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Director of Fine Wine Sales

Missoula, MT or Kalispell, MT

Job Type

Full-time

Description

POSITION SUMMARY

The Director of Fine Wine Sales provides strategic leadership and coordination of all wine sales functions for the wine division. This role is responsible for developing and implementing comprehensive wine sales strategies, monitoring performance against established goals, and collaborating with the Vice President of Wine Sales to create innovative marketing approaches that drive revenue growth.

KEY RESPONSIBILITIES

Sales Management

+ Lead and direct all fine wine sales operations across the organization

+ Coordinate supplier visits and relationship management initiatives

+ Develop and present comprehensive monthly and annual sales plans

+ Conduct monthly market surveys and document competitive intelligence

+ Create Performance for Pay (PFP) goals for department managers

+ Provide guidance to department managers in creating and distributing sales team PFPs

+ Participate in weekly and monthly sales meetings, including general sales meetings

+ Conduct targeted key account calls with priority accounts and key customer segments to build strategic relationships

+ Execute systematic market visits across assigned territories to maintain market presence and customer relationships

+ Conduct ride-alongs with assigned sales representatives to ensure best practices and coaching consistency

+ Organize and execute Fine Wine Road Show events to showcase wine portfolio

+ Approve wine sales routing and collaborate on efficient territory management strategies

+ Attend all wine-related meetings, including out-of-state meetings and business reviews

Operations Management

+ Drive total growth and profitability for the assigned wine portfolio

+ Maintain optimal inventory turnover rates while minimizing out-of-stock percentages across all wine categories

+ Achieve focus item forecast accuracy targets (minimum 75%) to ensure efficient inventory management

+ Oversee allocation documentation processes and maintain comprehensive sample calendar systems

+ Execute new item efficiency programs with target of 70% successful distribution within 90 days

+ Manage wine closeout strategies to achieve annual targets and optimize inventory flow

+ Prepare monthly forecasting goals and strategic focuses covering distribution, sales targets, new product launches, and merchandising displays

+ Attend weekly forecasting meetings and provide strategic input

+ Collaborate with Vice President of Operations on operational challenges and opportunities

+ Manage operations inventory reporting for all fine wine activities

Financial Management

+ Develop and manage monthly and annual budgets including samples, incentives, travel, training, staffing, and merchandising

+ Monitor and achieve revenue and margin percentage targets for On-Premises division

+ Conduct gross profit and SKU performance analysis

+ Maintain supplier accounts receivable below budgeted targets to ensure optimal cash flow

+ Monitor all supplier accounts receivable and ensure compliance with payment terms

+ Approve all departmental expenditures within established guidelines

+ Review and authorize departmental expense reports in accordance with company policy

Leadership & Human Resources

+ Interview, hire, and develop high-performing team members

+ Welcome new employees and oversee department orientation and training programs

+ Develop departmental policies that align with company standards

+ Collaborate with department heads to determine optimal staffing levels

+ Participate in compensation decisions for direct reports

+ Identify high-potential employees and recommend development opportunities

+ Contribute to annual job description updates with Human Resources

+ Conduct annual performance reviews with defined career pathing and development plans

+ Develop and execute comprehensive succession planning strategies for key positions

+ Ensure compliance with company policies and federal/state alcohol distribution regulations

+ Participate in disciplinary actions when necessary

+ Review payroll reporting on a regular basis

+ Lead strategic planning retreats and wine leadership meetings

+ Conduct monthly training and education sessions with staff

+ Organize team appreciation events and recognition programs

+ Model organizational mission and core values

+ Execute daily management responsibilities

Requirements

QUALIFICATIONSAny combination equivalent to the following education and experience that would provide the necessary knowledge, skills and abilities would qualify. A typical way to obtain the knowledge, skills and abilities would be:Education & Experience

+ Bachelor's degree from an accredited college or university

+ 7-10 years of professional experience in the wine/beverage industry with a focus on sales

+ Minimum 3 years of supervisory, administrative, or management experience

+ Certified Specialist of Wine (CSW) or comparable wine certification preferred

Knowledge, Skills & Abilities

+ Comprehensive beverage industry and product knowledge

+ Excellent written communication skills for reports, correspondence, and presentations

+ Strong decision-making abilities with experience in policy interpretation, delegation, and performance evaluation

+ Administrative expertise across fiscal, personnel, procurement, and facility operations

+ Ability to build and maintain effective relationships with staff, vendors, agencies, and customers

+ Outstanding public relations and communication skills

+ Advanced technology and software proficiency

+ Proven management and budgeting expertise

+ Self-motivated with ability to manage multiple priorities independently

+ Clear understanding of organizational mission and ability to communicate goals effectively

+ Understand and effectively communicate the organizational mission and goals.

Professional Development & Strategic Planning

+ Complete advanced business education programs to enhance leadership capabilities

+ Participate in executive development programs and lead management team discussions on key learnings

+ Develop and execute personal development plans with measurable goals and timelines

+ Submit comprehensive annual departmental business plans with strategic objectives

+ Conduct regular evaluation and feedback sessions to ensure team performance and development

+ Stay current with industry trends, best practices, and emerging technologies in wine sales and distribution

PHYSICAL and OTHER REQUIREMENTS

This position will be in an office setting and in customer accounts. It may require 8-to-10-hour days Monday – Friday, flexible or after standard business hours on occasion.

+ Seeing: Must be able to read reports and use computer/general office equipment. Must be able to read and interpret documentation.

+ Hearing: Must be able to communicate effectively with coworkers and business contacts.

Extras:

+ Compensation package: 80-100K/annual

+ Generous insurance and vehicle plans

+ Preferred candidate can/will reside in the Missoula to Kalispell, MT region.

Salary Description

$80,000 -$100,000/Annually