Vice President of Strategic Accounts - Specialty Retail

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, 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, Substance, ViNO, 209 Gin, and BrandyLab.

The VP of Strategic Accounts leads the development and implementation of account strategies to maximize winery exposure and volume in a defined set of Specialty Retail off-premise chains, working to strengthen and build relationships within a defined number of key retailers covering the scope of the USA. This role will have both directly assigned dedicated accounts, as well as downstream accounts managed by direct reports. This role will work closely with Field Sales Regional & Market Managers to implement a more customized, consumer-focused selling effort in each of the targeted chain retailers.

This role will work with Buyers using syndicated data to maximize our shelf and promotional presence with each key account and review the Retailer's sales performance against sales plans and objectives to identify opportunities. This position will maintain close relationships with internal sales contacts and Distributors to communicate execution expectations against programs sold and develop strong chain sales disciplines. This role will also collaborate with Trade Marketing to develop the necessary programs at the regional level to drive chain programs and ACV increases.

Duties And 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 or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Direct and manage all activities in their assigned accounts to maximize brand potential while meeting the needs of key national account retailers
• Leadership of a dedicated team and their assigned accounts
• Development of customized off-premise channel strategies, plans, and programs with the full portfolio of brands
• Assist in identifying individual account priorities and needs
• Create development plans for each chain and work to implement them
• Work closely with Strategic Account Executives, Execution Managers, and Distributors to drive compliance and program initiatives
• Work with any regional managers in calling on key regional accounts and develop/ maintain individual relationships. Work to permeate key national customer organizations to increase share of mind. Responsible for developing relationships above, around, and below the buyer to implement a “wire to win” strategy
• Implement Strategic Initiatives
• Develop, communicate, and implement national strategic initiatives and brand priorities for key national accounts
• Develop and execute successful programs with each of the assigned key national accounts in close coordination with the local regional and distributor contacts.
• Effectively communicate progress against initiatives
• Work with all key regional sales contacts to foster a team environment
• With Distributor key contacts and local account managers
• Critical functions of this position include building productive, cross-functional relationships with each division, specifically regarding the account level
• Manage and deliver results within annual plan budgets
• Track Budgets to ensure that all spending is within company budgets
• Strategic planning, promotional effectiveness, and program execution
  
  

Requirements

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Requires a BS / BA degree; additional sales training is a plus.
• A minimum of 10 years of sales experience, including proven success managing a sales team that calls on a large number of diverse retailers or working with regional teams to implement programs; ideally, experience managing direct off-premise national accounts.
• A record of accomplishment for effectively managing budgets and maximizing returns on investment.
• A demonstrated record of success in establishing and delivering sales goals and implementing strategic initiatives.
• An entrepreneurial approach to managing their business and experience working in a smaller team environment.
• Existing relationships at the buyer level in a large percentage of accounts that will be assigned.
• Must possess strong computer skills
• Able to analyze and pull together insights from reviewing syndicated data and use to drive customer and organizational changes.
• A successful individual will demonstrate excellent verbal and written communication skills, as well as an outstanding aptitude for time management.
• Thoroughness, interpersonal awareness, as well as proficiencies in data assessment, problem solving, and customer service are key competencies for success.
• Strong negotiation and relationship management skills.
• Experience in the Wine and Spirits Industry is not required but is beneficial. A strong player with CPG selling experience is acceptable.
• Ability to adhere to the company’s 4 core standards: Trust, Ingenuity, Forward Thinking, Always Deliver
  
  

Physical/Mental Requirements

While performing the duties of this job, the employee is frequently required to do the following:

• Sit, stand, or walk for prolonged periods.
• Perform some repetitive motion activities.
• Coordinate multiple tasks simultaneously.
• Lift, move, and stack boxes up to 40 lbs.
• Maintain focus and attention to detail in a fast-paced environment.
• Ability to manage prolonged screen time effectively without compromising productivity or attention to detail.
  
  

Work Environment

• Frequent travel to customer sites is required. Travel will be >50%.
  
  

O’Neill Vintners & Distillers offers a competitive salary and comprehensive benefits package, including medical, dental, vision, and life insurance coverage, short- and long-term disability, a 401(k) with a company match, Paid Time Off, holidays, and more.

O’Neill Vintners & Distillers is an equal opportunity employer. All aspects of employment, including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

All candidates must pass a comprehensive background check and drug screen and adhere to all Company, Federal, and State Food Safety Regulations and Policies. This organization participates in E-Verify.