DTC Business Development Manager

Job Description:

John Anthony Wine & Spirits is a high-growth, privately owned company headquartered in downtown Napa, CA. The portfolio also includes JaM Cellars, John Anthony Vineyards, Serial Wines, Weather Wines, and a growing presence in sake and spirits. Built on four core pillars - authenticity, craftsmanship, “Great Flavor First,” and innovation - John Anthony continues to expand into key growth sectors while anticipating where consumers are headed next.

We are seeking a DTC Business & Hospitality Development Manager responsible for driving revenue growth, visitation, and elevated guest experiences across all direct-to-consumer channels. This role blends strategic business development, event management, and tasting room operational oversight to maximize performance and brand impact.
As a key ambassador of the winery, this individual cultivates high-value referral partnerships, develops corporate and private event programs, leads in-home and in-market activations, and oversees tasting room operations to ensure exceptional hospitality standards.

This is a revenue-driving leadership role focused on qualified traffic generation, luxury guest experience, operational excellence, and measurable DTC growth.
DTC Business Development & Revenue Growth
•  Drive qualified visitation and revenue to the tasting rooms and private experiences.
•  Develop and execute strategies to increase DTC sales, wine club acquisition, and corporate gifting.
•  Identify and cultivate new business opportunities including:

o Corporate groups
o Concierge and hotel partnerships
o Destination management companies (DMCs)
o Luxury transportation providers
o Private client advisors and wealth managers

•  Create and manage a structured referral program with tracking and ROI measurement.
•  Conduct sales presentations via phone, email, and in-person meetings.
•  Generate and qualify leads through outreach and relationship-building initiatives.
•  Achieve defined annual visitation and revenue targets.

Event Strategy & Management
Oversee and grow all winery-hosted and off-site event initiatives:
•  Lead planning and execution of:

o Winery-hosted private events
o Corporate experiences
o Allocation events
o Wine club events
o In-home tastings
o In-market activations

•  Develop scalable event packages aligned with brand positioning and profitability targets.
•  Manage event budgets, forecasting, and revenue goals.
•  Ensure seamless cross-departmental communication (sales, marketing, production, culinary).
•  Oversee post-event data capture, follow-up strategy, and sales conversion tracking.
•  Represent the winery at key off-site events and community engagements.

Corporate, Gifting & Virtual Experience Programs
•  Develop and grow corporate gifting initiatives.
•  Manage virtual tasting and hybrid experience programs where applicable.
•  Build relationships with corporate decision-makers to expand repeat business.
•  Collaborate with marketing to develop compelling sales materials and outreach campaigns.
•  Track program profitability and optimize performance.

Tasting Room Collaboration & Performance Support
•  Work closely with tasting room leadership to support revenue growth, elevate hospitality programming, and optimize guest engagement.
•  Monitor key hospitality performance metrics and provide insights to improve outcome.
•  Partner with the tasting room team to develop and implement new guest experiences and programming that enhance brand storytelling and drive incremental revenue.
•  Assist in the execution of special experiences, VIP visits, and referral partner bookings.
•  Share market insights and guest feedback to inform programming and hospitality innovation.
•  Support the rollout and promotion of new experiences, packages, and seasonal offerings.

What we’re looking for
•  5+ years of experience in DTC sales, hospitality management, or business development.
•  Proven success in driving revenue and growing qualified visitation.
•  Experience planning and executing events (corporate, private, or winery-hosted).
•  Strong leadership and team development skills.
•  Excellent written and verbal communication skills.
•  Proficiency in CRM systems and Microsoft Office.
•  Ability to work evenings, weekends, and winery events as required.
•  Ability to lift up to 30 lbs and stand for extended periods.

Preferred
•  Experience in luxury wine or hospitality environment.
•  Corporate sales or high-net-worth client management experience.
•  Wine education (WSET, CMS, or equivalent).
•  Budget management and P&L accountability experience.

Location & Travel
•  Full-time, onsite in Napa, CA. our in-person environment enables faster decision-making, stronger, cross-functional alignment, and a culture built on collaboration.
•  Up to 20% travel to support in market member and partner events
•  Corporate sales or high-net-worth client management experience.

Compensation
The expected starting base salary range for this role is $80,000–$120,000 annually, depending on experience and qualifications. This position includes a commission-driven compensation structure, with on-target earnings (OTE) approximately 25% above base, based on achieving performance goals. The exact commission structure will be finalized at the time of hire. This role is also eligible for additional bonus opportunities and a comprehensive benefits package.

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