JUSTIN Vineyards & Winery
Sr. Manager, DTC Channel Strategy
JUSTIN Vineyards & Winery, Los Angeles, California, United States, 90079
Overview
Wonderful Wines
is the premium wine division of The Wonderful Company, uniting
JUSTIN Vineyards & Winery ,
Lewis Cellars , and
Landmark Vineyards . We craft extraordinary wines and unforgettable experiences across California’s winegrowing regions.
Position Summary The Senior Manager, DTC Channel Strategy is a key commercial leader responsible for translating deep customer and business insights into actionable growth strategies that strengthen Wonderful Wines’ Direct-to-Consumer (DTC) channels. The role combines analytical rigor with entrepreneurial vision, ensuring the winery continues to attract, retain, and grow its most valuable customers while identifying new pathways for sustainable revenue.
Responsibilities
Lead opportunity assessments to identify new revenue streams (e.g., referrals, subscriptions, loyalty programs, corporate partnerships, satellite activations).
Translate consumer insights, market data, and financial modeling into go-to-market strategies that expand reach and accelerate growth.
Build business cases and influence senior leadership to invest in new channels, partnerships, and innovations.
Continuously evaluate DTC performance against market trends, ensuring strategies evolve with consumer behavior.
Partner with DTC & Brand Marketing to launch innovative offerings such as curated gift packs, seasonal SKUs, and limited formats.
Design differentiated pricing and membership structures that attract new audiences while maximizing lifetime value from existing customers.
Develop acquisition partnerships (e.g., luxury brands, financial institutions, affinity groups) to bring DTC wines to new customers and audiences.
Enhance existing offerings—wine club tiers, customization, library offerings, on-property experiences—to deepen engagement and drive incremental revenue.
Build and oversee annual and seasonal DTC sales plans, aligning promotions, campaigns, and releases with customer demand and inventory goals.
Develop and manage wine club shipment strategies that optimize timing, communications, and packaging to boost satisfaction and retention.
Create tactical sell-through plans for excess inventory, balancing revenue capture with brand integrity.
Lead cross-functional teams in executing product launches across eCommerce, wine club, tasting rooms, and events, ensuring consistency and impact.
Track performance in real time, adjusting strategies to maximize revenue and mitigate risks.
Serve as the internal expert on customer behavior, purchase trends, and segmentation, ensuring every decision is anchored in data.
Provide leadership with clear, actionable insights on customer lifetime value, retention, and channel performance.
Use post-campaign and post-launch analyses to refine future strategies and continuously raise performance standards.
Partner with Hospitality, Marketing, Operations, and Finance to ensure alignment between sales strategies, customer experiences, and profitability targets.
Act as the connective tissue between teams, ensuring every initiative is delivered with excellence from ideation to execution.
Qualifications
7+ years in sales strategy, commercial planning, or DTC growth in wine, CPG, luxury hospitality, or eCommerce.
Proven success in driving measurable revenue through acquisition, loyalty, and retention strategies.
Strong analytical skills with expertise in financial modeling, forecasting, and turning data into actionable insights.
Demonstrated success in leading cross-functional go-to-market execution.
Excellent communication and influencing skills, with the ability to gain alignment across senior leadership and cross-functional teams.
Wine or premium beverage background preferred; understanding of wine club logistics, customer lifecycle management, and tasting room operations ideal.
Proficiency with Commerce7, WineDirect, Salesforce, or similar CRM/eCommerce systems preferred.
MBA strongly preferred.
Benefits
Competitive salary: $130,000 – $150,000 plus discretionary bonus.
Hybrid schedule: Monday–Wednesday in office, Thursday–Friday remote.
Health and wellness: comprehensive medical, vision, dental, 24/7 online physician consultations, virtual mental health resources, and life coaching.
Financial security: 401(k) with match eligibility.
Career advancement: internal mobility across Wonderful Wines and The Wonderful Company.
Learning and development: access to People Manager, leadership training, webinars, and eLearning courses.
Community impact: access to corporate social responsibility resources at
csr.wonderful.com .
EEO Statement The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories. EEO is the law –
click here for more information .
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is the premium wine division of The Wonderful Company, uniting
JUSTIN Vineyards & Winery ,
Lewis Cellars , and
Landmark Vineyards . We craft extraordinary wines and unforgettable experiences across California’s winegrowing regions.
Position Summary The Senior Manager, DTC Channel Strategy is a key commercial leader responsible for translating deep customer and business insights into actionable growth strategies that strengthen Wonderful Wines’ Direct-to-Consumer (DTC) channels. The role combines analytical rigor with entrepreneurial vision, ensuring the winery continues to attract, retain, and grow its most valuable customers while identifying new pathways for sustainable revenue.
Responsibilities
Lead opportunity assessments to identify new revenue streams (e.g., referrals, subscriptions, loyalty programs, corporate partnerships, satellite activations).
Translate consumer insights, market data, and financial modeling into go-to-market strategies that expand reach and accelerate growth.
Build business cases and influence senior leadership to invest in new channels, partnerships, and innovations.
Continuously evaluate DTC performance against market trends, ensuring strategies evolve with consumer behavior.
Partner with DTC & Brand Marketing to launch innovative offerings such as curated gift packs, seasonal SKUs, and limited formats.
Design differentiated pricing and membership structures that attract new audiences while maximizing lifetime value from existing customers.
Develop acquisition partnerships (e.g., luxury brands, financial institutions, affinity groups) to bring DTC wines to new customers and audiences.
Enhance existing offerings—wine club tiers, customization, library offerings, on-property experiences—to deepen engagement and drive incremental revenue.
Build and oversee annual and seasonal DTC sales plans, aligning promotions, campaigns, and releases with customer demand and inventory goals.
Develop and manage wine club shipment strategies that optimize timing, communications, and packaging to boost satisfaction and retention.
Create tactical sell-through plans for excess inventory, balancing revenue capture with brand integrity.
Lead cross-functional teams in executing product launches across eCommerce, wine club, tasting rooms, and events, ensuring consistency and impact.
Track performance in real time, adjusting strategies to maximize revenue and mitigate risks.
Serve as the internal expert on customer behavior, purchase trends, and segmentation, ensuring every decision is anchored in data.
Provide leadership with clear, actionable insights on customer lifetime value, retention, and channel performance.
Use post-campaign and post-launch analyses to refine future strategies and continuously raise performance standards.
Partner with Hospitality, Marketing, Operations, and Finance to ensure alignment between sales strategies, customer experiences, and profitability targets.
Act as the connective tissue between teams, ensuring every initiative is delivered with excellence from ideation to execution.
Qualifications
7+ years in sales strategy, commercial planning, or DTC growth in wine, CPG, luxury hospitality, or eCommerce.
Proven success in driving measurable revenue through acquisition, loyalty, and retention strategies.
Strong analytical skills with expertise in financial modeling, forecasting, and turning data into actionable insights.
Demonstrated success in leading cross-functional go-to-market execution.
Excellent communication and influencing skills, with the ability to gain alignment across senior leadership and cross-functional teams.
Wine or premium beverage background preferred; understanding of wine club logistics, customer lifecycle management, and tasting room operations ideal.
Proficiency with Commerce7, WineDirect, Salesforce, or similar CRM/eCommerce systems preferred.
MBA strongly preferred.
Benefits
Competitive salary: $130,000 – $150,000 plus discretionary bonus.
Hybrid schedule: Monday–Wednesday in office, Thursday–Friday remote.
Health and wellness: comprehensive medical, vision, dental, 24/7 online physician consultations, virtual mental health resources, and life coaching.
Financial security: 401(k) with match eligibility.
Career advancement: internal mobility across Wonderful Wines and The Wonderful Company.
Learning and development: access to People Manager, leadership training, webinars, and eLearning courses.
Community impact: access to corporate social responsibility resources at
csr.wonderful.com .
EEO Statement The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories. EEO is the law –
click here for more information .
#J-18808-Ljbffr