Sr. Director Off-Premise National Accounts - West

Job Description

Job Description

Description:

About Foley Family Wines & Spirits
In spring of 1996, Bill & Carol Foley purchased 1,000 acres of lush and fertile earth within the then relatively unknown Sta. Rita Hills region of Santa Barbara County. Their plan – produce hand-crafted Chardonnay and Pinot Noir that reflected the best of California’s Central Coast. Named for their two daughters – Lindsey & Courtney – Lincourt Vineyards was born, and with it, the beginning of Foley Family Wines & Spirits.

**This is a remote based position**

Summary
The Sr. Director of National Accounts oversees the growth of our entire portfolio across the U.S. in targeted Retail Strategic Accounts. This position reports to the VP of Sales Off-Premise National Accounts and focuses on achieving profitable growth, building brands, and driving share growth.

Key responsibilities encompass enhancing the Strategic Accounts team's performance, driving FFWS Share gains in the off-premise trade channel, and expanding distribution. The role also involves the savvy use of multifunctional resources, as well as the strategic leverage of marketing resources and brand investments.

The successful candidate will prioritize training, developing, and inspiring team members. Furthermore, they will focus on executing the national plan, with an emphasis on expanding our presence in the super-premium and luxury segments of our wine and spirits portfolio.

Scope of Responsibilities

• Portfolio Growth Strategy – They will be entrusted with the responsibility to spearhead account-specific planning and programming initiatives within their assigned region. Collaborating closely with the wholesale sales execution team, the incumbent is anticipated to bolster sales performance through effective execution.

• National & Regional Accounts – This leader will demonstrate proficiency in developing National and Regional accounts, utilizing strategies such as enhanced distribution, highlighted promotions, strategic partnerships, and meticulously mapped growth plans. The leader will establish and nurture relationships with National and Regional Accounts, encompassing senior-level management. Ensure the activation of appropriate tools and custom executional plans to accomplish set objectives. The Regional and National Accounts in this Sr. Director’s area of responsibility include, but are not limited to ABSCO Corp, Whole Foods, BevMo, Raley’s, HEB, Ralph’s, Fry’s, Costco, and Spec’s .

• Distributor/Wholesaler Management – The Sr. Director and their team are responsible for collaborating with the wholesale sales team to enhance distributor performance and achieve ambitious business plans, goals, and exceptional account service. They will establish high-performance standards and manage their team to ensure clear communication of programs and chain expectations to FFW Sales Managers for optimal distributor performance.

• Sales Planning – The Sr. Director drives sales planning by leveraging their expertise as an intellectual thought leader. They possess a deep understanding of industry trends, customer objectives, and category management. This allows them to synthesize FFW's brand equities, data, customer objectives, and financial parameters into impactful annual business and sales plans.

• Financial Delivery – The Sr. Director drives revenue, profit, depletion, and share for each brand in the FFW portfolio. They manage regional Strategic Account budgets, allocate investments efficiently, and identify risks and opportunities based on market analysis. The Sr. Director maintains a division-wide scorecard for ongoing performance measurement and develops action plans to address gaps.

• People Development – The Sr. Director coaches and develops strategic account managers, focusing on skills like business planning, selling, category management, and relationships. They recruit and retain top performers, foster a collaborative culture, provide support and accountability, and create individual development plans.

• Analytics & BI – The Sr. Director leverages Sales team and Business Intelligence (BI) resources to conduct business performance and competitive analyses, enabling well-informed Sales decisions. They track and review actual Sales results against targets and business KPIs, implementing necessary changes and solutions. The Sr. Director articulates analysis results in reports and presentations, providing recommendations to key stakeholders (e.g., VP, CSO, CMO, other functional leaders) to determine and demonstrate Sales growth and revenue targets for the strategic accounts team.

Company Core Values:
Teamwork – Be a Spirited Partner
Commitment – Crush Every Day
Quality – Good vs. Grape: It’s All in The Details
Integrity – It Takes a Community
Safety – Tend the Vines
Entrepreneurship – Love the Wine You’re With
Fun! - Smile! You Have Purple Teeth!

Experience Base:

• Wine & Spirits Category – This Sales leader will bring proven Sales results in the Beverage Alcohol industry and relevant Wine experience.

• Distributor Performance – Strong relationships with key distributors/wholesalers across the division, but equally as important is the ability to drive performance through clearly understood ways of working. Ideally relationships would include SGW&S.

• Organizational & People Development – Possess proven experience in leading high-performing Sales teams, including responsibilities such as recruiting, hiring, managing, developing, motivating, and promoting direct reports. Bring positive energy, a dedication to fostering a highly collaborative culture, and a strong commitment to holding themselves and others accountable for achieving sales targets.

• Cross-Functional Collaboration – Proven track record of closely collaborating with multifunctional counterparts to develop and execute the overall go-to-market strategy.