Sales Director- East

Job Description:

Position Title: Sales Director- East

Reports to: VP Sales & Marketing

Markets: MA, CT, NH, RI, NJ, PA, NC, SC, GA

Position is remote, based in MA or GA.

Founded in 1972, Clos du Val is a third-generation, family-owned winery in the heart of Napa Valley’s Stags Leap District. With a focus on crafting fresh, elegant, and timeless Bordeaux-inspired wines, the core ethos of Clos du Val is the beauty of blended expressions.

POSITION SUMMARY: The Sales Director- East is responsible for delivering the Clos du Val Wine Company’s annual goals in the markets of responsibility by working through and with the CdV Distributor partners. Responsible for the region’s P/L including achieving sales goals and profitable budget management. The Sales Director is responsible for targeting and tracking accounts to ensure success in major markets. Will assist in developing an annual sales plan which will include: sales by varietal by market, travel and entertainment budget, scheduled winemaker and principal sales travels. Must be self-motivated, creative, and organized.

COMPANY OVERVIEW:
Clos du Val is an iconic brand that offers a unique story connected to the history of Napa Valley. The Clos du Val portfolio is focused on crafting elegant and balanced Bordeaux-style wines. Over the last half of a century, Clos du Val has seen three generations of Goelet family ownership. The winery is now held by John and Henrietta’s six grandchildren, including our CEO, Olav Goelet. We are singularly focused on producing the highest quality wines and promoting them through a committed distributor network to passionate restaurateurs and retailers.

PRIMARY JOB RESPONSIBILITIES:
• Deliver annual depletion and distribution goals for the Clos du Val portfolio.
• Monitor and evaluate Distributors’ performance against Clos du Val’s market goals, putting in place corrective action plans when there is a gap against plan.
• Implement the CdV Activity calendar in the market paying particular attention to the pricing and programming strategies that will deliver the market goals.
• Implement the CdV channel and account strategy, allocate appropriate resources to key retailers in the market.
• Manage compliance of Strategic Account programs.
• Work closely with distributor salespeople and management to execute programs efficiently and effectively at the point of purchase.
• Educate distributor sales personnel on the Clos du Val wines and brand standards.
• Use relevant market data to identify market opportunities, share this with the Distributor Sales Team.
• Establish and maintain relationships with select on and off premise accounts.
• Always look to develop win-win-win solutions that result in value creation for the Clos du Val Wine Company.
• Always show fiscal responsibility. Stay within pre agreed budget limits.
• Put controls in place to manage local market dollars; be totally transparent on spend.
• Undertake tastings and presentations to members of the trade and consumers; attend tastings and winemaker dinners, etc.
• Participate in “sales blitzes / crew drives” in the markets and in other territories as needed.
• Use merchandising, POS, and promotional materials & budgets in an effective manner; stay within budget guidelines.

EDUCATION and EXPERIENCE:
• Bachelor’s degree in business or related area or equivalent years working experience in related area in lieu of degree required.
• Minimum of 10 years previous professional outside sales experience required.
• Three-tier sales management experience required on the supplier side.
• History of successfully managing multiple markets in assigned region/geography.
• Wine/alcohol beverage industry experience highly desirable but not required.

REQUIRED COMPETENCIES, KNOWLEDGE, SKILLS, and ABILITIES:
• Strong code of ethics and high level of integrity
• An energetic self-starter who has a winning mindset.
• Works cooperatively as a member of a team (functionally, cross-functionally, across both the winery and distributor) and is committed to the overall team objectives.
• Actively learns from own failures and successes and those of others.
• Is honest in opinions and takes responsibility for his/her actions.
• Acts to the values of the Dynamic standards of Clos du Val.
• Excellent verbal and written communication skills required.
• Strong persuasive presentation skills, including the ability to speak before large audiences both internally and externally, required.
• Must possess strong negotiation and mediation skills with the ability to influence and motivate others to meet objectives under sometimes-restrictive timelines.
• Strong analytical skills required. Ability to develop customer / distributor strategies, programs, and promotions based on competitive data to meet overall company objectives while meeting customer needs essential.
• Excellent organization skills, multi-tasking, and project management skills required, including the ability to manage multiple competing priorities essential.
• Computer proficiency in Microsoft Office (Word, Excel, PowerPoint), VIP, Concur.
• Valid driver’s license required

PHYSICAL REQUIREMENTS:
• Significant travel within assigned territory required.
• Must be able to lift a case of wine (45 pounds) up to 10 times per day
• Occasional delivery of samples weighing approx. 45lbs.
• 50% travel – combination of vehicle and air.
• Home based office – will require ergonomically compliant set up.
• 70% of time in field – will require walking, standing, bending and lifting and
30% of time divided between meetings, presentations and desk work.

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