Director of National Accounts

Job Description:

Copper Cane Wines & Spirits, nestled in the heart of Napa Valley, embodies a harmonious blend of innovation and genuine craftsmanship, offering a touch of luxury for everyday indulgence. With a rich portfolio that includes Belle Glos Pinot Noirs from California's coastal vineyards, Quilt Napa Valley Cabernet Sauvignon, Böen by Belle Glos Tri County Chardonnay and Pinot Noir, as well as THREADCOUNT by Quilt, Copper Cane is a testament to the art of winemaking.

As a fifth-generation Napa Valley winemaker, Joe learned his way around a vineyard long before he could drink wine. By the age of 19, he knew he would continue his family’s winemaking legacy, working alongside his father at Caymus Vineyards. In 2001, he created Belle Glos, focusing on vineyard-designated Pinot Noirs from California’s best coastal regions. More recently, Joe has launched several new brands under Copper Cane Wines & Spirits, contributing to the evolution of the wine industry by discovering new wine-growing locations and experimenting in the cellar.

Joe lives in Napa Valley with his wife, has six children, and maintains a healthy balance between family life and a passionate dedication to his business.
Purpose
Responsible for strategic development and implementation of account-specific planning and programming to ensure delivery of the Copper Cane annual National Accounts On/off-Premise business plan.
Key relationships
Internal: Ownership, sales, marketing, IT, HR, shared support services, winemaking, production and finance.

External: Key personnel at target accounts, distributor partners and third-party agency contacts.
Core Competencies
• Driving for results: Allocates time and resources effectively to the on/off-premise channel, customers, brands, and activities that directly influence goal achievement.
• Selling skills: Prepares thoroughly for meetings and aims for win-win-win outcomes. Displays strong closing skills.
• Sales Planning: Demonstrates expert planning skills, making informed decisions on pricing and RFP presentations.
• Effective Relationships: Builds and sustains effective business relationships with customers and coworkers.
• People, Team and Organization – Maintains open communication with the extended sales team, focusing on mentoring and developing divisional, regional, district, and market managers to build strong relationships with key independent and regional on/off-premise accounts.

Key Responsibilities & Accountabilities
• Achieve assigned objectives for depletions, compliance, accounts purchasing, and PODS of the Copper Cane Wines & Spirits portfolio within the customer base.
• Develop, present, and execute RFP presentations for annual, promotional, and holiday mandates/programs to assigned National Account on/off Premise chains.
• Foster strong relationships with account beverage buyers, marketing leads, and purchasing teams at regional and headquarter levels.
• Gain a comprehensive understanding of customer operations, including marketing, guest-facing strategies, and execution tactics.
• Collaborate with distributor Account Executives and Commercial Strategy Managers to develop and execute account-specific programs.
• Partner with Copper Cane Division, Regional, and Market Managers to ensure program execution at the account unit level.
• Monitor unit-level compliance to identify distribution opportunities and maximize business potential.
• Establish first-choice partner status with third-party agencies to elevate Copper Cane's portfolio knowledge, exposure, and capabilities.
• Utilize data resources such as Target-VIP, Power BI, SommAi, Tastry, WineQuest, and others to identify opportunities for accounts, wine categories, and Copper Cane's portfolio.
• Collaborate with the Copper Cane Marketing team to develop account, brand, and customer-specific programs.
• Ensure alignment of activities with each brand strategy.
• Develop robust processes for monitoring and controlling volume and brand spend.
• Diagnose business issues quickly and implement corrective actions to minimize impacts.
• Monitor competitive activities and communicate relevant strategies and tactics to senior sales managers and peers.
• Deploy business tactics based on brand roles, price guidelines, and channel mix standards.
• Foster a cooperative and collaborative work environment.

Traits of the Ideal Candidate
• Strong ethics, high integrity, and responsibility for actions.
• Alignment with Copper Cane Wines & Spirits' core values.
• In-depth understanding of the Alcohol Beverage category in the on/off-Premise Chain environment.
• Expertise in developing and implementing strategies for luxury brands.
• Innovative, ambitious, resourceful, and resilient.
• Positive attitude and dynamic personality.
• Commitment to continuous learning and development.
• Bold decision making and risk-taking abilities.
• Excellent time management skills and the ability to work independently.
• Strong problem-solving, data analysis, negotiation, and selling skills.
• Ability to collaborate internally and externally to foster a positive organizational culture.
• Exceptional communication (written and verbal), presentation, and organizational skills.
• Proficiency in Microsoft Office Suite, OneDrive, Teams, Zoom, and other technologies.
• Familiarity with digital marketing and social media engagement.

Requirements:
• Degree in Business Management, Sales & Marketing or related field
• 5 years sales experience in the Alcohol Beverage Industry or related Beverage Industry
• 2 years of proven success managing key National or Regional retail accounts at the HQ level
• Prior success of consistently exceeding sales goals in previous positions
• Possession of a valid driver’s license is required
• Must have ability to travel weekly with periodic weekend work
• Must be able to lift boxes 40+ lbs

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