Director of Luxury Brand Sales
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Job Description
Luxury wine portfolio director leading U.S. commercial strategy, distributor execution, and key-account growth for Viña Concha y Toro USA. Protecting premium positioning and expanding profitable distribution.
Responsibilities:
- Lead the commercial strategy, market development, and disciplined execution of the company’s luxury wine portfolio
- Convert portfolio and brand strategy into channel, distributor, key account, and market plans
- Build reputation, expand high-quality distribution, protect premium positioning, and deliver sustainable net sales and profitability growth
- Develop market business plans, the selling system, and operating cadence
- Represent the portfolio with key trade customers in collaboration with sales teams, distributor partners, and cross-functional stakeholders
- Balance near-term delivery with long-term brand equity through allocation, pricing, placements, education, and activation
- Serve as commercial owner for the luxury portfolio and lead market plans, distributor alignment, business reviews, execution standards, and resource deployment
- Develop strategic on-premise, off-premise, and selective alternative-channel relationships
- Serve as senior portfolio ambassador and define ways of working, goals, cadence, and accountability
- Develop and own commercial plans by origin, brand, channel, and priority market
- Define growth choices, account segments, distribution standards, pricing and promotion guardrails, activation priorities, KPIs, forecasts, and resource allocation
- Review and refine go-to-market models across wholesale and direct-to-consumer channels
- Segment markets, establish company/distributor roles, and recommend route-to-market changes
- Be present and active in market 50%–60% of the time
- Set objectives and execution standards with distributor leadership and field teams
- Establish business-review cadence, opportunity tracking, corrective action, priorities, tools, brand education, and follow-up
- Build account strategies for priority on-premise, off-premise, and multi-unit customers
- Develop senior relationships, lead high-value presentations and tastings, and secure placements and programs
- Establish accountable market leadership in priority geographies and clarify ownership for focus accounts, distributor opportunities, market visits, blitz activity, and local follow-through
- Partner with Finance, Supply Chain, wineries, and Sales on pricing integrity, allocations, limited releases, launches, inventory exposure, and order-to-depletion performance
- Develop scalable trade education and lead expert-level tastings, winery immersions, seminars, and market programs
- Partner with Marketing on brand-right retail and wholesale activations
- Collaborate with enterprise partners on winery, club, private-client, event, and other selective channels
- Monitor shipments, depletions, distribution, account productivity, pricing, mix, inventory, pipeline, program results, and profitability
- Build sales projections and spending plans, manage budgets, evaluate program returns, and partner with Finance on forecasting and risk
- Lead, coach, and align assigned sales resources and cross-functional partners
- Identify commercial gaps and opportunities and provide market insight to brand owners and leadership
Requirements:
- Bachelor’s degree in business, marketing, or a related field, plus a minimum of ten plus years of progressive sales, marketing or distributor management experience in wine or beverage alcohol—including meaningful work with luxury or fine wine—or equivalent combination of education and experience
- Demonstrated success building brands and delivering sustainable revenue and profit growth through the U.S. three-tier system
- Strong knowledge of distributor economics, market planning, key-account development, pricing, allocations, forecasting, and inventory management
- Established ability to develop senior relationships with distributors, customers, and influential members of the wine trade
- Expert-level ability to present, taste and communicate wine with credibility to sales teams, customers, and trade audiences
- Strong analytical and financial acumen, including experience interpreting sales and depletion data, account performance, budgets, and profitability
- Ability to translate strategy into clear priorities, operating rhythms, measurable standards, and timely corrective action
- Excellent written, verbal and presentation skills, including the ability to influence senior internal and external stakeholders
- High integrity, sound judgment, and entrepreneurial drive
- Proficiency in Microsoft 365 office applications including Word, PowerPoint, and Excel
- Valid Driver’s license and the ability to be insured
- Ability to travel frequently, including occasional evenings and weekends for market work, tastings, and events
- Overnight travel—both domestic and international—is 35%–50%
- Ability to lift and carry up to 50 lbs. and push/pull up to 50 lbs. on an occasional basis
- Ability to frequently sit and work at a desk for long periods of time; frequently walk and occasionally stand, reach, climb, crawl, squat, kneel, and bend
- Hand and finger dexterity for keyboarding and extended computer work
- Additional physical requirements related to domestic/international travel via air and ground transportation
- Successful completion of criminal background, DMV check and drug screen
- Verification of citizenship or legal right to work in the United States at the time of an offer of employment
Benefits:
- First day Medical, Dental, Vision, Life & Disability
- Tax Savings (401k with company match)
- Short and Long-Term Disability
- Paid vacation, sick leave and company holidays
- Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees
- One day/shift off per year as Volunteer Time Off (VTO)
- Employee-focused health, wellness, training and safety-related programs
- Scholarship opportunities for dependents
- Annual incentive target aligned with individual and company performance
- Transportation-related benefits
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