Direct to Consumer Sales Manager - Black Stallion Estate Winery
Delicato Family Wines, Napa, California, United States, 94559
Position Purpose
Under Little or No Supervision and Acting on Own Initiative, the Direct to Consumer (DTC) Sales Manager is responsible for the continued growth and development of all direct to customer sales channels. The DTC Sales Manager monitors and manages wine inventory through forecasting, depletion reporting and analyses. The DTC Sales Manager also oversees the integrity of consumer data in the POS system and on the winery website. This role works cross‑functionally with other departments such as accounting, winemaking, compliance, IT, etc. to ensure Black Stallion Estate Winery (BSEW) retail sales adheres to company vision and goals.
Work Location Napa, CA
Team Leadership and Culture
Manages and monitors day‑to‑day operations and team performance to ensure smooth workflows and that company standards are met
Manages company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions; encourages strong work ethic and fosters an environment of trust and respect
Develops and aligns individual goals with the department's operational goals; ensures that decisions, actions, and priorities are aligned with the company's vision, mission, and strategies
Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations
Assists in preparing the departmental budget, monitors spending, and directs team in cost‑effective operations to ensure adherence to financial objectives
Monitors performance and regularly communicates with direct reports to achieve mutual understanding and desired results
Partners with immediate manager to determine staffing needs; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives
Provides employees with a safe, healthy, and rewarding work environment; ensures delivery and completion of monthly safety topics
Communicates and supports change initiatives and decisions in an effective manner to successfully guide team through change
Fosters a work environment that encourages creative thinking, promotes flexibility, and drives innovation
Addresses employee issues, concerns, and complaints in an objective and confidential manner; notifies HR Business Partner and keeps immediate manager informed as appropriate
Ensures compliance and consistent application of company policies, initiatives, and decisions
Coaches, guides, and develops direct reports; fully engages in the GPS (Performance Management) process; provides high‑quality feedback, and ensures proper GPS documentation of employee performance, recognition, and deficiencies
Essential Duties
Works with the BSEW General Manager (GM) to develop annual direct sales plan and creates sales programs to achieve annual goals.
Responsible for the continued growth and development of all direct to customer sales through the Wine Club, website, phone, and email campaigns. Maintains website functionality, updates, and ensures information is current and webstore is functioning correctly.
Analyzes Wine Club and e‑commerce sales and develops new programming as needed. Creates programs to increase wine club acquisition and retention. Facilitates wine club commission and QPOs for tasting room personnel.
Manages BSEW wine club and all peripheral activities related to the wine club. Selects wine club shipment wines based on sales goals and current inventory levels. Processes wine club batch sales and ensures all shipping orders are in compliance with state and federal regulations. Writes and designs newsletters, communicates to membership and coordinates wine club events. Ensures all wine club members receive superior customer service. Develops wine club related programs to retain and increase membership levels.
Oversees the Customer Relationship Management (CRM) efforts for the winery. Directly communicates with all customers to increase sales, customer retention and loyalty. Works closely with other BSEW departments to facilitate customer communication needs. Maintains complete and accurate customer data. Monitors email campaigns to measure effectiveness and improve strategies.
Monitors and manages limited release (LR) wine inventory through forecasting, depletion reporting, and analyses. Manages the BSEW forecast with input from GM, winemaking, International and Domestic sales. In conjunction with North Coast Winemaking, coordinates and facilitates the release of new vintages. Creates wine notes and coordinates bottle photography. Approves internal requests for use of LR wines based on inventory levels and need. Analyzes inventory levels and makes recommendations to GM on production levels, new products or discontinued products. Communicates inventory status to BSEW managers. Oversees physical inventory at the winery level.
Provides financial information to managers and other departments monthly or as needed. Researches and resolves any discrepancies that may occur.
Performs other duties as assigned.
Non‑Essential Duties
Provides financial information to managers and other departments as needed. Researches and resolves any discrepancies that may occur. Provides assistance to other Point of Sale (POS) users or outside departments when needed.
Coordinates wine shipping efforts for the winery. Provides product information to Compliance and ensures all order in ShipCompliance are complete and up to date for Compliance month‑end reporting. Sources shipping supplies, negotiates rates with FedEx and monitors shipping expenses to shipping fees charged to customers.
Minimum Requirements Education and Experience Bachelor’s Degree with emphasis on Business Administration or Sales and Marketing preferred with a minimum of five years direct to consumer sales experience.
Knowledge, Skills, And Abilities Knowledge of wine, winemaking and/or wine culture and wine clubs. Exceptional sales and customer service skills a must. A solid understanding of luxury goods clientele. Proficient in Microsoft Office and POS systems.
Certificates and Licenses N/A
Working Conditions Ability to lift and carry 50 pounds and sitting and using a monitor for long periods of time.
Work Standards
Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
Communicates, interacts, and works effectively with others; is receptive to feedback and coaching; voices concerns in a constructive manner
Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
Follows all Company policies and procedures
Additional Comments Management retains the discretion to add to or change the duties of the position at any time.
California Pay Transparency Disclaimer This is a Exempt position. The pay range for this position is $76,353.84 to $119,397.60. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon a number of factors, including but not limited to the candidate’s qualifications, education, experience, internal equity and alignment with market data.
Benefits Package Delicato Family Wines 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.
NOTICE TO THIRD PARTY AGENCIES Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.
Equal Opportunity Employer Delicato Family Wines is an Equal Opportunity Employer.
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Work Location Napa, CA
Team Leadership and Culture
Manages and monitors day‑to‑day operations and team performance to ensure smooth workflows and that company standards are met
Manages company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions; encourages strong work ethic and fosters an environment of trust and respect
Develops and aligns individual goals with the department's operational goals; ensures that decisions, actions, and priorities are aligned with the company's vision, mission, and strategies
Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations
Assists in preparing the departmental budget, monitors spending, and directs team in cost‑effective operations to ensure adherence to financial objectives
Monitors performance and regularly communicates with direct reports to achieve mutual understanding and desired results
Partners with immediate manager to determine staffing needs; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives
Provides employees with a safe, healthy, and rewarding work environment; ensures delivery and completion of monthly safety topics
Communicates and supports change initiatives and decisions in an effective manner to successfully guide team through change
Fosters a work environment that encourages creative thinking, promotes flexibility, and drives innovation
Addresses employee issues, concerns, and complaints in an objective and confidential manner; notifies HR Business Partner and keeps immediate manager informed as appropriate
Ensures compliance and consistent application of company policies, initiatives, and decisions
Coaches, guides, and develops direct reports; fully engages in the GPS (Performance Management) process; provides high‑quality feedback, and ensures proper GPS documentation of employee performance, recognition, and deficiencies
Essential Duties
Works with the BSEW General Manager (GM) to develop annual direct sales plan and creates sales programs to achieve annual goals.
Responsible for the continued growth and development of all direct to customer sales through the Wine Club, website, phone, and email campaigns. Maintains website functionality, updates, and ensures information is current and webstore is functioning correctly.
Analyzes Wine Club and e‑commerce sales and develops new programming as needed. Creates programs to increase wine club acquisition and retention. Facilitates wine club commission and QPOs for tasting room personnel.
Manages BSEW wine club and all peripheral activities related to the wine club. Selects wine club shipment wines based on sales goals and current inventory levels. Processes wine club batch sales and ensures all shipping orders are in compliance with state and federal regulations. Writes and designs newsletters, communicates to membership and coordinates wine club events. Ensures all wine club members receive superior customer service. Develops wine club related programs to retain and increase membership levels.
Oversees the Customer Relationship Management (CRM) efforts for the winery. Directly communicates with all customers to increase sales, customer retention and loyalty. Works closely with other BSEW departments to facilitate customer communication needs. Maintains complete and accurate customer data. Monitors email campaigns to measure effectiveness and improve strategies.
Monitors and manages limited release (LR) wine inventory through forecasting, depletion reporting, and analyses. Manages the BSEW forecast with input from GM, winemaking, International and Domestic sales. In conjunction with North Coast Winemaking, coordinates and facilitates the release of new vintages. Creates wine notes and coordinates bottle photography. Approves internal requests for use of LR wines based on inventory levels and need. Analyzes inventory levels and makes recommendations to GM on production levels, new products or discontinued products. Communicates inventory status to BSEW managers. Oversees physical inventory at the winery level.
Provides financial information to managers and other departments monthly or as needed. Researches and resolves any discrepancies that may occur.
Performs other duties as assigned.
Non‑Essential Duties
Provides financial information to managers and other departments as needed. Researches and resolves any discrepancies that may occur. Provides assistance to other Point of Sale (POS) users or outside departments when needed.
Coordinates wine shipping efforts for the winery. Provides product information to Compliance and ensures all order in ShipCompliance are complete and up to date for Compliance month‑end reporting. Sources shipping supplies, negotiates rates with FedEx and monitors shipping expenses to shipping fees charged to customers.
Minimum Requirements Education and Experience Bachelor’s Degree with emphasis on Business Administration or Sales and Marketing preferred with a minimum of five years direct to consumer sales experience.
Knowledge, Skills, And Abilities Knowledge of wine, winemaking and/or wine culture and wine clubs. Exceptional sales and customer service skills a must. A solid understanding of luxury goods clientele. Proficient in Microsoft Office and POS systems.
Certificates and Licenses N/A
Working Conditions Ability to lift and carry 50 pounds and sitting and using a monitor for long periods of time.
Work Standards
Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
Communicates, interacts, and works effectively with others; is receptive to feedback and coaching; voices concerns in a constructive manner
Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
Follows all Company policies and procedures
Additional Comments Management retains the discretion to add to or change the duties of the position at any time.
California Pay Transparency Disclaimer This is a Exempt position. The pay range for this position is $76,353.84 to $119,397.60. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon a number of factors, including but not limited to the candidate’s qualifications, education, experience, internal equity and alignment with market data.
Benefits Package Delicato Family Wines 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.
NOTICE TO THIRD PARTY AGENCIES Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.
Equal Opportunity Employer Delicato Family Wines is an Equal Opportunity Employer.
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