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Director of Sales & Commercial Operations (California) - JUSTIN, Lewis Cellars,
ZipRecruiter, San Francisco, California, United States, 94199
Wonderful Wines, the premium wine division of The Wonderful Company, unites three iconic wineries — JUSTIN Vineyards & Winery, Lewis Cellars, and Landmark Vineyards — under one umbrella. Known for innovation and excellence, our mission is to craft extraordinary wines and unforgettable experiences.
Under the direction of the VP of Sales & Commercial Operations, the
Director of Sales & Commercial Operations (California)
is responsible for driving sales execution and implementing 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. Sales Strategy & Execution
Lead the execution of 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 independent accounts and other channels. 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 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 GMs and VPs to ensure alignment on sales execution strategies. Organize and lead quarterly and annual 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, communication, and interpersonal skills Proven ability to coach and inspire high-performing teams Experience designing and evaluating incentive programs, promotional plans, and pricing models Proficiency with tools such as iDIG, KARMA, and VIP Price 2.0 Strategic thinking and adaptability to evolving market conditions A true passion for premium wines and a commitment to quality, innovation, and long-term brand building Bachelor’s degree in a business-related field; Master’s degree in business administration a plus. Your Team
You will lead a regionally focused, results-oriented wholesale sales team and collaborate with colleagues across Sales, Marketing, Accounts, Trade Marketing, Operations, and Analytics. Together, your work will help shape the commercial future of our brands and ensure long-term success in the market. Why This Role Matters
This role is a key driver of Wonderful Wines\' growth and brand strength. Through strong distributor partnerships, disciplined execution, and bold leadership, you’ll help position our portfolio as the choice in premium wine. Growth Path
Outstanding performance in this role opens the door to broader opportunities across the organization. You’ll play a critical role in shaping regional strategy, mentoring the next generation of sales leaders, and contributing meaningfully to the long-term success of Wonderful Wines. Working Conditions
Hybrid work model with remote flexibility and periodic on-site presence Frequent regional travel Physical requirements include mobility for travel and event participation Location
Location for this role is Northern California; however, strong candidates based in Southern California will also be considered Pay Range: $125,000 - $135,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience. Additional Information
Thriving Wellness Community:
Access to medical coverage, comprehensive vision and dental plans, and a 401k with match eligibility. Resources include 24/7 online physician consultations, virtual mental health resources, life coaching, employee community groups, cash rewards for healthy habits, fitness reimbursements, and on-demand fitness videos. Career Advancement Opportunities:
Clear paths for career progression and internal mobility across our diverse family of brands. Focused Learning & Development:
Resources from People Manager and leadership training, webinars, and eLearning courses. Mentorship Program:
Company-wide mentorship to support goal setting and career development. Continuous Improvement Training:
Training to empower learning and positive change in the workplace. Building a Healthy Society:
The Wonderful Company has invested in education, health, community development, and sustainability; 2024 recognition includes PEOPLE\'s 100 Companies That Care and Fortune 100 Best Companies to Work For. Learn more at csr.wonderful.com. Giving Back to the Community:
Wonderful Giving to support charities of your choice and Wonderful Neighbor for community service. Located in Paso Robles, JUSTIN Vineyards & Winery crafts world-class wines using Bordeaux varieties. JUSTIN offers a tasting room, luxury accommodations at the JUST Inn, and a restaurant. For more details, visit JUSTIN\'s official site after the link in this description.
#J-18808-Ljbffr
Director of Sales & Commercial Operations (California)
is responsible for driving sales execution and implementing 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. Sales Strategy & Execution
Lead the execution of 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 independent accounts and other channels. 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 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 GMs and VPs to ensure alignment on sales execution strategies. Organize and lead quarterly and annual 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, communication, and interpersonal skills Proven ability to coach and inspire high-performing teams Experience designing and evaluating incentive programs, promotional plans, and pricing models Proficiency with tools such as iDIG, KARMA, and VIP Price 2.0 Strategic thinking and adaptability to evolving market conditions A true passion for premium wines and a commitment to quality, innovation, and long-term brand building Bachelor’s degree in a business-related field; Master’s degree in business administration a plus. Your Team
You will lead a regionally focused, results-oriented wholesale sales team and collaborate with colleagues across Sales, Marketing, Accounts, Trade Marketing, Operations, and Analytics. Together, your work will help shape the commercial future of our brands and ensure long-term success in the market. Why This Role Matters
This role is a key driver of Wonderful Wines\' growth and brand strength. Through strong distributor partnerships, disciplined execution, and bold leadership, you’ll help position our portfolio as the choice in premium wine. Growth Path
Outstanding performance in this role opens the door to broader opportunities across the organization. You’ll play a critical role in shaping regional strategy, mentoring the next generation of sales leaders, and contributing meaningfully to the long-term success of Wonderful Wines. Working Conditions
Hybrid work model with remote flexibility and periodic on-site presence Frequent regional travel Physical requirements include mobility for travel and event participation Location
Location for this role is Northern California; however, strong candidates based in Southern California will also be considered Pay Range: $125,000 - $135,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience. Additional Information
Thriving Wellness Community:
Access to medical coverage, comprehensive vision and dental plans, and a 401k with match eligibility. Resources include 24/7 online physician consultations, virtual mental health resources, life coaching, employee community groups, cash rewards for healthy habits, fitness reimbursements, and on-demand fitness videos. Career Advancement Opportunities:
Clear paths for career progression and internal mobility across our diverse family of brands. Focused Learning & Development:
Resources from People Manager and leadership training, webinars, and eLearning courses. Mentorship Program:
Company-wide mentorship to support goal setting and career development. Continuous Improvement Training:
Training to empower learning and positive change in the workplace. Building a Healthy Society:
The Wonderful Company has invested in education, health, community development, and sustainability; 2024 recognition includes PEOPLE\'s 100 Companies That Care and Fortune 100 Best Companies to Work For. Learn more at csr.wonderful.com. Giving Back to the Community:
Wonderful Giving to support charities of your choice and Wonderful Neighbor for community service. Located in Paso Robles, JUSTIN Vineyards & Winery crafts world-class wines using Bordeaux varieties. JUSTIN offers a tasting room, luxury accommodations at the JUST Inn, and a restaurant. For more details, visit JUSTIN\'s official site after the link in this description.
#J-18808-Ljbffr