Division Vice President, National Accounts (West)

Division Vice President, National Accounts (West)

At Riboli Family Wines, we've spent over a century perfecting our craft—and we're just getting started. As a four‑generation, family‑owned winery and one of America’s fastest‑growing wine producers, we create brands that people genuinely love, including Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. We've been recognized as American Winery of the Year, but what drives us isn’t awards—it’s the joy our wines bring to tables, celebrations, and everyday moments. Rooted in California and committed to quality, sustainability, and innovation, we're proud to honor our heritage while shaping the future of winemaking.

Role Summary

The Division Vice President, National Accounts (West) is responsible for developing and executing the national off‑premise strategy across the United States, driving sustainable growth, expanding distribution, and building premium brands across key accounts and customer segments. This leader plays a critical cross‑functional role within the organization, serving as the primary commercial voice of the off‑premise channel in partnership with Marketing, Innovation, Trade Marketing, Finance, and Revenue Management. The role informs portfolio strategy, identifies customer‑led innovation opportunities, and develops go‑to‑market solutions based on deep customer insights and market dynamics. The Vice President will lead a team of Directors, National Accounts, and is accountable for building a high‑performing, engaged organization that consistently delivers results while developing future leaders. This is a highly visible leadership role with significant enterprise exposure and strong pathways for future growth.

Essential Duties & Responsibilities

• Lead the development and execution of the national off‑premise strategy to deliver profitable growth across key accounts.
• Build and maintain strong relationships with national account decision‑makers and their teams, including key customers across channels such as Convenience, Mass, Club, and Grocery (e.g., Walmart, Sam’s Club, Costco, Albertsons/Safeway).
• Oversee day‑to‑day team performance, including coaching, mentoring, budget management, and achievement of depletion and revenue targets.
• Develop and execute strategic customer plans aligned with brand priorities and national/regional objectives.
• Partner closely with Marketing and Trade Marketing to create programs that align with brand strategies and drive in‑market execution.
• Monitor and communicate retail pricing and competitive dynamics within assigned accounts and geographies.
• Identify competitive threats and opportunities, adjusting strategies to maintain and grow market position.
• Ensure strong alignment with Sales, Marketing, and Trade Marketing leadership on planning, phasing, and execution.
• Leverage data and insights to identify opportunities, optimize performance, and inform decision‑making.
• Manage the off‑premise business, including team leadership, financial performance, and strategic direction.

Education, Experience, & Skills Required

• Bachelor’s degree required; preferably in Business Administration or a related field.
• Minimum of 10 years of experience in National Accounts, including significant people leadership experience.
• Proven track record of leading national account teams and delivering complex customer strategies.
• Strong executive presence with advanced negotiation and influencing skills.
• Demonstrated ability to partner cross‑functionally and influence innovation and portfolio strategy.
• Experience analyzing data and leveraging insights to drive business decisions.
• Proficiency in relevant tools such as Excel, PowerPoint, Nielsen, and other syndicated data platforms (e.g., VIP, Karma).
• WSET Level 2 certification (Wine & Spirits) preferred or required.
• Ability to travel 2–3 days per week to visit customers and support team execution.
• Willingness to work extended hours as needed, including industry events and relationship‑building activities.

PHYSICAL DEMANDS

The physical demands described here are representative of those required by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the incumbent is regularly required to use their hands and eyes for PC use; reach with hands and arms; talk and hear. The incumbent is required to stand; sit; stoop, kneel, crouch; see, taste and smell wine products. The incumbent must be aware that the job involves distribution of alcohol beverages and recognizes that the company in no way encourages excessive or unnecessary drinking of alcoholic beverages while exercising the duties of this job. The incumbent must occasionally lift and/or move up to 50 pounds at a time, the approximate weight of a case of wine.

ADDITIONAL REQUIREMENTS

• Current valid driver’s license and reside in Southern California.
• Overnight travel is required and must be able to meet minimum requirement travel schedule for assigned territories.
• Prepare and present training meetings with wholesalers.
• Prepare and present training meetings with retailers.
• Excellent time management skills.
• No DWI offenses.
• No illegal drug use.
• Certain positions require residence in specific areas (if required this will be identified during recruitment process or during employment).
• Must use for business a clean, late model, presentable and fully operational 4‑door vehicle that reflects professionalism (company auto allowance provided).
• Employees must comply with all federal, state and local laws and regulations which govern the alcoholic beverage industry and always maintain the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

Pay Range

$185,000 - $205,000 USD

Equal Employment Opportunity Statement

At Riboli Family Wines, we are proud to be an equal‑opportunity employer and we are committed to an environment of mutual respect, diversity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, protected veteran status or other characteristic protected by law.