Director of National Accounts Off Sale

Director of National Accounts Off Sale

Position based in California. Manages high volume National Accounts business including sales, distribution, pricing, profitability, and programming. Directly manages assigned headquarters team, providing top-to-bottom management of corporate headquarters.

• Develop and execute strategic business plans for assigned National and Regional Accounts, including pricing, distribution, programming, and marketing based on market insights.
• Build annual sales and financial plans aligned with Ste. Michelle’s strategic objectives to drive profitable growth.
• Foster strong internal partnerships across Sales, Marketing, Operations, Legal, and Winemaking to deliver collaborative, win-win solutions.
• Lead and mentor a high-performing sales team, building capability to achieve world-class standards.
• Maintain trusted relationships with key external customers and distributors; ensure horizontal and vertical penetration at Albertsons HQ.
• Oversee team execution of programming plans, reporting progress to corporate accounts and collaborating with field sales.
• Partner with distributor leadership to deliver chain plans and manage regular business reviews.
• Analyze on-demand data to identify trends, issues, and opportunities; provide fact-based recommendations.
• Apply industry best practices and thought leadership to accelerate portfolio growth in National Accounts Off-Premise.
• Monitor monthly depletion and IRI results; recommend investments to capitalize on momentum or close gaps.
• Collaborate with Customer Marketing and Regional VPs on forecasting, account updates, and program tracking.
• Maintain deep knowledge of SMWE brands, competitors, and category trends to build compelling sales stories.
• Communicate account plans and updates to SMWE executive leadership impacting operations, finance, and marketing.

• Bachelor’s degree required; MBA or equivalent preferred.
• 10+ years wine industry experience; 5+ years in national account wine sales preferred.
• Home based with 75% travel, 2-3 days a week managing a national team and calling on customers.
• Proficient in MS Office, especially Excel and PowerPoint.
• Strong verbal and written communication skills.
• Ability to thrive in a fast-paced environment with multiple priorities.
• Skilled in data analysis to develop strategic sales and marketing plans.
• Proven ability to build stakeholder relationships and align resources for execution.
• Expertise in customer relationship management with retailers and distributors.
• Demonstrated success in team development and performance management.
• Strong organizational, problem-solving, and analytical skills.
• History of responsible use of alcohol and other appropriate conduct, as well as fitness to be licensed, permitted, and/or certified by state and/or local regulatory bodies.

$ - $ per year based upon relevant experience.

• Health Care Coverage including medical, dental, vision & prescription – eligible on date of hire for full-time employees
• Paid Vacation & Holidays
• 401(k) with Employer Match
• Employee Wine Discounts

• We Challenge:
  We are driven to succeed in everything we do, and we challenge ourselves and our team to perform at the highest level.
• We Care:
  We put people first – our team, our consumers, our customers, our communities.
• We Collaborate:
  We believe there is nothing we can’t accomplish – together – and we believe lifting up those around us is essential to achieving both individual and collective success.

Ste. Michelle Wine Estates is an equal opportunity employer. We consider qualified applicants without regard to race, color, religion, sex, national origin, sexual orientation, disability, gender identity, protected veteran status, or other protected class. For more information, see the EEOC's "Equal Employment Opportunity is The Law" poster.

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