Director of Chains-West
(Wine Jobs:
Sales & Marketing)
Full Time
Bay Area,
California
Delicato Family Vineyards has an immediate career opportunity for a Director of Chains-West located in the Bay Area, CA
Delicato Family Vineyards is a family-owned California winery founded in 1924. Three generations of the Indelicato family have guided grapes from vineyard to bottle and into homes and dining establishments around the world. Delicato Family Vineyards is steadfastly committed to crafting and representing wines of the highest quality produced in accordance with sustainable winegrowing practices. Among the leading and fastest growing wine companies in America, the Delicato Family Vineyards’ portfolio includes Gnarly Head, Black Stallion Estate Winery, Noble Vines, Belle Ambiance, Juxtapoz, HandCraft Artisan Collection, La Merika, Brazin, Bota Box, Massimo, Irony, Domino, Sequin and Twisted..
Position Summary:
Acting on own initiative, the Director of Chains-West is responsible for overall chain activity within an assigned division of the national accounts organization. This position drives division performance and profitability through leadership and direction of a dedicated sales team. Responsible for the creation, implementation, and execution of strategic sales initiatives. This position leverages and integrates category insights to drive fact based selling and establishes preferred supplier status with accounts and distributors.
Duties/Essential Functions:
• Demonstrates principled leadership and sound business ethics; shows consistency among principles, values, and behavior; builds trust with others through own authenticity and follows through on commitments; drive results and success; conveys a sense of urgency.
• Command a deep understanding of developments in the chain environment and use this to develop a strategic vision for sales effectiveness with all regional accounts.
• Leverage the regional chain resources to prioritize business development opportunities, identify levers for future growth, and ensure the team develops tactical plans to drive volume though:
Increased distribution, improved promotion effectiveness, or other tactics
Ensure that Company’s brands achieve programming goals including fair share or better of activity
• Builds motivated, high achieving, customer and goal oriented chain sales team recognized by management, competition and customers as “best of class.”
• Establishes a planned program for sales coaching, working with RAMs on all aspects of performance management and the sales process. Makes coaching calls to provide feedback and to assist with staff development and employee relations as well as large opportunities. Travels extensively to coach in the field and meet with key account and distributor customers.
• Defines levels of accountability and effectiveness for current and future performance of the RAMs; assigns responsibilities; delegates, and empowers others; removes obstacles; allows for and contributes needed resources; coordinates work efforts when necessary; monitors progress.
• Collaborates with HR Representative to develop high performing chain sales team; includes core functions such as staffing strategies, recruiting, performance management, career development, coaching, training, employee relations, etc.
• Customer Relationship and Execution Management (Account & Distributor).
• Develop and implement a priority account top-to-top strategy that serve to remove barriers for growth and extends our account relationships establishing a preferred supplier status.
• Penetrate key account decision makers to support the development of collaborative plans that grow mutual market share faster than the remaining market.
• Motivate, communicate and build relationships with senior chain managers within wholesaler network to leverage relationships and ensure higher visibility of Company’s portfolio with our retailers.
• Oversee the development of annual account business plans. Leverage chain accounts, category management and marketing tools to ensure plans deliver market share gains.
• Develops short- and long-range plans that are appropriately comprehensive, realistic, and effective in meeting goals; integrates planning efforts across work units.
• Participates and acts as a vital member of the senior sales management team and provides substantial contribution to company strategy.
• Contributes to the organizations profitability; set and achieve sales goals while remaining within established budget; makes decisions that enhance the organization’s financial position; uses financial and quantitative information effectively to manage P&L statements, budgeting and forecasting while working with division team with pricing.
• Collaborates with marketing, finance, production and the senior sales management team to define overall sales strategy.
• Work cross-functionally with DSM’s and RM’s in the local markets to ensure alignment, linkage and implementation of regional chain customer business plan.
• Ensure processes and communications are established to monitor and improve execution of authorized programs.
• Develops effective give-and-take relationships with others; understands their agenda and perspective and recognizes/effectively balances the interest and needs of the sales division with the broader organization.
• Works with DFV Marketing Division to develop new labels and programs for evolving market opportunities.
• Performs all other duties as needed or required to maintain and grow profitable business within the assigned account base.
Position Requirements:
Education:
• Bachelor's degree in Business, with an emphasis in Sales or Marketing.
Experience:
• Minimum of ten plus years’ experience in direct wine sales delivering $100 million plus revenue with appropriate reports.
• Established record in developing and building aggressive and competent sales organizations, meeting and exceeding sales goals within established budgets, and contributing to successful sales plans and strategies.
• Experienced in sales of products with three tier distribution systems; producer, wholesaler, and retailer in a decentralized sales organizational environment.
• Familiarity with value-added products and development or utilization of sales training programs.
Knowledge:
• Excellent communication, planning, and organizational skills with strong management background.
• High level of financial and business acumen; develop P&L statements, budgeting, forecasting, pricing, and deal structures.
• Ability to understand and apply market intelligence to sales strategy; read and evaluate sales and marketing reports, analysis, and trends.
• Ability to stay current with company brands, programs, initiatives, policies and procedures as well as products offered by the company’s competition.
• Executive presence to influence senior decision-makers.
• Proficient in desktop applications (MS preferred).
Delicato offers its employees a generous and comprehensive benefits package. The core health insurance components include medical, dental and vision, where Delicato covers nearly the entire cost for employees and a large percentage for dependents. Additional health benefits include life, disability and flexible spending accounts. Other benefits include 401(k) with generous company match, discretionary profit sharing, paid time off (PTO), paid holidays, wine & merchandise discounts, tuition reimbursement, gym discounts & many more.
EOE
How To Apply
Please apply online at:
http://ch.tbe.taleo.net/CH10/ats/careers/requisition.jsp?org=DELICATO&cws=1&rid=421