Director of Sales & Commercial Operations (California) - JUSTIN, Lewis Cellars, Landmark Vineyards

Overview

Wonderful Wines, the premium wine division of The Wonderful Company, unites three iconic wineries — JUSTIN Vineyards & Winery, Lewis Cellars, and Landmark Vineyards — under one umbrella. Our mission is to craft extraordinary wines and unforgettable experiences, with a focus on innovation, entrepreneurial drive, and excellence. The Wonderful Company is a Fortune Top 100 Place to Work and PEOPLE’s #3 Company That Cares.

Under the direction of the VP of Sales & Commercial Operations, the Director of Sales & Commercial Operations (California) is responsible for driving sales execution and ensuring the successful implementation of 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.

This role is located in Northern California, with consideration for strong candidates based in Southern California.

Responsibilities

• Lead the execution of on- and off-premise sales programs, ensuring alignment with corporate goals and distributor capabilities.
• Develop and oversee strategies to enhance distributor engagement and execution across markets and account types.
• Monitor distributor execution, identify gaps, and implement corrective actions to maximize effectiveness.
• Partner with internal stakeholders to align sales execution with brand marketing strategies and promotional campaigns.
• Manage strategic On- and Off-premise accounts within your region, ensuring brand growth and market penetration.
• Establish and drive sales goals, incentives, and pricing strategies for distributors, aligned with revenue and margin targets.
• Collaborate with distributors on on-premise and off-premise programming, ensuring strong retail activation and market execution.
• Conduct regular business reviews with distributor leadership to assess performance and drive continuous improvement.
• Collaborate on trade marketing initiatives, merchandising programs, and in-store promotional execution.
• Track and analyze key sales metrics, program effectiveness, and market execution to support data-informed decisions.
• Use sales data, inventory reports, and market feedback to address performance gaps and optimize execution across accounts.
• Work weekly with TDM / Portfolio Managers to review program effectiveness, inventory management, and execution trackers.
• Build and maintain strong relationships with distributor GMs and VPs to align on sales strategies.
• Organize quarterly, annual, and state-level distributor meetings to review program performance and refine execution strategies.
• Partner with cross-functional teams (marketing, finance, operations) to align sales programs with business objectives.
• Drive a high-performance sales culture focused on execution, accountability, and results.
• Provide coaching and guidance to sales teams to improve field execution and performance.
• Develop and implement sales training programs to enhance execution excellence and distributor engagement.

Qualifications

Your Team

You will lead a regionally focused, results-oriented wholesale sales team and collaborate with colleagues across Sales, Marketing, Accounts, Trade Marketing, Operations, and Analytics to shape the commercial future of our brands.

Why This Role Matters

This role is a key driver of Wonderful Wines' growth and brand strength through strong distributor partnerships, disciplined execution, and bold leadership.

Growth Path

Outstanding performance in this role opens the door to broader opportunities across the organization, including shaping regional strategy, mentoring the next generation of sales leaders, and contributing to long-term success.

Working Conditions

Location

Pay Range : $125,000 - $135,000 and may include a discretionary bonus. Final compensation will be dependent on skills and experience.

Additional Information

Note : The Wonderful Company is an Equal Opportunity Employer. We are committed to a diverse workforce and all qualified applicants will receive consideration for employment without regard to protected characteristics.

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