Sales Director United States

Job Description:

About Familia Torres,

Familia Torres founded its winery in Vilafranca del Penedès in 1870, more than 150 years ago, but its roots in the winegrowing traditions of Penedès date back to the 16th century. Every generation has passed on its passion for wine culture from parents to children, a passion built on a deep respect for the Earth and tradition, as well as a belief in innovation. Today the focus of the fifth generation is on making wines from exceptional vineyards and historical estates, as well as on recovering ancestral varieties as a way of adapting to climate change. Since 2008, Familia Torres has taken active steps to combat the climate emergency, implementing adaptation and mitigation measures to reduce its carbon emissions. Familia Torres has a historical connection to Penedès, Conca de Barberà, Priorat, and Costers del Segre, but now its presence extends to vineyards and wineries in preeminent Spanish wine regions – Rioja, Ribera del Duero, Rueda, and Rías Baixas – and in Chile and California. Familia Torres is a member of Primum Familiae Vini, an association representing 12 of the oldest and most prestigious wine families in the world, and it is the founder of International Wineries for Climate Action, which promotes the decarbonization of the wine sector.

About the position,

Based in United States and reporting to Regional Director Americas, we are seeking an experienced, commercially driven Sales Director US to support the growth of our commercial wine portfolio across the United States.
This role will work closely with our import partners and key national customers to execute commercial strategies, strengthen customer relationships, and identify new business opportunities.
The successful candidate will combine strong sales and category management expertise with excellent analytical and financial skills. They will play a critical role in developing customer-specific plans, supporting execution at retail, and providing market insights that help shape future brand and portfolio strategies.

About the responsibilities,

National Account Management
• Develop and strengthen relationships with key national retail accounts.
• Support import partners in building strategic customer plans and achieving distribution, volume, and profitability objectives.
• Collaborate on joint business planning with customers and distribution partners.
• Maintain and expand relationships with major national and regional accounts, including: Whole Foods Market, Costco, Kroger, Albertsons / Safeway, H-E-B, Spec’s, ABC Fine Wine & Spirits.

Category & Commercial Planning
• Utilize category management principles to develop compelling customer presentations.
• Analyze market trends, syndicated data, customer performance, and competitive activity.
• Identify assortment, pricing, promotional, and merchandising opportunities.
• Support annual business planning and forecasting processes.

Financial & Business Analysis
• Evaluate promotional investments and customer profitability.
• Develop business cases and ROI analyses for key initiatives.
• Monitor sales performance against objectives and recommend corrective actions where needed.

Execution & Trade Marketing
• Coordinate promotional calendars and execution plans with import partners and customers.
• Ensure excellence in retail execution and activation.
• Identify trade marketing materials and customer programs required to support brand growth.
• Act as the commercial voice of the US market by providing actionable feedback to the winery and marketing teams.
• Identify emerging consumer and retail trends & recommend innovative commercial opportunities, new channels, partnerships, and route-to-market initiatives.
• Collaborate with internal marketing teams to adapt global initiatives to the needs of the US market.

What are we looking for?

• Bachelor's degree in business administration, marketing, wine business, or equivalent.
• 10+ years of experience in the US wine and spirits industry.
• Proven track record managing National Accounts in the US market.
• Strong network and established relationships with major retail chains and key decision-makers.
• Excellent knowledge of the U.S. distribution system.
• Experience in category management and customer planning.
• Spanish language skills are a plus
• Flexibility to travel extensively throughout the U.S

What you’ll bring?

• Strong commercial acumen combined with analytical and financial skills.
• Exceptional communication, presentation, and negotiation capabilities.
• A collaborative mindset and the ability to build strong relationships internally and externally.
• Proven ability to execute commercial strategies and deliver results.
• Confidence working with data, financial metrics, and business planning processes.
• Ability to influence and align stakeholders without direct reporting lines.
• Passion for understanding consumer trends and identifying new business opportunities.
• Experience with imported wine portfolios and the U.S. importer/distributor landscape is a plus.

What do we offer?

We offer a competitive package of benefits that include work flexibility (telework 10 days a month), flexible remuneration, product discounts, pension plan, life insurance, and the possibility of following a learning plan both internal and external focused on your professional development.
Familia Torres values diversity and we make sure we offer equal opportunities regardless of your nationality, age, race, religion, disability, gender or gender identity, sexual orientation, or civil status.
If you meet the requirements and are looking to develop your career in a challenging and changing environment, apply and join our great team!
We look forward to your request!

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