Job Specifications
Company Description
Wonderful Wines, the premium wine division of The Wonderful Company, unites three iconic wineries -- JUSTIN Vineyards & Winery, Lewis Cellars, and Landmark Vineyards -- under one visionary umbrella. Known for innovation, entrepreneurial drive, and relentless pursuit of excellence, our mission is to craft extraordinary wines and unforgettable experiences.
From JUSTIN's Bordeaux-style blends in Paso Robles, to Lewis Cellars' award-winning Cabernet Sauvignon in Napa Valley, to Landmark's expressive Sonoma Coast Chardonnay and Pinot Noir -- our portfolio showcases the best of California's winegrowing regions. As part of The Wonderful Company -- a Fortune Top 100 Place to Work and PEOPLE's #1 Company That Cares -- we're committed to making a difference for our people, our planet, and our customers.
Under the direction of the VP of Sales & Commercial Operations, the Director of Sales & Commercial Operations (California) is responsible for driving sales execution and ensuring the successful implementation of national and independent on and off-premise programs. This role partners with distributors to develop and implement sales strategies, monitors distributor performance, and addresses gaps proactively. The Director ensures seamless execution of programs across all channels while motivating the team to achieve sales and revenue targets.
Success in this role means driving measurable growth, cultivating strong partnerships, leading with integrity, and bringing the voice of the brand to life in every market we serve.
Job Description
Sales Strategy & Execution:
Lead the execution of national and independent on- and off-premise sales programs, ensuring alignment with corporate goals and distributor capabilities.
Develop and oversee strategies to enhance distributor engagement and execution of sales programs across all markets and account types.
Monitor distributor execution of sales programs, identifying gaps and implementing corrective actions to maximize effectiveness.
Partner with internal stakeholders to align sales execution with brand marketing strategies and promotional campaigns.
Manage strategic On and Off-premise accounts within your region, ensuring brand growth and market penetration.
Distributor & Program Management:
Establish and drive sales goals, incentives, and pricing strategies for distributors, ensuring alignment with revenue and margin targets.
Work closely with distributors to execute on-premise and off-premise programming, ensuring strong retail activation and market execution across national and independent accounts.
Conduct regular business reviews with distributor leadership to assess performance, identify opportunities, and drive continuous improvement.
Collaborate with distributors on trade marketing initiatives, merchandising programs, and in-store promotional execution.
Performance Monitoring & Optimization:
Track and analyze key sales metrics, program effectiveness, and market execution to drive data-informed decision-making.
Utilize sales data, inventory reports, and market feedback to proactively address performance gaps and optimize execution across national and independent accounts.
Work weekly with TDM/Portfolio Managers to review program effectiveness, inventory management, and execution trackers, ensuring seamless rollout of initiatives.
Relationship Management & Collaboration:
Build and maintain strong relationships with distributor General Managers (GMs) and Vice Presidents (VPs) to ensure alignment on sales execution strategies.
Organize and lead quarterly and annual national and state-level business meetings with distributors to review program performance and refine execution strategies.
Partner with cross-functional teams, including marketing, finance, and operations, to align sales programs with overall business objectives.
Sales Team Development & Leadership:
Drive a high-performance sales culture focused on execution, accountability, and results.
Provide coaching and guidance to sales teams to improve field execution and sales performance.
Develop and implement sales training programs that enhance execution excellence and distributor engagement.
Qualifications
You are a visionary sales leader with deep experience in the wine and beverage industry and a proven ability to manage complexity, lead teams, and grow premium brands. You thrive in fast-paced environments, build trusted relationships, and bring a combination of strategic rigor and creative problem-solving. You lead with purpose, develop people with intention, and drive performance through clear expectations and strong partnerships. You ensure distributors and accounts are aligned with business goals and consistently deliver results.
Minimum of 7 years of sales experience in wine and spirits
Deep understanding of distributor management, pricing strategy, and sales execution across diverse markets
Strong analytical and financial management acumen
Outstanding leadership, communicat
About the Company
Located in Paso Robles, JUSTIN Vineyards & Winery was founded in 1981 and is known for crafting world class wines using Bordeaux grape varieties. Widely recognized for their iconic ISOSCELES Bordeaux blend, JUSTIN is also known for their Cabernet Sauvignon. The property at JUSTIN features a Tasting Room, luxury suite accommodations and a Restaurant - making it the only winery on the Central Coast to offer all three options. In addition to its stellar hospitality offerings, JUSTIN consistently receives top honors around the w...
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