Director of Wholesale Operations

Description

The Director of Wholesale Operations is responsible for driving wholesale sales enablement by overseeing all internal processes that affect our wholesale customer experience and order fulfillment. The role is accountable for CA, FOB and International sales operations and leads the Inside Sales Team of 4 direct reports. This position reports to the VP of Sales. Will collaborate with the Western and Eastern Directors of Sales, partners on the execution of trade marketing initiatives, and National Account and Chain Retail strategies. This position is salaried, exempt, based out of our Oakville, CA location. This position is eligible to work a hybrid remote schedule.

Key Responsibilities:

Operations Management 

· Provide exceptional customer service to internal and external customers personally and by the entire Inside Sales Team. 

· Manages Inside Sales Team of 4: FOB Sales Specialist, International Sales Coordinator, Trade Relations Specialist and Wholesale Administrative Specialist

· Oversees go-to-market sales processes for each product release: pricing verification, compliance, product set-up, print/digital assets, allocation timeline, sampling, order fulfillment, POS and merchandise.

· Works across multiple departments to ensure Wholesale orders are shipped without error and on time. 

· Manages relationship with Wine Service Coop and other fulfillment providers to provide seamless logistics.

· Responsible for samples, travel/meeting planning and other operational and administrative processes assigned to team members. 

· Maintains SOP’s and oversees Teams structure. 

· In collaboration with VP of Sales and FOB Sales Specialist, facilitates distributor transitions and maintains all contracts.

· Prepares “Remaining to Ship”, KPI and other reports for the wholesale team to communicate to distributors.

· In collaboration with Sales Directors and Accounting, works to resolve Accounts Receivable issues.

· Works closely with Sales Management to provide real-time insight on allocations and internal challenges and presents solutions to meet customer needs with a sense of urgency. 

· Budget Management – In collaboration with the VP of Sales, produces wholesale expense budgets and manages monthly line-item variances.

· Sales Resources – Source merchandise that is impactful for incentives and promotions, manage budget, inventory, vendors and product quality. Collaborate with Retail on brand integrity and with HB fulfillment on logistics. Oversee development work on print/digital assets.

· Packaging Projects – Budget and source value add/gift packaging, oversee re-pack work in-house or contracted, oversee compliance and order fulfillment. 

· National Accounts – Support and facilitate On and Off Premise sales teams.

· On-board new wholesale team hires in collaboration with VP of Sales and across departments.

· Apprentices and Interns – Supervise, budget, on-board, schedule and create impactful experiences with meaningful work during Wholesale department rotation.

· Participates in Committee Meetings such as Market Assessment, Bottling Committee, Safety Committee.

· Acts as liaison between Wholesale and Hospitality for trade guest visits to the winery. 

o May be asked to host guests on property or a Sales Event in market (i.e. wine dinner, trade event etc.) and is able to communicate/present core brand messages. 

· Project management as assigned.

· Ad-hoc reporting, market analysis and other sales enablement tasks as assigned by Sales Management.

Leadership

· Responsible for daily workflow and overall results of Internal Sales team. Manages team schedule, coverage and productivity. Approves hourly non-exempt employees’ timecards.

· Builds a high performing team that is motivated, engaged, goal oriented, and provides exceptional service to internal and external customers. 

· Responsible for leading Inside Sales Team through challenging customer service situations and logistics situations daily by finding and teaching solutions. Manages the team’s performance on an on-going basis, providing feedback and coaching in a timely manner. Provides opportunities for growth and development. Documents performance via company’s performance management program.

Administration

· Administration support, coordination, and project management.

· This position will be cross trained in all Inside Sales Team roles to be able to support and cover during busy times of the year, vacations/leaves, or as needed.

· Other tasks and responsibilities as assigned.

Requirements

Qualifications:

· Bachelor’s degree or equivalent experience in related field.

· 5 years of related job experience i