JobSpringDirector of Sales, CA Chains
W J DEUTSCH & SONS LTD · CA - CA
About The Role
## Description
**CHEERS!** Founded in 1981, Deutsch Family Wine and Spirits markets quality wines produced by prestigious families from major wine regions of the world. With our headquarters in Stamford, CT, DFWS is the 4th largest wine company with one of the fastest growing spirits portfolios. With our family values and unique culture, DFWS was recognized as one of the Top Workplaces in the U.S. in 2022-2026.
Deutsch Family Wine & Spirits is seeking a **Director of Sales, CA Chains**. The position is responsible for the execution of national Deutsch Family Wine and Spirit strategies and account management for key strategic retail partners in the market including prominent grocery and liquor chains. The Director role collaborates with GM - Strategic Accounts West, GM - West BU, Regional Chain Managers, Integrated Marketing and Category Development along with our distributor management organization to penetrate key decision makers at multiple levels in these priority chains. They own the execution of our account development process, retailer endearment plans and category management to drive profitable sales and market share growth for our strategic partners and for Deutsch Family Wine & Spirits. Position reports to the GM - Strategic Accounts West and must reside in California.
**Responsibilities:**
- Identify and action opportunities to grow DFWS share of the total wine category across the California marketplace
- Penetrate chains at multiple levels to develop collaborative plans to grow mutual market share faster than the rest of market
- Develop and implement category management strategies and capabilities that expand the DFWS portfolio
- Prioritize business development opportunities, identify levers for future growth, and develop a tactical plan to drive volume through:
- Increased distribution, improved promotion effectiveness, pricing optimization or other tactics
- Ensure DFWS brands achieve programming goals including fair share or better of activity
- This role is a ‘player coach’, with individual call point responsibility for the most important retailers in the state.
- Manage, develop and coach the Southern California and Northern California Regional Chain Managers responsible for the business performance in top chains within the market.
- Collaborate with Regional Manager roles and Chain DM roles in Northern and Southern CA on the elite execution of chain specific plans to achieve compliance targets.
- Develop best in class customer relationships with key accounts
- Ensure alignment of DFWS plans with key customer strategies, plans and goals
- Work cross-functionally to ensure implementation of national retail strategies
- Influence program development to support off-premise channel sales efforts, and provide direction on retail/channel strategies to the Marketing department
- Full budget responsibility for assigned retailers
- Collaborate with the Integrated Marketing team to develop unique programs that support attainment of our profit goals and improve our endearment to our strategic partners.
- Manage delivery of the entire Strategic Accounts plan in CA, including national customers
- Build relationships with national and local wholesaler network to leverage relationships and ensure higher visibility of our portfolio with our retailers
- Monitor the retail environment and be the expert on trends and developments as it relates to key accounts, future growth, and new selling ideas.
**Qualifications:**
- Bachelor’s Degree required
- Minimum 10+ years calling on and developing strategy in the off-premise retail environment
- Existing relationships at customer and distributor level highly preferred
- Prior alcohol beverage experience is required
- Proven experience leading and working with cross-functional teams.
- Must possess solid knowledge of Category Management with strong analytical skills
- High financial acumen with extensive pricing and budget management experience
- Excellent relationship development skills; proven ability to influence
- Experienced manager; proven track record in ability to coach, lead and develop talent.
- Strong negotiating skills
- Good organizational and time management skills
- A driven and determined self-starter with a passion for winning
- Insatiable business curiosity and zeal for learning
- Willingness to travel 30-40% of the time.
**What We Offer:**
- Competitive compensation
- Career development opportunities
- Medical, dental, vision and life insurance, PTO
- 401(k) match
- Product allowance to enjoy DFWS products
- Tuition Reimbursement and a
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