National & Regional Chain Accounts Manager

Trefethen Family Vineyards; Napa (CA); On-site; USD 145,000 - 165,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k)

Paid time off

Company holidays

Job summary

Trefethen Family Vineyards in Napa Valley seeks an experienced National & Regional Chain Accounts Manager to grow our presence with national retailers, clubs, restaurants, and hospitality accounts across the United States. You will leverage distributor networks, drive placements, and build lasting relationships with chain buyers.

Lead strategic account planning, collaborate with sales, marketing, and operations, travel regularly, and shape a scalable national chain program for a family‑owned

Qualifications

• Proven wine or beverage alcohol sales experience.
• Existing relationships with national and/or regional chain buyers.
• Strong understanding of distributor management and the three‑tier system.
• Experience working across grocery, club, retail, restaurant, and/or hospitality chains.
• Demonstrated ability to open new accounts, secure placements, and grow existing business at scale.
• Strong business development, negotiation, presentation, and communication skills.
• Excellent organization, follow‑up, and account management abilities.
• A self‑starter mentality and ability to work independently from anywhere in the U.S.
• Genuine passion for wine and enthusiasm for representing a family‑owned Napa Valley winery.
• Willingness and ability to travel regularly for buyer meetings, distributor meetings, market visits, and industry events.
• Must be legally authorized to work in the United States.
• Manage budgets and trade spend, keeping investments on track and focused on growing the business.

Responsibilities

• Develop and execute national and regional chain account strategies, identifying and pursuing opportunities with key chain buyers.
• Build and maintain strong relationships with national and regional buyers, focusing on the off‑premise channel.
• Work closely with distributor partners, regional and state managers, and marketing team across markets to drive account execution.
• Present Trefethen wines, pricing, programming, promotional opportunities, and new product initiatives to chain buyers.
• Manage new item submissions, line reviews, resets, authorizations, programming, and ongoing buyer follow‑up.
• Identify opportunities to expand distribution, placements, displays, programming, and sales velocity within existing accounts.
• Track account activity, placements, velocity, depletions, and other performance metrics to inform strategy.
• Collaborate with internal and external partners to ensure programs are executed effectively in market.
• Build long‑term, scalable chain growth strategies that support broader national sales goals.
• Represent Trefethen professionally with key retail, restaurant, distributor, and industry partners.

Skills

Wine sales

Chain accounts

Distributor management

Relationship building

Negotiation

Presentation

Account management

Independent work

Job description

About Trefethen

Founded in 1968 by Eugene and Catherine Trefethen, Trefethen Family Vineyards is one of Napa Valley's pioneering wineries and remains family-owned into its third generation. Every wine we make comes from fruit grown on our own sustainably farmed estate vineyards in the Oak Knoll District, crafted inside the last surviving 19th-century wooden, gravity-flow winery in Napa Valley. Recently named Winery of the Year by the Sommeliers Choice Awards, Trefethen is a fast-growing, award-winning California producer investing seriously in its next chapter of national growth.

The Opportunity

We're looking for an experienced National & Regional Chain Accounts Manager to help build and grow Trefethen's presence with national and regional retail, grocery, club, restaurant, and hospitality accounts.

This is a strategic, high-impact sales role for someone who knows the wine and beverage alcohol business, understands distributor networks, and already has relationships with chain buyers. You'll work closely with our distributor partners, regional and state sales managers, and marketing team to identify opportunities, secure placements, and drive sustained growth across key accounts and markets.

This is an opportunity to help shape Trefethen's national chain strategy at an exciting point in the company's growth.

What You’ll Do

• Develop and execute national and regional chain account strategies, identifying and pursuing opportunities with key chain buyers.
• Build and maintain strong relationships with national and regional buyers, with a particular focus on the off-premise channel.
• Work closely with distributor partners, regional and state managers, and marketing team members across multiple markets to drive account execution.
• Present Trefethen wines, pricing, programming, promotional opportunities, and new product initiatives to chain buyers.
• Manage new item submissions, line reviews, resets, authorizations, programming, and ongoing buyer follow‑up.
• Identify opportunities to expand distribution, placements, displays, programming, and sales velocity within existing accounts.
• Track account activity, placements, velocity, depletions, and other performance metrics to inform account strategy and priorities.
• Collaborate with internal and external partners to ensure programs are executed effectively in market.
• Build long‑term, scalable chain growth strategies that support Trefethen's broader national sales goals.
• Represent Trefethen professionally and enthusiastically with key retail, restaurant, distributor, and industry partners.

Who You Are

You're an experienced wine or beverage alcohol sales professional who understands how chain business gets done. You know how to navigate buyers, distributors, pricing, programming, and market execution, and you're comfortable taking ownership of opportunities from the initial conversation through placement and ongoing growth.

You're data‑driven, highly organized, persistent, and energized by building something. You can work independently while collaborating closely with a distributed sales and marketing team.

What You Bring

• Proven wine or beverage alcohol sales experience, with experience managing national or regional chain accounts.
• Existing relationships with national and/or regional chain buyers.
• Strong understanding of distributor management and the three‑tier system.
• Experience working across grocery, club, retail, restaurant, and/or hospitality chains.
• Demonstrated ability to open new accounts, secure placements, and grow existing business at scale.
• Strong business development, negotiation, presentation, and communication skills.
• Excellent organization, follow‑up, and account management abilities.
• A self‑starter mentality and the ability to work independently from anywhere in the U.S.
• A genuine passion for wine and enthusiasm for representing a family‑owned Napa Valley winery.
• Willingness and ability to travel regularly for buyer meetings, distributor meetings, market visits, and industry events.
• Must be legally authorized to work in the United States.
• Manage budgets and trade spend, keeping investments on track and focused on growing the business.

Physical Requirements

• Ability to travel regularly throughout the U.S. and work in a variety of retail, restaurant, distributor, event, and office environments.
• Ability to sit and/or stand for extended periods of time, including during customer meetings, tastings, trainings, and events.
• Ability to occasionally lift and/or move objects weighing up to 25 pounds, including wine cases and event materials.
• Ability to occasionally bend, stoop, reach, kneel, crouch, or climb stairs.
• Ability to perform the essential functions of the position with or without reasonable accommodation.

Job Type

Full‑time, Exempt

Compensation & Benefits

Pay Transparency Disclosure: The salary range for this position is $145,000–$165,000 annually, depending on experience, plus eligibility for an annual target bonus equal to 45% of base salary. This represents a total target compensation of approximately $210,000–$240,000 annually. The actual salary offered will depend upon job‑related factors such as overall qualifications, skills, experience, education, and internal equity. The Company reserves the right to modify the range at any time.

Performance bonuses will be paid based on established sales performance goals.

Benefits include:

• Medical, dental, and vision insurance
• 401(k)
• Paid time off
• Company holidays
• Additional benefits available upon hire

Why Trefethen

Join a third‑generation, family‑owned winery at a pivotal moment: for the first time, off‑premise and national chain growth is a core strategic priority, and this role will help define what that looks like. You'll represent one of Napa's most storied, awarded, and genuinely loved brands, with the autonomy to build a national chain program largely from the ground up.