Napavalleywineacademy
Director of Sales & DTC
Napavalleywineacademy, Santa Rosa, California, us, 95402
Position Overview:
The Sales Manager will play a pivotal role in driving revenue and brand growth through Direct-to-Consumer (DTC) sales, Wine Club memberships, Local Account Sales, and managing relationships with Brokers and Distributors. In our small, hands-on environment, this role requires a proactive, resourceful self-starter who can independently manage a broad range of responsibilities without the extensive support systems often found in larger wineries. The ideal candidate is a dynamic, results-driven professional with a passion for wine, an entrepreneurial mindset, and a strong understanding of retail and wholesale sales strategies.
Responsibilities: Direct-to-Consumer (DTC) Sales • Sales Strategy Development: Create and implement DTC sales strategies to meet monthly and annual sales targets. • Customer Engagement: Build strong relationships with customers to deliver a top-tier wine experience both onsite and digitally. • Tasting Room Operations: Oversee tasting room staff and inventory, ensuring a welcoming, compliant environment. • Events & Promotions: Organize DTC events, promotions, and seasonal campaigns to attract traffic and drive sales. • Digital & E-commerce Management: Collaborate with marketing to refine e-commerce and digital strategies, expanding DTC reach.
Wine Club Management • Wine Club Growth & Retention: Develop and implement strategies for wine club membership growth and retention, enhancing customer loyalty. • Member Communication: Manage newsletters, updates, and special offers to engage members consistently. • Member Events & Exclusives: Plan and coordinate exclusive events, tastings, and offers to create a strong wine club community. • Member Support: Address member inquiries and provide top-tier customer service. • Data & Analytics: Track and analyze club performance, adjusting strategies to meet membership goals.
Broker/Distributor Relationship Management • Distributor Strategy: Create and implement strategies to grow brand reach through wholesale channels. • Relationship Building: Build and maintain relationships with brokers and distributors, ensuring alignment with winery values and goals. • Sales Support: Provide training and sales materials to support distributor efforts in representing the winery. • Market Insights & Development: Monitor trends and performance in various markets to optimize distributor sales efforts. • Inventory & Allocation: Oversee inventory allocation for wholesale distribution, coordinating order fulfillment with logistics.
Local Account Sales Management • Account Development: Establish and nurture relationships with local accounts such as restaurants, retailers, and specialty stores. • Sales Strategy: Develop and tailor sales strategies for each local account to align with their needs and customer base. • Account Support & Training: Supply product training, sales materials, and ongoing support to ensure accounts are equipped to promote winery offerings. • Regular Check-ins: Maintain frequent communication with local accounts to gather feedback, manage reorders, and provide ongoing support. • Promotional Partnerships: Coordinate local events, tastings, and promotions with accounts to enhance brand visibility in the community.
Wine Competition Submissions • Submission Management: Identify suitable wine competitions and coordinate submissions to increase brand recognition. • Documentation: Prepare and organize submission materials, ensuring compliance with competition guidelines. • Results Tracking & Marketing: Track awards and collaborate with marketing to promote accolades and achievements.
Bottling & Packaging Support • Production Support: Assist with bottling, labeling, and packaging, ensuring quality and consistency. • Inventory Coordination: Monitor bottling and packaging supplies, coordinating with production as needed. • Quality Assurance: Conduct checks to maintain product quality and alignment with brand standards.
Estate Tours • Tour Management: Lead engaging estate tours that share the winery’s story, philosophy, and winemaking process. • Visitor Experience: Provide an exceptional experience to guests, fostering brand loyalty and supporting sales. • Scheduling & Coordination: Coordinate estate tour scheduling with the events team and handle inquiries and requests.
Requirements: • Experience: 5+ years in DTC sales, wine club management, or distributor relations; local account management experience is a plus. • Knowledge: In-depth understanding of wine industry trends, DTC best practices, and wholesale distribution. • Skills: Excellent communication, relationship-building, and organizational skills; comfortable conducting estate tours. • Technology: Proficiency with CRM, POS, e-commerce platforms, and other winery management tools. • Passion for Wine: WSET Level 2 or similar wine education preferred. • Ability to lift and carry up to 45 pounds regularly and perform tasks requiring physical movement, including standing, bending, and walking, for extended periods. • Comfortable working on your feet, including indoor and outdoor settings, in variable weather conditions. • Travel: Ability to travel up to 30% locally and 10% out-of-area, with occasional weekend availability required for events and promotional activities.
Benefits: • Competitive salary with performance-based incentives • Wine discounts, tasting benefits, and access to exclusive events • Opportunities for professional development in a growing winery
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The Sales Manager will play a pivotal role in driving revenue and brand growth through Direct-to-Consumer (DTC) sales, Wine Club memberships, Local Account Sales, and managing relationships with Brokers and Distributors. In our small, hands-on environment, this role requires a proactive, resourceful self-starter who can independently manage a broad range of responsibilities without the extensive support systems often found in larger wineries. The ideal candidate is a dynamic, results-driven professional with a passion for wine, an entrepreneurial mindset, and a strong understanding of retail and wholesale sales strategies.
Responsibilities: Direct-to-Consumer (DTC) Sales • Sales Strategy Development: Create and implement DTC sales strategies to meet monthly and annual sales targets. • Customer Engagement: Build strong relationships with customers to deliver a top-tier wine experience both onsite and digitally. • Tasting Room Operations: Oversee tasting room staff and inventory, ensuring a welcoming, compliant environment. • Events & Promotions: Organize DTC events, promotions, and seasonal campaigns to attract traffic and drive sales. • Digital & E-commerce Management: Collaborate with marketing to refine e-commerce and digital strategies, expanding DTC reach.
Wine Club Management • Wine Club Growth & Retention: Develop and implement strategies for wine club membership growth and retention, enhancing customer loyalty. • Member Communication: Manage newsletters, updates, and special offers to engage members consistently. • Member Events & Exclusives: Plan and coordinate exclusive events, tastings, and offers to create a strong wine club community. • Member Support: Address member inquiries and provide top-tier customer service. • Data & Analytics: Track and analyze club performance, adjusting strategies to meet membership goals.
Broker/Distributor Relationship Management • Distributor Strategy: Create and implement strategies to grow brand reach through wholesale channels. • Relationship Building: Build and maintain relationships with brokers and distributors, ensuring alignment with winery values and goals. • Sales Support: Provide training and sales materials to support distributor efforts in representing the winery. • Market Insights & Development: Monitor trends and performance in various markets to optimize distributor sales efforts. • Inventory & Allocation: Oversee inventory allocation for wholesale distribution, coordinating order fulfillment with logistics.
Local Account Sales Management • Account Development: Establish and nurture relationships with local accounts such as restaurants, retailers, and specialty stores. • Sales Strategy: Develop and tailor sales strategies for each local account to align with their needs and customer base. • Account Support & Training: Supply product training, sales materials, and ongoing support to ensure accounts are equipped to promote winery offerings. • Regular Check-ins: Maintain frequent communication with local accounts to gather feedback, manage reorders, and provide ongoing support. • Promotional Partnerships: Coordinate local events, tastings, and promotions with accounts to enhance brand visibility in the community.
Wine Competition Submissions • Submission Management: Identify suitable wine competitions and coordinate submissions to increase brand recognition. • Documentation: Prepare and organize submission materials, ensuring compliance with competition guidelines. • Results Tracking & Marketing: Track awards and collaborate with marketing to promote accolades and achievements.
Bottling & Packaging Support • Production Support: Assist with bottling, labeling, and packaging, ensuring quality and consistency. • Inventory Coordination: Monitor bottling and packaging supplies, coordinating with production as needed. • Quality Assurance: Conduct checks to maintain product quality and alignment with brand standards.
Estate Tours • Tour Management: Lead engaging estate tours that share the winery’s story, philosophy, and winemaking process. • Visitor Experience: Provide an exceptional experience to guests, fostering brand loyalty and supporting sales. • Scheduling & Coordination: Coordinate estate tour scheduling with the events team and handle inquiries and requests.
Requirements: • Experience: 5+ years in DTC sales, wine club management, or distributor relations; local account management experience is a plus. • Knowledge: In-depth understanding of wine industry trends, DTC best practices, and wholesale distribution. • Skills: Excellent communication, relationship-building, and organizational skills; comfortable conducting estate tours. • Technology: Proficiency with CRM, POS, e-commerce platforms, and other winery management tools. • Passion for Wine: WSET Level 2 or similar wine education preferred. • Ability to lift and carry up to 45 pounds regularly and perform tasks requiring physical movement, including standing, bending, and walking, for extended periods. • Comfortable working on your feet, including indoor and outdoor settings, in variable weather conditions. • Travel: Ability to travel up to 30% locally and 10% out-of-area, with occasional weekend availability required for events and promotional activities.
Benefits: • Competitive salary with performance-based incentives • Wine discounts, tasting benefits, and access to exclusive events • Opportunities for professional development in a growing winery
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