National Wine Director

National Wine Director

• Location:
  
  Miami, Florida
• Type:
  Direct Hire
• Job #86794
• Salary: $150,000

Job Title:
National Wine Director (Wine & Spirits) - Direct Hire
Location:
Miami, FL 33166
Salary: $80,000-$150,000, plus commission and/or bonuses, depending on experience

Position Summary
The National Wine Director (Wine & Spirits) is responsible for leading the national commercial strategy for the company's wine portfolio, with the flexibility to support spirits and future category expansion. This role oversees sales, distribution, and brand development across the U.S. within the three-tier system, while also supporting the company's dual role as a licensed importer and a Miami-based distributor.
As a senior leader within a mid-sized organization, the National Wine Director combines strategic planning with hands-on execution, working closely with ownership, operations, and field teams to drive sustainable growth, profitability, and brand presence at both the national and local levels.
Key Responsibilities
Strategic Leadership & Growth

• Develop and execute national sales and distribution strategies for wine, with the ability to incorporate spirits portfolios as the business evolves
• Lead annual business planning, sales forecasting, budgeting, and revenue growth initiatives
• Identify expansion opportunities across states, channels, and key accounts
• Support brand launches, portfolio development, and go-to-market strategies

Importer & Distributor Management

• Oversee relationships with national, regional, and control-state distributors
• Manage and optimize the company's importer relationships and supplier partnerships
• Work closely with the Miami distribution team to align local execution with national strategy
• Ensure pricing, margin structure, and route-to-market strategies are effective and compliant

Sales Execution & Market Development

• Drive depletion growth through strong distributor execution and market prioritization
• Personally engage in key markets and accounts to support distributor teams and close strategic opportunities
• Support on- and off-premise development, including independent and chain accounts
• Collaborate with marketing on trade programs, incentives, merchandising, and activations

Key & National Account Development

• Develop and manage national and regional accounts, including chain retail, restaurant groups, and strategic partners
• Negotiate placements, promotions, pricing, and programming to maximize visibility and volume
• Maintain strong relationships with key decision-makers across the trade

Team Leadership & Cross-Functional Collaboration

• Recruit, train, and manage regional and field sales resources as needed
• Establish KPIs, accountability standards, and performance expectations
• Work cross-functionally with logistics, finance, compliance, and operations teams
• Serve as a key commercial partner to executive leadership

Financial & Operational Oversight

• Manage sales forecasting, demand planning, and inventory alignment
• Oversee trade spend and ensure strong ROI on A&P investments
• Monitor performance using distributor reporting tools, CRM systems, and analytics
• Support compliance with federal, state, and local alcohol regulations

Qualifications
Experience

• 10+ years of experience in the wine and/or spirits industry
• Strong working knowledge of the U.S. three-tier system
• Experience working with importers, distributors, and direct distribution environments
• Proven ability to grow brands in competitive markets
• Experience in both strategic planning and hands-on sales execution

Skills & Competencies

• National and regional sales strategy
• Distributor and wholesaler management
• Pricing, margin, and route-to-market optimization
• Key and national account development
• Forecasting, budgeting, and performance management
• Leadership, coaching, and relationship building
• Strong communication, negotiation, and presentation skills

Education

• Bachelor's degree preferred (Business, Marketing, or related field)

Travel Requirements

• Moderate to extensive travel (40-60%), including distributor markets, key accounts, and industry events