven and determined; passion for winning.

Responsibilities

• Identify and action opportunities to grow DFWS share of the total wine and spirits category across the marketplace to consistently achieve goals.
• Penetrate accounts at multiple levels to develop collaborative plans to grow mutual market share faster than the remaining market.
• Develop and implement category management strategies and capabilities that expand the DFWS portfolio.
• Prioritize business development opportunities, identify levers for future growth, and develop a tactical plan to drive volume through increased distribution, improved promotion effectiveness, or other tactics.
• Ensure DFWS brands achieve programming goals including fair share or better activity.
• Manage 1 million cases of annual volume and has responsibility for all channels across the entire state of CA.
• Manage, develop, and coach Regional Managers (RM) responsible for the development and business performance within the market.
• Develop best-in-class customer relationships with key accounts and the distributor.
• Ensure alignment of DFWS plan with key customer strategies, plans, and goals.
• Ensure appropriate execution tactics are in place to maximize effectiveness of our plans and programs.
• Work cross-functionally to ensure implementation of national retail strategies.
• Influence program development to support sales efforts, and provide direction on retail/channel strategies to the Marketing department.
• Leverage Customer Marketing tools to develop unique programs that support the attainment of our profit goals and improve our endearment to our strategic partners.
• Manage delivery of the entire Strategic Accounts plan in CA, including national customers as well as on-premise and off-premise independent channels.
• Build relationships with national and local wholesaler networks to leverage relationships and ensure higher visibility of our portfolio with our retailers.
• Monitor the retail environment and be an expert on trends and developments as it relates to key accounts, future growth, and new selling ideas.
• Deliver Annual Volume and Profit Plan.
• Manage account spending to budget assigned on a case rate basis.
• Drive improved ROI on investment plans.
• Manage travel and entertainment spend within budget and guidelines.

Benefits

• Competitive compensation
• Career development opportunities
• Medical, dental, vision and life insurance
• PTO
• 401 (k) match
• Product allowance to enjoy on DFWS products
• Tuition Reimbursement and a Post Secondary education scholarship program for employees’ children
• Gym reimbursement
• Employee Assistance Program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior