Senior Sales Director, CA

Deutsch Family Wine & Spirits; California (MO); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) match

Product allowance

Tuition reimbursement

Gym reimbursement

Employee Assistance Program

Job summary

Deutsch Family Wine & Spirits seeks a Senior Sales Director, CA, to lead tactical sales activities and trade/customer marketing to grow the DFWS portfolio across California.

You will manage Regional Managers, develop strategic accounts, influence national retail programs, and drive distribution, programs, and profitability with a data-driven approach.

This role requires deep industry relationships, outstanding leadership, and a proven record in wine & spirits sales.

Qualifications

• Bachelor’s degree required.
• 15+ years in on-premise/off-premise retail and chain environments, ideally in CA.
• Alcohol beverage experience required.
• Proven experience leading cross-functional teams.
• Strong relationships with customers and distributors preferred.
• Solid knowledge of category management and analytics.
• Excellent relationship-building and influencing abilities.
• Experienced manager with coaching and talent development track record.
• Strong negotiating, organizational, and time management skills.
• Driven, results-oriented with a passion for winning.

Responsibilities

• Identify opportunities to grow DFWS market share.
• Penetrate accounts and develop collaborative plans to grow mutual market share.
• Develop and implement category management strategies and capabilities.
• Prioritize opportunities, identify growth levers, and drive volume across CA.
• Manage Regional Managers responsible for development and performance in the market.
• Develop relationships with key accounts and distributors to align plans with customers.
• Collaborate with Marketing to implement national retail strategies and programs.
• Deliver the entire Strategic Accounts plan in CA, including national customers and channels.
• Monitor retail trends and generate new selling ideas.

Skills

Cross-functional leadership

People management

Negotiation skills

Relationship building

Analytical skills

Influencing skills

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 goals
• Penetrate accounts at multiple levels to develop collaborative plan to grow mutual market share faster than the remaining market
• Develop and implement category management strategies and capabilities that expand the DFWS portfolio
• Prioritize business development opportunities, identify levers for future growth, and develop a tactical plan to drive volume through:
  • Increase distribution, improved promotion effectiveness, or other tactics
  • Ensure DFWS brands achieve programming goals including fair share or better activity
• Manage 1 million cases of annual volume and has responsibility for all channels across the entire state of CA
• Manage, develop and coach Regional Managers (RM) responsible for the development and business performance within the market
• Develop best-in-class customer relationships with key accounts and the distributor
  • Ensure alignment of DFWS plan with key customer strategies, plans and goals
  • Ensure appropriate execution tactics are in place to maximize effectiveness of our plans and programs
• Work cross-functionally to ensure implementation of national retail strategies
  • Influence program development to support sales efforts, and provide direction on retail/channel strategies to the Marketing department
  • Leverage 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 channels
  • Build relationships with national and local wholesaler networks to leverage relationships and ensure higher visibility of our portfolio with our retailers
• Monitor the retail environment and be an expert on trends and developments as it relates to key accounts, future growth, and new selling ideas

Financial Scope

• Deliver Annual Volume and Profit Plan
• Manager account spending to budget assigned on a case rate basis
• Drive improved ROI on investment plans
• Manage travel and entertainment spend within budget and guidelines

Qualifications

• Bachelor's degree required
• 15+ years calling on and developing strategy in the on-premise, off-premise retail and chain environment ideally in the state of CA
• Existing relationships at customer and distributor level highly preferred
• Prior alcohol beverage experience is required
• Proven experience leading and working with cross-functional teams.
• Strong track record managing and developing people
• Must possess solid knowledge of Category Management with strong analytical skills
• Excellent relationship development skills; proven ability to influence
• Experienced manager; proven track record in ability to coach, lead and develop talent.
• Strong negotiating skills
• Good organizational and time management skills
• Driven and determined; passion for winning

What We Offer

• Competitive compensation
• Career development opportunities
• Medical, dental, vision and life insurance, PTO
• 401 (k) match
• Product allowance to enjoy on DFWS products
• Tuition Reimbursement and a Post Secondary education scholarship program for employees’ children
• Gym reimbursement
• Employee Assistance Program

We Value Diversity

At 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 & Spirits

Initially 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