Director of National Accounts - West

Job Type Full-time Description

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.

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

The Director of National Accounts drives profitable and sustainable growth in respective customer groups through their team and personal account responsibilities. 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 lead a team of account managers responsible for several key strategic customers covering the scope of the USA in off-premise accounts. The Director will own relationships at and above the decision-maker in each of the accounts. They also own the relationship with the wholesaler National Accounts teams at the VP level and have solid relationships at the Account Executive levels within those organizations.

DUTIES & 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)
• 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.
• Lead & develop a team of national account managers.
• Responsible for customer P&L and A&P spends 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 with groups
• Teamwork: Consistent clear communication, alignment, organizational EQ, collaboration
• Proactive: Be professionally persistent inside and out, and do it with pace, urgency and energy
• Trust, Respect, and no drama: We are in it together, focused on outward results

Key Performance Indicators for this role include:

• Volume and Share Growth
• Wholesaler Score Card goal attainment
• People development

Requirements

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