Head of Sales

Vinfolio; Napa (CA); On-site; USD 120,000 - 170,000; Full time

Benefits offered by this job

Competitive salary

Commission

Paid time off

Medical benefits

Disability insurance

Life insurance

401(k)

Job summary

Vinfolio, part of the FINE+RARE Group, is seeking a Head of Sales, US to lead the US Sales team, drive revenue growth and ensure top-tier client service. You will coach and develop the team while managing a portfolio of key clients and contributing directly to revenue performance.

You will drive targets, pipeline development and client acquisition across the US, while collaborating with Customer Experience, Operations and Buying to deliver a seamless client journey.

Qualifications

• Proven track record of delivering strong commercial performance and meeting sales targets.
• Experience leading and coaching high-performing sales teams.
• Strong experience managing high-value private client relationships and new business development.

Responsibilities

• Lead the US Sales team and deliver revenue, growth and targets.
• Set clear sales priorities and maintain performance discipline.
• Coach and develop sales team members for high performance.
• Personally manage a portfolio of high-value private clients.
• Drive client acquisition, retention and portfolio growth in the US.
• Maintain CRM discipline, pipeline, forecasting and reporting.

Skills

Sales leadership

Key account management

CRM & forecasting

People coaching

Cross-functional collaboration

Wine market knowledge

Excellent communication

WSET 3+

Job description

Vinfolio, part of the FINE+RARE Group, is a leading fine wine and spirits business combining deep market expertise with technology, data and a global marketplace.

We connect collectors with some of the world’s rarest and most sought-after wines and spirits through our e-commerce, portfolio management, storage and logistics services. Across the Group, we manage more than $750 million in client assets and have operations spanning the U.S., UK, Europe and Asia.

About the role

As Head of Sales, US, you will be responsible for leading the commercial performance of Vinfolio’s US Sales team, driving revenue growth and ensuring consistently high standards of sales execution and client service.

This is a hands-on leadership role combining team management with direct ownership of high-value private client relationships. You will lead, coach and develop the Sales team while maintaining your own portfolio of key clients and contributing directly to revenue performance.

You will be accountable for delivery of US sales targets, pipeline development, client acquisition, retention, reactivation and portfolio growth, using CRM data, forecasting and commercial reporting to drive performance and identify opportunities.

Working closely across Sales, Customer Experience, Operations and Buying, you will help ensure clear ownership of the end-to-end client journey and commercial outcomes, creating strong alignment across teams and delivering a consistently exceptional customer experience.

Responsibilities

• Lead the US Sales team and deliver agreed revenue, growth and commercial targets.
• Set clear sales priorities, targets and expectations, maintaining strong performance management and sales discipline across the team.
• Coach and develop Sales team members, building a high-performing, collaborative and client-focused culture.
• Personally manage a portfolio of high-value and strategically important private clients.
• Drive client acquisition, retention, reactivation, referrals and portfolio growth across the US client base.
• Maintain strong CRM discipline, pipeline management and forecasting, using commercial data and reporting to improve performance.
• Work closely with Client Experience, Operations, Buying and other functions to ensure clear ownership of the client journey and strong commercial outcomes.
• Represent Vinfolio and the FINE+RARE Group at client meetings, tastings, events and relevant industry engagements.
• Maintain appropriate oversight of client credit, outstanding balances and wider commercial controls.
• Contribute to wider US and Group commercial initiatives and identify opportunities to strengthen Vinfolio’s position within the US fine wine market.

Skills + Experience

• Proven track record of delivering strong commercial performance and achieving sales targets.
• Experience leading, coaching and developing high-performing sales teams.
• Strong experience managing high-value private client relationships and developing new business.
• Strong commercial judgement, with experience across client retention, reactivation, portfolio growth and pipeline management.
• Confident using CRM systems, forecasting and commercial reporting to manage performance and identify opportunities.
• Strong cross-functional leadership and collaboration skills.
• Excellent communication, relationship-building and influencing skills.
• Strong knowledge of fine wine and the US market would be highly advantageous
• WSET Level 3 or above preferred.

Why work for us?

• Competitive salary plus commission
• Paid time off
• Medical, dental and vision benefits
• Disability and life insurance
• 401(k)
• A dynamic and collaborative working environment