Director of Sales, Exclusive Brands

Work Location Delicato Vineyards Napa

Acting on their own initiative, the Director Sales, Exclusive Brands leads the development and execution of Delicato's private label strategies across current Customer Assignments alongside new business activations with New Customers. This role maintains strong relationships across all key internal stakeholders involved in successfully servicing the Customer, including Supply Chain, Finance, Legal, Compliance, and Bottling Operations. Additionally, this person will work with national distributors / wholesalers to drive results in their assigned accounts.

They lead account planning and budgeting to achieve business and performance objectives.

• Oversees, directs, and manages departmental activities and team performance
• Drives and models company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions
• Develops and implements clearly defined operational and individual goals to develop employees, achieve productivity levels, and to attain the company's strategic plan
• Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations
• Executes departmental financial objectives by preparing budgets, scheduling expenditures, analyzing variances, and initiating corrective action
• Achieves departmental results to ensure the effective delivery of the strategic plan
• Develops staffing needs; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives
• Promotes and ensures a safe and healthy work environment for all employees
• Leads the way and prepares departmental staff for success in a continually changing environment
• 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

• Develops and implements comprehensive account strategies to drive revenue growth and deepen customer relationships across assigned account universe
• Partners with VP Exclusive on New Product Development and Project Management functions for all new business development for both Exclusive Brands and new potential national brands; establishes and monitors timeline objectives and procedures governing product deliverables in alignment with customer expectations; establishes priorities and manages the production and operational aspects of key projects to ensure customer satisfaction is optimized
• Builds and maintains strong relationships with distributor / wholesaler partners, program presentation, implementation and execution, and ensuring alignment with business goals to drive sales
• Collaborates with Exclusive Creative and Supply Chain (Internal and External) teams to optimize customer experience, increase product visibility, and achieve successful New Product launches and current brand sales targets
• Collaborates closely with demand planning teams to align forecasts with sales and production plans, ensuring inventory levels support margin optimization
• Has full P&L responsibility for exclusive brands, including strategic planning, revenue forecasting, cost control, and financial reporting. Drives profits through operational efficiency and market initiatives
• Develops and utilizes detailed financial models to evaluate potential business opportunities, investments, and strategic initiatives
• Analyzes market trends, customer data, and competitive landscape to identify high-impact sales strategies that drive revenue growth and profitability
• Creates a positive, productive work environment that motivates employees, enhances their satisfaction, and drives high performance. This includes setting clear expectations, providing regular feedback, supporting professional development, and fostering a culture of recognition and accountability
• Continually evolves profitable business model by providing creative solutions to customers changing needs and developing innovative product solutions for the prevailing market conditions and business cycles
• Assesses and selects the appropriate entry mode (e.g., direct, joint ventures, licensing, distributors / wholesalers). Adapting the RTM to local regulations, expectations, and infrastructure activities related to Route to Market
• Works effectively and respectfully with colleagues, cross-functional teams, and external partners to achieve shared goals and drive…