Sr. Director Off-Premise National Accounts - West

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Sr. Director Off-Premise National Accounts - West
Fully Remote • Sales
Full-time
Overview

Note:

This is a remote-based position.
Description

About Foley Family Wines & Spirits
In spring of 1996, Bill & Carol Foley purchased 1,000 acres of lush and fertile earth within the then relatively unknown Sta. Rita Hills region of Santa Barbara County. Their plan – produce hand-crafted Chardonnay and Pinot Noir that reflected the best of California’s Central Coast. Named for their two daughters – Lindsey & Courtney – Lincourt Vineyards was born, and with it, the beginning of Foley Family Wines & Spirits.
Summary
The Sr. Director of National Accounts oversees the growth of our entire portfolio across the U.S. in targeted Retail Strategic Accounts. This position reports to the VP of Sales Off-Premise National Accounts and focuses on achieving profitable growth, building brands, and driving share growth.
The successful candidate will prioritize training, developing, and inspiring team members. They will focus on executing the national plan, with an emphasis on expanding our presence in the super-premium and luxury segments of our wine and spirits portfolio.
Scope of Responsibilities

Portfolio Growth Strategy

– Spearhead account-specific planning and programming initiatives within the assigned region. Collaborate with the wholesale sales execution team to bolster sales performance through effective execution.
National & Regional Accounts

– Develop National and Regional accounts using strategies such as enhanced distribution, highlighted promotions, strategic partnerships, and growth plans. Establish and nurture relationships with senior-level management in National and Regional Accounts. Ensure activation of appropriate tools and custom execution plans. Regional and National Accounts in this role include, but are not limited to ABSCO Corp, Whole Foods, BevMo, Raley’s, HEB, Ralph’s, Fry’s, Costco, and Spec’s.
Distributor/Wholesaler Management

– Collaborate with the wholesale sales team to enhance distributor performance, achieve business goals, and provide exceptional account service. Establish high-performance standards and ensure clear communication of programs and chain expectations to Foley Family Wines Sales Managers.
Sales Planning

– Drive sales planning by applying industry trends, customer objectives, and category management to synthesize brand equities, data, and financial parameters into impactful annual business and sales plans.
Financial Delivery

– Drive revenue, profit, depletion, and share for each brand. Manage regional Strategic Account budgets, allocate investments, and identify risks and opportunities. Maintain a division-wide scorecard and develop action plans to address gaps.
People Development

– Coach and develop strategic account managers, recruit and retain top performers, foster a collaborative culture, and create individual development plans.
Analytics & BI

– Leverage Sales and Business Intelligence resources to conduct performance analyses, track results against targets, and present findings to key stakeholders to drive growth and revenue targets for strategic accounts.
Company Core Values

Teamwork – Be a Spirited Partner
Commitment – Crush Every Day
Quality – Good vs. Grape: It’s All in The Details
Integrity – It Takes a Community
Safety – Tend the Vines
Entrepreneurship – Love the Wine You’re With
Fun! - Smile! You Have Purple Teeth!
Requirements

Experience Base:
Wine & Spirits Category

– Proven Sales results in the Beverage Alcohol industry and relevant wine experience.
Distributor Performance

– Strong relationships with key distributors/wholesalers; ability to drive performance through clear ways of working. Ideally includes SGW&S.
Organizational & People Development

– Experience leading high-performing Sales teams, including recruiting, hiring, developing, motivating, and promoting direct reports; ability to foster a collaborative culture and hold teams accountable for targets.
Cross-Functional Collaboration

– Track record of collaborating with multifunctional partners to execute go-to-market strategy.

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