Director of National Accounts - Club Channel

O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good—we are proud to be an industry leader in sustainability and a Certified B Corporation.

With operations in Larkspur, Parlier/Reedley, and Paso Robles, CA, we are one of California’s largest wineries. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, and BrandyLab.

The Director of National Accounts drives profitable and sustainable growth in respective customer groups through their team and personal account responsibilities. Assigned customers currently include Costco, Sam’s Club, BJ’s Wholesale, and US Military Outlets. Other projects may be assigned. The Director manages the strategy, development, and implementation of company initiatives to grow volume, share, and profitability in assigned off-premise national accounts. The Director will also be directly responsible for several key strategic customers covering the scope of the USA in off-premise accounts and owns relationships at and above the decision-maker in each of the accounts. They also own the relationship with those organizations' wholesaler National Accounts teams. 

DUTIES AND RESPONSIBILITIES

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Responsible for developing and executing long and short-term key customer sales and planning (retail strategy, promotional, & KPIs) within the assigned accounts. 
• Deliver specific Plan on a Page key initiatives by selling ads, planners, distribution, and programs, as well as growing company revenue, volume, profits, and share by utilizing market data to identify opportunities within the customer.
• Responsible for customer P&L and A&P spending with team and wholesaler.
• Educate our distributor partners and key customers on O’Neill Vintners & Distillers through monthly business reviews, new item presentations, and ongoing communication.
• Work closely with the O’Neill Sales network to assist, communicate, and execute awarded programs to achieve volume, distribution, and execution goals across the chains.

Other Functions & Wine Knowledge Requirements:

• Passionate about wine and O’Neill Vintners & Distillers.
• Comfort working on a high-performance, fast-paced entrepreneurial team.
• Detailed oriented, highly organized with the ability to prioritize & manage multiple tasks.
• Training and team building skills.

Required Skills/Competencies: 

• Results driven: Execution of the region’s key directives and initiatives (KPI).
• Strategic Agility & Planning: 12-18 mo. horizon and partners with key internal and external stakeholders to build effective plans.
• Financial Acumen: Executing the financial objectives of the org, pivoting where appropriate based on market conditions.
• Business Acumen: Expert in the category and marketplace conditions
• Negotiation Skills: Using storytelling complimented by price to sell effectively and overcoming internal bias and customer objections.
• Problem-solving: Quickly assess, triage, and solve complex issues
• Insights & Data Skills: Syndicated, qualitative, and using it for storytelling
• Company and Brand Championship – company-first mentality
• Presentation skills and commanding presence in groups
• Marketing 
• Leadership and development of talent
• Command Skills
• Communication
• Informing

Key Performance Indicators for this role include:

• Volume and Share Growth
• Wholesaler Score Card goal attainment 

QUALIFICATIONS: 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below represent the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. 

Basic Qualifications

• A minimum of 5-7 years of sales experience
• Proven success leading teams in the CPG National Accounts space
• Wine/spirits experience 
• Must have a valid state driver’s license

Preferred Qualifications

• 10+ years of sales experience preferred
• MBA in a related field
• Previous ownership of revenue and A&P spending and budgets
• Highly proficient with Microsoft Office suite, including Word and Excel, and demonstrated excellence in PowerPoint skills used for presentations
• Strong knowledge of pricing management programs
• Excellent written, oral, and listening skills
• Demonstrated ability to manage multiple projects, set priorities, and complete assignments accurately and within established time frames
• Ability to influence others’ actions without authority
• Ability to lead, coach, and develop others

CULTURAL BEHAVIORS: 

O’Neill team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.

PHYSICAL REQUIREMENTS:

• Requires frequent travel by air and auto to visit accounts and markets 
• Extensive computer usage for administrative work
• Ability to lift 50 pounds. 

WORK ENVIRONMENT:

• Work location is performed in a typical field environment or home office with frequent meeting visits to the headquarters office.
• Moderate demands for movement and lifting.  
• Frequent travel to customer sites is required. Travel will be >50%.   

SENIOR TITLE REQUIREMENTS: 3- 5 years of consistent high-level performance and mastery within the current role.

O’Neill Vintners & Distillers offers a competitive salary and comprehensive benefits package, including medical, dental, vision, and life insurance coverage, short- and long-term disability, a 401(k) with a company match, Paid Time Off, holidays, and more.

O’Neill Vintners & Distillers is an equal opportunity employer. All aspects of employment, including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

All candidates must pass a comprehensive background check and drug screen and adhere to all Company, Federal, and State Food Safety Regulations and Policies. This organization participates in E-Verify