Remote CA Key Account Manager - B2B Wine

Wines Worldwide Directory; California; Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Annual bonus

Health insurance

Dental insurance

Vision insurance

Retirement plan with a 4% employer map

34 days of paid time off

Wine allowance

Gym contribution

Personal Pathways training allowance

Company share plan

Insurance eligibility on day one

Retirement plan eligibility on day one

Job summary

Naked Wines in California is seeking a remote Key Account Manager for the B2B team to develop high-volume corporate accounts and negotiate Private Label and Controlled Label wine agreements.

This role reports to the VP B2B Sales and focuses on retail buyers, brokers, airlines, and cruise ships, requiring California experience and strong negotiation, relationship building, and pipeline management.

Qualifications

• Eight years of B2B wine sales experience in the United States.
• Proven track record closing high-volume deals and managing accounts.
• Excellent negotiation and relationship-building skills.

Responsibilities

• Prospect and acquire corporate accounts across retail, airlines, brokers, and cruise lines.
• Negotiate Private Label and Controlled Label wine agreements.
• Manage the sales pipeline from outreach through contract execution.
• Coordinate with Buying, Planning, Winemaking, and Procurement.

Skills

B2B wine sales experience

Negotiation

Relationship management

Presentation

Deadline management

Microsoft Office

Google Workspace

Job description

• Key Account Manager: Naked Wines in California

Key Account Manager: Naked Wines in California

Key Account Manager: Naked Wines in California

Naked Wines California, United States Start Date09/02/2026

Full-Time

Naked Wines is hiring a full-time Key Account Manager for a remote California wine role . The position develops high-volume corporate accounts and negotiates Private Label and Controlled Label wine agreements . The remote role is limited to California for employer tax purposes.

The Key Account Manager works within Naked Wines' B2B team and reports to Hady Kahale, VP B2B Sales. The role covers retail buyers, brokers, airlines, and cruise ships. The manager works with Buying, Planning, Winemaking, and Procurement on portfolio placement and account execution. Naked Wines ships more than 1 million cases annually and operates with offices in the United Kingdom and Australia. The company partners directly with independent winemakers.

• Role: Key Account Manager, B2B Wine
• Employer: Naked Wines
• Location: Remote in California, United States

The application process starts with a 30-minute recruiter conversation and continues with a 45-minute hiring manager interview. Later stages include a 45-minute panel interview and a 30-minute final interview with the Chief Financial Officer.

The hiring team includes the Senior Legal Counsel, Finance Director of Global Operations, Chief Operations Officer, Wine Director, and Chief Financial Officer. Candidates prepare for questions about corporate wine accounts, high-volume deal execution, private-label strategy, and California wine sales relationships.

Corporate Wine Accounts

The manager identifies and secures corporate accounts that can purchase wine at high volume. Retail chains, supermarkets, and large wine shops form the central prospect base, while brokers, airlines, and cruise ships add other routes to market. The role carries the sales pipeline from initial outreach through contract execution.

Private Label and Controlled Label agreements require account discovery, negotiation, portfolio planning, and coordination with production teams. The manager works with the VP of B2B Sales to refine the value proposition for each account. California experience receives a strong preference, and established contacts in large-scale retail can support the account-development work.

• Corporate account prospecting and acquisition
• Private Label and Controlled Label negotiations
• Retail, airline, cruise, broker, and supermarket relationships
• Pipeline management from outreach through execution
• Collaboration with Buying, Planning, Winemaking, and Procurement

Portfolio placement connects a product decision to the commercial requirements of each buyer. The manager evaluates account potential, builds an agreement, and coordinates the internal work needed to move from a commercial commitment to execution. Buying, Planning, Winemaking, and Procurement each contribute a different part of that process.

Independent winemakers supply the company relationship behind the commercial program. A successful account plan therefore has to connect customer requirements with available wine, distribution capability, pricing discussions, and delivery planning. The role also handles other assigned tasks and projects while maintaining organized records and deadlines.

Experience With B2B Wine Sales

The role requires at least eight years of B2B wine sales experience and a verifiable record of closing high-volume deals in the United States. Private labeling, national distribution, import and export, and wine-compliance knowledge are relevant to the commercial work. California market experience receives specific preference.

Strong candidates bring contacts with corporate retail chains, supermarkets, and large wine shops. The job also requires negotiation, strategic problem-solving, independent analysis, presentation, relationship management, and the ability to organize work against deadlines. U.S. work eligibility, age 21 or older, and proficiency with Microsoft Office or Google Workspace are required.

Account leaders in this field often work with buyers who measure a program through margin, velocity, placement, supply continuity, and contract performance. Those measures connect the commercial conversation to the operational teams that prepare and deliver the portfolio. The role's sales judgment therefore extends beyond a single customer meeting.

Remote Team And Company Programs

The remote arrangement covers California while the B2B team works across the wider Naked Wines organization. The company describes its operating values as Naked Together, backing independence, boldness, care for craft, and choosing what is right. Those principles sit alongside the role's commercial requirements and its work with independent winemakers.

Benefits include an annual bonus, health, dental, and vision insurance, a retirement plan with a 4% employer match, and 34 days of paid time off that include company holidays, a birthday day, and a volunteer day. The package also includes a $40 monthly wine allowance, a gym contribution of up to $25 per month, a Personal Pathways training allowance of up to $500 annually, and a company share plan. Insurance eligibility begins on the first day, and the retirement plan is also eligible from day one.

Interview Stages And B2B Leadership

The interview sequence moves from recruiter screening to the VP of B2B Sales, then to a panel and a finance-led final conversation. Interview participants represent legal, finance, operations, wine, and executive leadership. The sequence tests both commercial judgment and the ability to coordinate a wine program across functions.

The role's next level of responsibility grows from individual account wins into repeatable portfolio programs. Account records, negotiation terms, buyer relationships, and internal handoffs become the working evidence for that growth. The manager's work remains tied to corporate customers while the wider business handles winemaking, planning, procurement, and distribution.

California residency is the first location condition, and U.S. work eligibility is another. The age requirement reflects the alcohol category. The company also expects independent work, effective collaboration, clear communication, and reliable deadline management.

Naked Wines includes Microsoft Office and Google Workspace proficiency among the stated skills, so the role combines customer-facing sales with written proposals, pipeline records, presentations, and internal coordination. The B2B team places the hire alongside commercial and wine specialists rather than in a standalone retail position.