Fine Wine Advisor

Tasting Room Expo; Napa (CA); On-site; USD 80,000 - 110,000; Full time

Job summary

Lawrence Wine Estates seeks a Fine Wine Advisor to cultivate private client sales and lasting relationships through personal outreach, referrals, and hosted experiences across Napa Valley and beyond.

You will host clients at estates, travel to key markets, and coordinate tastings, dinners, and collaborations with clubs, hotels, and travel partners to drive sales and memberships. This role emphasizes discretion, wine knowledge, CRM tracking, and a passion for luxury hospitality.

Qualifications

• Experience in fine wine sales or luxury hospitality.
• Proven ability to develop lasting relationships with collectors.
• Strong knowledge of wines and vintages.

Responsibilities

• Build and maintain relationships with collectors, members, and prospective clients across the portfolio.
• Drive sales across the Lawrence Wine Estates portfolio, introducing clients to current releases, library wines, large formats, and exclusive offerings.
• Conduct thoughtful phone campaigns and personal outreach by email and text.
• Follow up with event attendees and estate guests to develop relationships beyond the first purchase and encourage repeat business.
• Document client preferences, conversations, and follow-up in the CRM.
• Develop relationships with private clubs, luxury hotels, concierges, travel advisors, transportation partners, and partner wineries.
• Cultivate a network of clients, members, and hosts who introduce new collectors and invite friends and colleagues to private gatherings.
• Coordinate estate visits with concierge and hospitality teams, personally hosting clients, referred guests, and partners for tastings and experiences in Napa Valley.
• Arrange partner tastings and estate visits to deepen familiarity with the wines and estates.
• Identify collaborative dinners, referral opportunities, and shared winery events that encourage purchases and estate visitation.
• Travel regularly to meet clients, cultivate partnerships, and host private gatherings in priority markets.
• Plan market visits with the Director of Client Services based on client concentration, purchasing history, host relationships, and new opportunities.
• Organize and host intimate dinners and tastings in private homes, restaurants, clubs, and luxury properties.
• Schedule client tastings and partner visits around each gathering.
• Coordinate wine selections, pairings, invitations, shipments, and event arrangements with hosts, chefs, and internal teams.
• Represent the estates at select charity auctions, collector events, and food and wine gatherings.
• Lead engaging tastings that convey each estate’s history, vineyards, and winemaking.

Skills

Relationship building

Sales

Wine knowledge

Communication

CRM & organization

Job description

Position Summary

The Fine Wine Advisor develops private client sales and lasting relationships through personal outreach, referral partnerships, and travel to key markets across the country. Representing the Lawrence Wine Estates portfolio, including Heitz Cellar, Burgess Cellars, Stony Hill Vineyard, and other estates, this position connects collectors and prospective clients with our wines and experiences. Personally hosting clients and referred guests at our Napa Valley estates is central to the position, alongside national travel, private gatherings, and consistent sales outreach. The role is responsible for creating memorable experiences that lead to purchases, memberships, referrals, and lasting client relationships.

Private Client Sales

• Build and maintain relationships with collectors, members, and prospective clients across the portfolio.
• Drive sales across the Lawrence Wine Estates portfolio, introducing clients to current releases, library wines, large formats, and exclusive offerings
• Conduct thoughtful phone campaigns and personal outreach by email and text
• Follow up with event attendees and estate guests to develop relationships beyond the first purchase and encourage repeat business.
• Document client preferences, conversations, and follow-up in the CRM.

Partnerships, Referrals, and Estate Hosting

• Develop relationships with private clubs, luxury hotels, concierges, travel advisors, transportation partners, and partner wineries.
• Cultivate a network of clients, members, and hosts who introduce new collectors and invite friends and colleagues to private gatherings.
• Coordinate estate visits with concierge and hospitality teams, personally hosting clients, referred guests, and partners for tastings and experiences in Napa Valley.
• Arrange partner tastings and estate visits to deepen familiarity with the wines and estates.
• Identify collaborative dinners, referral opportunities, and shared winery events that encourage purchases and estate visitation.

Market Travel and Events

• Travel regularly to meet clients, cultivate partnerships, and host private gatherings in priority markets.
• Plan market visits with the Director of Client Services based on client concentration, purchasing history, host relationships, and new opportunities.
• Organize and host intimate dinners and tastings in private homes, restaurants, clubs, and luxury properties.
• Schedule client tastings and partner visits around each gathering.
• Coordinate wine selections, pairings, invitations, shipments, and event arrangements with hosts, chefs, and internal teams.
• Represent the estates at select charity auctions, collector events, and food and wine gatherings.
• Lead engaging tastings that convey each estate’s history, vineyards, and winemaking.

Coordination and Reporting

• Collaborate with Client Services, concierge, hospitality, and other internal teams to provide thoughtful client experiences.
• Plan travel and gatherings within approved budgets.
• Provide concise trip recaps covering sales, introductions, follow-up, expenses, and future opportunities.
• Share client feedback and market observations to inform outreach and travel planning.

Qualifications

• Experience in fine wine sales, private client sales, or luxury hospitality, including hosting tastings and developing client relationships.
• Proven success developing lasting relationships with fine wine collectors, generating new business, and growing client relationships through personal outreach, referrals, and hosted experiences.
• Strong wine knowledge and the ability to engage both established collectors and newer wine enthusiasts.
• Comfort with phone campaigns, email, text, and consistent personal outreach.
• Organized and comfortable using CRM systems to track client conversations and follow-up.
• Sound judgment, discretion, warmth, and professionalism when representing the estates.
• Ability to work independently and collaboratively, with frequent domestic travel, evening events, and occasional weekends.
• Wine certification, such as Certified Sommelier or WSET, is a plus.

Requirements

• Valid driver’s license; ability to lift and carry cases of wine; at least 21 years of age; ability to comply with applicable alcohol licensing, shipping, and event regulations.