Justin Vineyards & Winery

Compensation

Full Description

Wonderful Wines, the premium wine division of The Wonderful Company, unites three iconic wineries. From JUSTIN’s Bordeaux-style blends in Paso Robles, to Lewis Cellars’ award-winning Cabernet Sauvignon in Napa Valley, to Landmark’s expressive Sonoma Coast Chardonnay and Pinot Noir — our portfolio showcases the best of California’s winegrowing regions. As part of The Wonderful Company — a Fortune Top 100 Place to Work and PEOPLE’s #1 Company That Cares — we’re committed to making a difference for our people, our planet, and our customers. Under the direction of the Vice President of Sales & Commercial Operations, the Director of Sales & Commercial Operations is responsible for driving sales execution and ensuring the successful implementation of national and independent on and off-premise programs. This role partners with distributors to develop and implement sales strategies, monitors distributor performance, and addresses gaps proactively. The Director ensures seamless execution of programs across all channels while motivating the team to achieve sales and revenue targets. Success in this role means driving measurable growth, cultivating strong partnerships, leading with integrity, and bringing the voice of the brand to life in every market we serve. Job Description Sales Strategy & Execution Lead the development and flawless execution of on- and off-premise sales programs, ensuring alignment with brand and corporate goals. Partner with distributors and internal teams to deliver best-in-class execution, retail activation, and program compliance across all markets. Manage strategic national and independent accounts within the region to drive distribution, visibility, and revenue growth. Align sales strategies with marketing and promotional initiatives to maximize brand presence and profitability. Distributor & Program Management Build and maintain strong relationships with distributor leadership to ensure alignment on execution priorities and business goals. Establish and monitor sales goals, incentives, and pricing strategies that drive growth while meeting margin targets. Conduct regular business reviews with distributors to evaluate performance, identify opportunities, and implement corrective action where needed. Collaborate on trade marketing, merchandising, and promotional programs to elevate in-store and on-premise visibility. Performance Management & Optimization Track and analyze sales performance, program results, and market trends to inform data-driven decisions. Partner with Territory Development Managers and Portfolio Managers to evaluate inventory, execution, and program rollout on a regular cadence. Identify performance gaps early and deploy targeted solutions to ensure consistent execution and results. Cross-Functional & Relationship Leadership Serve as the key liaison between Sales, Marketing, Finance, Operations, and Trade Marketing to ensure commercial alignment. Lead quarterly and annual business meetings with distributors to review performance and refine market strategies. Champion collaboration across teams to deliver unified brand messaging and commercial impact. Team Leadership & Development Foster a high-performance culture built on accountability, integrity, and results. Coach, mentor, and develop sales team members to strengthen executional excellence and leadership capability. Implement training programs that enhance distributor engagement and elevate field execution standards. Qualifications The ideal candidate is a forward-thinking sales leader with a passion for premium wine and a proven track record of building brands, teams, and partnerships that deliver results. You bring both strategic focus and creative energy — inspiring those around you while driving disciplined execution in every market. You know how to engage distributors, develop people, and turn great plans into measurable growth. Minimum of 7 years of sales experience in wine and spirits Deep understanding of distributor management, pricing strategy, and sales execution across diverse markets Strong analytical and financial management acumen Outstanding leadership, communication, and interpersonal skills Proven ability to coach and inspire high-performing teams Experience designing and evaluating incentive programs, promotional plans, and pricing models Proficiency with tools such as iDIG, KARMA, and VIP Price 2.0 Strategic thinking and adaptability to evolving market conditions A true passion for premium wines and a commitment to quality, innovation, and long-term brand building Bachelor’s degree in a business-related field; Master’s degree in business administration a plus