Vice President of Sales

Vice President of Sales — Boutique Wine Wholesaler

New York Metropolitan Area

Confidential Search Conducted by Validate Advisory Services

The recruiting wholesale company represents a distinctive portfolio of highly regarded wines from most wine producing regions and is known for its entrepreneurial culture, strong relationships with suppliers and customers, and highly personalized approach to the market.

This is a leadership position for an experienced wholesale wine-industry executive who can combine strategic direction with active involvement in the field. The Vice President of Sales will be responsible for expanding the existing customer footprint in NY metro, strengthening the company’s sales organization, expanding customer relationships, and ensuring disciplined execution across the area with a focus on New York City, Westchester and Long Island markets.

Key responsibilities

- Lead, coach and hold accountable the sales organization of about 5 NY metro sales representatives, establishing clear objectives, performance standards and development plans.

- Work directly with sales representatives and customers in the field, particularly on strategically important accounts and significantly develop new business opportunities.

- Expand the company’s presence across relevant on-premise, independent retail, key-account channels, with a particular emphasis on upscale on premise hospitality accounts

- Build and maintain senior-level relationships with leading retailers, restaurateurs, hospitality groups and other influential trade partners.

- Establish market priorities, account segmentation, pricing discipline and portfolio focus.

- Improve sales planning, forecasting, pipeline management and the effective use of performance-management tools.

- Collaborate closely with ownership and senior management on annual plans, budgets, inventory requirements and growth initiatives.

- Identify opportunities to strengthen the portfolio and improve its commercial productivity.

- Ensure that sales growth is profitable and aligned with the company’s operational and financial capabilities.

- Represent the company professionally at customer meetings, trade events, supplier visits and industry functions.

Candidate profile

The successful candidate will bring:

- Substantial sales leadership experience within the wine industry, specifically with a wholesaler, in addition to relevant experience with importer or supplier.

- Strong knowledge of the New York metropolitan wine market

- A demonstrated record of building sales, particularly in the on premise fine wine sales developing key accounts and improving the performance of sales teams.

- Established relationships within the on-premise and/or off-premise trade.

- The ability to operate effectively in a boutique, entrepreneurial environment with limited bureaucracy and a high degree of personal accountability.

- A leadership style that combines clear expectations, coaching and hands-on market involvement.

- Strong commercial judgment, including an understanding of pricing, margins, inventory considerations and supplier economics.

- Excellent communication, negotiation and relationship-building skills.

- Comfort working closely with company ownership and contributing beyond a narrowly defined sales role.

- Willingness to travel regularly throughout the assigned territories and to the company's HQs in Brooklyn, NY

This opportunity should appeal to an accomplished wine wholesale leader who values autonomy, direct access to ownership and ability to make a visible impact on a growing organization.

Compensation will be competitive and commensurate with the candidate’s experience and qualifications.

All inquiries and applications will be handled in strict confidence by Validate Advisory Services, which is acting as the exclusive recruiter for this search.