Vice President of Sales - National Accounts Retail and On-Premise

Reports to: Chief Sales Officer

Location: In or near majority market /remote

Terms: Full time REMOTE

About us:

Prestige Wine Imports is the exclusive importer of a distinguished and diverse portfolio of high-quality Italian wines sourced from leading appellations including Trentino, Sicily, Tuscany, Valdobbiadene and Piedmont.

Position Overview:

The VP National Accounts – Retail and On-Premise will manage and grow PWI's portfolio of products across a defined group of customer accounts in both Retail and On-Premise channels. Reporting to the Chief Sales Officer (CSO), this role will include supervising Directors for both Retail and On-Premise Chains.

This leader will drive performance through:

• Training, developing, hiring, and inspiring the National Accounts team.
• Growing customer sales via new distribution, promotional programs, and brand strategies.
• Collaborating effectively with cross-functional resources (Marketing, Finance, and Supply Chain).
• Optimizing promotional budgets and brand investments.

Key Responsibilities:

Portfolio Growth

• Serve as a thought leader in PWI’s portfolio development (brand, product, positioning, pricing, promotion) in collaboration with the CSO.

National Accounts (Retail & On-Premise)

• Develop and maintain strong customer relationships to achieve incremental business for PWI's priority brands across targeted Retail and On-Premise accounts.

Distributor Management

• Leverage National Supplier relationship with SGWS that drives successful distribution and depletion performance.
• Partner with  PWI’s  Sales team to ensure effective execution of  distribution and programming initiatives.

People Development

• Strengthen team capabilities in business planning, execution, and relationship management.
• Recruit and retain top performers, fostering a collaborative and proactive culture.
• Provide coaching and direct support while holding team members accountable for their plans.

Analytics and Business Intelligence

• Conduct detailed business and competitive analyses, leveraging internal resources to inform decisions.
• Track and review results against plans, implementing necessary adjustments and summarizing outcomes for stakeholders.

Performance Measures:

• Distribution and volume (depletions).
• Annual distribution goals for Retail and On-Premise customer universes.
• Team recruitment, motivation, and development.
• Strong 360 feedback (distributors, accounts, team, cross-functional partners).Volume (shipments, depletions), Net Revenue, Share growth, Operating Expense budgets

Preferred Location:

• Major market within geographical area with access to major airport.

Skill Set:

• Experience: at least 5 years of leadership experience managing National Accounts in both Retail and On-Premise channels, with a strong preference for experience at a senior management level. 
• Human Resource Management: Proven track record of leading, coaching, and developing teams, with a minimum of 2 years in a leadership role.
• Education: Bachelor’s degree in an applicable field is required.
• Leadership: Visionary, confident, and inspirational organizational leader.
• Commercial Acumen: Financially savvy with a “General Manager” mindset.
• Business Builder: Proven success in growing businesses and challenging the status quo.
• Analytical and Strategic Thinking: Intellectual horsepower to solve      complex problems.
• Communication: Strong verbal and written communication skills.
• Relationships: High emotional intelligence, influencing and negotiation expertise.
• Creative Problem-Solving: Innovative, resourceful, and urgent in execution.

Personality Profile:

• Energized by building teams and businesses in an entrepreneurial environment.
• Motivated by collective success over personal achievements.
• Natural coach and inclusive leader.
• Persistent, resilient, and passionate about success.