Senior Director Sales, California & Hawaii

$118,000 - $167,000/Yr

Treasury Wine Estates

Full-time - Senior

Remote

Merchant Wholesalers, Nondurable Goods

About the position

Treasury Wine Estates (TWE) is seeking an experienced Senior Director, Bold Brand Sales to lead the establishment and delivery of annual goals across Bold Brands in the West Division. This role is pivotal in managing distributor expectations and executing market strategies that align with TWE initiatives and local sales programs to drive immediate sales. The ideal candidate will reside in California and will be responsible for building trust between TWE and its distributor partners, focusing on value and alignment across organizations. In this leadership position, you will oversee the development of the annual market plan aimed at achieving volume, distribution, and profit goals for the TWE portfolio. You will be tasked with delivering gross profit, annual shipment/depletion, and distribution goals while directing and evaluating distributor performance against TWE's market budget and plan. Additionally, you will develop pricing and program strategies that meet market goals and negotiate pricing and margins with key distributor management. As a technical expert on TWE's brands, you will be responsible for building and strengthening relationships, collaborating with internal teams, and ensuring effective execution of programs. You will educate distributor sales personnel on the TWE Brand Portfolio and ensure compliance with national account programs. Your role will also involve using market data to identify opportunities, conducting tastings and presentations, and managing merchandising and promotional materials effectively. This position requires a strong focus on results, innovation, and project management, ensuring that all tasks are completed efficiently and effectively. You will work closely with distributor salespeople and management to drive success in the market, making this a critical role in TWE's sales strategy.

Responsibilities

• Building the annual market plan to deliver annual volume, distribution, and profit goals for the TWE portfolio.
• Delivering gross profit, annual shipment/depletion, and distribution goals for the TWE portfolio.
• Directing, monitoring and evaluating Distributors performance against TWE market budget/plan.
• Developing distributor pricing and program strategies that deliver the market goals.
• Negotiating pricing and margin with key distributor management.
• Educating Distributor sales personnel on the TWE Brand Portfolio and the brand standards we expect.
• Ensuring distributor partners are managing compliance of National On & Off Premise account programs.
• Using market data to identify market opportunities and sharing this with the Distributor Sales Team.
• Conducting tastings and presentations to members of the trade and consumers; attending special promotions, such as wine tasting dinners.
• Managing the use of merchandising, POS, and promotional materials and budgets.

Requirements

• Bachelor's degree or equivalent work experience in a related field.
• Minimum of 7 years of professional outside wine/alcohol sales experience.
• Three-tier management experience.
• Knowledge of wine, wine terms, and growing techniques.
• Passion for wine and the ability to continuously learn new wines and brands.
• Computer proficiency in Microsoft Office (Word, Excel, PowerPoint), desktop publishing programs; experience with Essbase and Pricer preferred.
• Valid driver's license.
• Excellent verbal and written communication skills.
• Strong persuasive presentation skills, including the ability to speak before large audiences.
• Strong negotiation and mediation skills with the ability to influence and motivate others.
• Ability to manage tasks and exercise independent judgment without supervision.
• Analytical skills to develop customer/distributor strategies based on competitive data.
• Organizational skills and strong project management capabilities.

Nice-to-haves

• Experience in the wine industry or related fields.
• Familiarity with digital marketing strategies for brand promotion.
• Ability to speak multiple languages.

Benefits

• Access to the world's most celebrated wines through our employee product allowance.
• True flexibility in determining how, when, and where you work.
• Global opportunities across the US, Australia & New Zealand, Asia, UK/Europe.
• Opportunity to work with a world-class luxury brand portfolio.
• Structured development programs to support health, wellbeing, and leadership potential.
• Competitive benefits package including Medical, Dental, and Vision, Paid Time Off, 401K with company match.