Director of National & Strategic Retail Accounts (US West)

Company Description

Wonderful Wines, the premium wine division of The Wonderful Company, brings together three distinguished wineries — JUSTIN Vineyards & Winery, Lewis Cellars, and Landmark Vineyards — under one visionary portfolio. From Paso Robles to Napa and Sonoma, our brands represent the best of California winemaking, defined by quality, innovation, and a relentless pursuit of excellence.  

As part of The Wonderful Company — a Fortune Top 100 Place to Work and PEOPLE’s #1 Company That Cares — we are committed to delivering exceptional products while making a meaningful impact on our people, communities, and environment.

The Role

The Director of National & Strategic Retail Accounts is a senior sales leader responsible for driving growth across key national and strategic retail partners with a strong emphasis on pharmacy customers across the country, including CVS, Walgreens, and Rite Aid, with a West Coast focus. Reporting to the Vice President of National & Strategic Retail Accounts, this role sets account strategy, leads a high-performing team, and builds strong distributor and customer partnerships to accelerate sales velocity and expand market presence.

This leader owns the end-to-end performance of major retail accounts—shaping strategy, influencing execution in-market, and ensuring alignment across internal and external stakeholders. Success in this role is defined by delivering sustained, profitable growth, strengthening national retail partnerships, and elevating execution standards across markets. The position is best aligned to candidates based in Arizona, Nevada, Washington, or California and includes approximately 30% travel.

Job Description

National Account Strategy & Growth

• Develop and lead national and strategic account plans aligned to division growth objectives
• Identify opportunities to expand distribution, increase velocity, and strengthen brand presence across key retail partners
• Serve as senior relationship owner for top retail accounts, building long-term, value-driven partnerships

Distributor Leadership & Execution

• Partner closely with distributor national and regional teams to ensure best-in-class execution in market
• Align on priorities, programs, and performance expectations with distributor leadership (VPs, KAMs)
• Lead market engagement through joint business planning, ride-withs, and execution audits

Cross-Functional Leadership

• Collaborate with Marketing, Finance, and Operations to deliver integrated, customer-facing plans
• Ensure pricing, promotions, and programs are executed effectively and aligned with brand strategy
• Act as a key voice of the customer internally, influencing broader commercial strategy

Team Leadership & Development

• Lead, coach, and develop a team focused on national and strategic retail accounts
• Set clear performance expectations and foster a culture of accountability and results
• Support talent development, succession planning, and team capability building

Performance Management & Insights

• Own account performance, including volume, distribution, pricing, and profitability
• Leverage data (iDIG, KARMA, VIP, distributor systems) to generate insights and inform strategy
• Monitor inventory and in-market conditions to mitigate risks and capture opportunities

Industry Presence

• Represent Wonderful Wines with key customers and at industry events to strengthen relationships and brand visibility

Qualifications

• Bachelor’s degree in a business-related field; MBA or advanced degree preferred
• 7+ years of progressive sales experience in wine & spirits, including national and key account leadership
• Proven success managing distributor networks and large retail customers
• Strong commercial acumen across pricing, promotions, and P&L management
• Demonstrated ability to lead and develop high-performing teams
• Skilled in data-driven decision making and sales analytics tools
• Excellent communication, negotiation, and relationship-building skills

Who You Are

You are a strategic and commercially minded sales leader who knows how to win in national retail. You bring a balance of big-picture thinking and in-market execution, and you know how to influence across a complex distributor system. You build strong relationships, develop talent, and hold teams accountable to high standards.

You’re energized by growing premium brands and thrive in environments that value ownership, speed, and collaboration.

Why This Role Matters

This role sits at the center