Senior Sales Director, CA

W J Deutsch & Sons Ltd; California (MO); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision benefits

PTO

401(k) match

Tuition reimbursement

Gym reimbursement

Job summary

Deutsch Family Wine & Spirits is seeking a Senior Sales Director for California to drive strategic sales initiatives and trade marketing activities across the market. You will manage 1 million cases of annual volume, lead Regional Managers, and build strong relationships with distributors and retailers to grow DFWS brands.

The role calls for deep category management expertise, a proven leadership track record, and exceptional negotiation skills to optimize promotions and drive ROI in a dynamic

Qualifications

• Bachelor's degree required
• 15+ years calling on and developing strategy in on-premise, off-premise retail and chain environments, preferably in CA
• Proven experience leading and developing people and cross-functional teams
• Strong negotiation, relationship management and analytical skills

Responsibilities

• Identify and execute opportunities to grow DFWS share across wine and spirits channels in CA
• Penetrate key accounts and develop collaborative plans to grow market share
• Lead and coach Regional Managers to drive performance in the market
• Develop and implement category management strategies to expand the DFWS portfolio
• Build relationships with national and local wholesalers to increase visibility of our brands and ensure program alignment

Skills

Strategic selling

Relationship building

Category Management

Negotiation

Cross-functional leadership

People development

Time management

Forecasting

Education

Bachelor's degree

Job description

CHEERS! Founded in 1981, Deutsch Family Wine and Spirits markets quality wines produced by prestigious families from major wine regions of the world. With our headquarters in Stamford, CT, DFWS is the 4th largest wine company with one of the fastest growing spirits portfolios. With our family values and unique culture, DFWS was recognized as one of the Top Workplaces in the U.S. from 2022-2026.Deutsch Family Wine & Spirits is seeking a Senior Sales Director, CA. The primary responsibilities of this position will be responsible for the planning and implementation of all tactical sales activities as well as trade/customer marketing activities to enhance the growth and profitability of the DFWS brand portfolio in the market.Responsibilities:Identify and action opportunities to grow DFWS share of the total wine and spirits category across the marketplace to consistently achieve goalsPenetrate accounts at multiple levels to develop collaborative plan to grow mutual market share faster than the remaining marketDevelop and implement category management strategies and capabilities that expand the DFWS portfolioPrioritize business development opportunities, identify levers for future growth, and develop a tactical plan to drive volume through:Increase distribution, improved promotion effectiveness, or other tacticsEnsure DFWS brands achieve programming goals including fair share or better activityManage 1 million cases of annual volume and has responsibility for all channels across the entire state of CAManage, develop and coach Regional Managers (RM) responsible for the development and business performance within the marketDevelop best-in-class customer relationships with key accounts and the distributorEnsure alignment of DFWS plan with key customer strategies, plans and goalsEnsure appropriate execution tactics are in place to maximize effectiveness of our plans and programsWork cross-functionally to ensure implementation of national retail strategiesInfluence program development to support sales efforts, and provide direction on retail/channel strategies to the Marketing departmentLeverage the Customer Marketing tools to develop unique programs that support the attainment of our profit goals and improve our endearment to our strategic partners.Manage delivery of the entire Strategic Accounts plan in CA, including national customers as well as on-premise and off-premise independent channelsBuild relationships with national and local wholesaler networks to leverage relationships and ensure higher visibility of our portfolio with our retailersMonitor the retail environment and be an expert on trends and developments as it relates to key accounts, future growth, and new selling ideasFinancial ScopeDeliver Annual Volume and Profit PlanManager account spending to budget assigned on a case rate basisDrive improved ROI on investment plansManage travel and entertainment spend within budget and guidelinesQualifications:Bachelor's degree required15+ years calling on and developing strategy in the on-premise, off-premise retail and chain environment ideally in the state of CAExisting relationships at customer and distributor level highly preferredPrior alcohol beverage experience is requiredProven experience leading and working with cross-functional teams.Strong track record managing and developing peopleMust possess solid knowledge of Category Management with strong analytical skillsExcellent relationship development skills; proven ability to influenceExperienced manager; proven track record in ability to coach, lead and develop talent.Strong negotiating skillsGood organizational and time management skillsDriven and determined; passion for winningWhat We Offer:Competitive compensationCareer development opportunitiesMedical, dental, vision and life insurance, PTO401 (k) matchProduct allowance to enjoy on DFWS productsTuition Reimbursement and a Post Secondary education scholarship program for employees’ childrenGym reimbursementEmployee Assistance ProgramWe Value DiversityAt DFWS, we believe that our differences are our strengths. We embrace and celebrate the diversity of our team members, our customers, and our communities. We strive to create a work environment that fosters inclusion, respect, and collaboration. We are constantly learning and growing from our diverse perspectives and experiences. Inclusion and diversity are not just goals for us, but the core of all we do. We welcome and consider applications from all qualified candidates as we foster a culture of inclusion that provides fair and equal opportunities for all.About Deutsch Family Wine & SpiritsInitially called W.J. Deutsch & Sons Ltd., the company was founded in 1981 by Chairman Bill Deutsch to market quality wines produced by prestigious families from major wine regions of the world. In 2009, it announced the expansion of the award-winning company to include a Spirits Portfolio. Today the company is renowned for its brand-building prowess and its ability to meet the needs of the modern consumer. Bill's son Peter Deutsch is CEO; thus two generations of the Deutsch family work side by side in their continuous quest to build strong brands and relationships throughout the wine and spirits industry.The portfolio includes award-winning wines from Australia: [ yellow tail ], [ yellow tail ] Pure Bright; California: Force & Grace, Honest Thief, Josh Cellars, Josh Cellars Reserve, The Calling; France: Cave de Lugny, Fleurs de Prairie, Hob Nob Vineyards, Sauvion et Fils; Italy: Barone Fini, Villa Pozzi; New Zealand: The Crossings; Portugal: Quinta Do Vale Meao; Argentina: Clos de los Siete; and award-winning spirits: Redemption Whiskey, Bib & Tucker Bourbon, Masterson's Rye, Gray Whale Spirits, Luksusowa Vodka and Cantera Negra Tequila.Learn more about Deutsch Family Wine & Spirits at www.deutschfamily.com