Remote West Coast National Retail Accounts Director

The Wonderful Company LLC; Paso Robles (CA); Hybrid; USD 130,000 - 145,000; Full time

Job summary

JUSTIN Vineyards & Winery in Paso Robles, CA seeks a Director of National & Strategic Retail Accounts (US West). The role leads national accounts with a West Coast focus, including major pharmacy partners, with estimated travel around 30%.

Reporting to the VP, you will build partnerships, set strategy, and drive growth across national accounts. Ideal candidate has 7+ years in wine & spirits sales, strong leadership, and a track record of optimizing pricing, promotions, and distributor

Qualifications

• Bachelor’s degree required; MBA or advanced degree preferred.
• 7+ years of progressive sales experience in wine & spirits, including national/key account leadership.
• Proven success managing distributor networks and large retail customers.
• Strong commercial acumen across pricing, promotions, and P&L management.
• Demonstrated ability to lead and develop high-performing teams.
• Skilled in data-driven decision making and sales analytics tools.

Responsibilities

• Develop and lead national and strategic account plans aligned to division growth objectives.
• Identify opportunities to expand distribution, increase velocity, and strengthen brand presence across key retail partners.
• Serve as senior relationship owner for top retail accounts, building long-term, value-driven partnerships.
• Partner with distributor national and regional teams to ensure best-in-class execution in market.
• Lead market engagement through joint business planning, ride-withs, and execution audits.
• Collaborate with Marketing, Finance, and Operations to deliver integrated, customer-facing plans.
• Lead, coach, and develop a team focused on national and strategic retail accounts.
• Own account performance including volume, distribution, pricing, and profitability.
• Leverage data (iDIG, KARMA, VIP) to generate insights and inform strategy.
• Represent Wonderful Wines at industry events to strengthen relationships and brand visibility.

Skills

National accounts leadership

Distributor management

Pricing & promotions

Data-driven decision making

Team leadership

Negotiation

Education

Bachelor’s degree in business or related field

MBA or advanced degree preferred

Tools

CRM systems

Sales analytics tools

iDIG

KARMA

VIP distributor system

Job description

JUSTIN Vineyards & Winery in Paso Robles, CA seeks a Director of National & Strategic Retail Accounts (US West). The role leads national accounts with a West Coast focus, including major pharmacy partners, with estimated travel around 30%.

Reporting to the VP, you will build partnerships, set strategy, and drive growth across national accounts. Ideal candidate has 7+ years in wine & spirits sales, strong leadership, and a track record of optimizing pricing, promotions, and distributor