Director, National Sales - Exclusive Brands- Remote

Work Location Miami, FL 

Position Purpose

    Acting on own initiative, the Director National Exclusive Brands is responsible for managing the development and execution of Delicato Exclusive Brands within the national distribution trade channel for the industry’s largest national chain accounts. This position is responsible for working alongside the Customer Development Team on the creation, implementation, and execution of strategic sales initiatives for Exclusive Brands. 

***THIS IS A REMOTE BASED ROLE AND THE CANDIDATE CAN BE LOCATED ANYWHERE IN THE U.S.***

Functional Responsibility

• Oversees, directs, and manages departmental activities and team performance
• Drives and models company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions
• Develops and implements clearly defined operational and individual goals to develop employees, achieve productivity levels, and to attain the company's strategic plan
• Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations
• Executes departmental financial objectives by preparing budgets, scheduling expenditures, analyzing variances, and initiating corrective action 
• Achieves departmental results to ensure the effective delivery of the strategic plan
• Develops staffing needs; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives
• Promotes and ensures a safe and healthy work environment for all employees
• Leads the way and prepares departmental staff for success in a continually changing environment
• Fosters a work environment that encourages creative thinking, promotes flexibility, and drives innovation
• Addresses employee issues, concerns, and complaints in an objective and confidential manner; notifies HR Business Partner and keeps immediate manager informed as appropriate
• Ensures compliance and consistent application of company policies, initiatives, and decisions
• Coaches, guides, and develops direct reports; fully engages in the GPS (Performance Management) process; provides high-quality feedback, and ensures proper GPS documentation of employee performance, recognition, and deficiencies

Essential Duties

• Develops strategies for new private label product concepts and executes current brand programs to grow the Delicato Exclusive Brands channel across top US National Chains
• Partners with Sales division and national wholesalers on step-by-step program development, production, and marketing of National Exclusive Brands
• Works cross-functionally with Supply Chain and Procurement to develop most cost-effective projects that deliver highest margin while meeting customer expectations
• Establishes realistic budgets; uses financial and qualitative information effectively to manage P&L statements, budgeting, forecasting, pricing, and marketing budgets
• Utilizes CSI and other data reporting platforms to identify market gaps and brand opportunities with customers and communicates the targets and timelines for deliverables to close opportunity gaps
• Partners on National branded goods demand planning in conjunction with Exclusive Operations Analyst to confirm adequate inventory is made available for in-market demand while ensuring there is not any overload of production causing margins to diminish when selling off lesser-cost over-inventory 
• Identifies new strategic business opportunities via financial modeling and cost engineering to increase profitability on new and existing business
• Responsible for managing brand activities around Route to Market, Promotion, and Trademark with Compliance and Legal 
• Stays current on market and competitor industry trend and brand positioning to identify critical, high payoff private label opportunities 
• Provides creative solutions to customers’ changing needs and develops innovative product solutions for prevailing market conditions and business cycles 
• Develops short-range and long-range tactical plans that are comprehensive, realistic, and effective in meeting overall Division goals

*Other duties may be assigned

Non-Essential Duties

*Other duties may be assigned

Minimum Requirements

Education and Experience

• Bachelor’s degree required; degree in Business, Marketing or Communications, with an emphasis in Sales or Marketing preferred
• 10+ years experience in sales
• Experience working in wine business with revenue greater than $20 million preferred
• Established record in meeting and exceeding sales goals with established budgets, and contributing to successful sales plans and strategies
• Experience in sales of products with three-tier distribution systems; producer, wholesaler, and retailer in a decentralized sales organizational environment
• Experience working with Distributors partners preferred
• Familiarity with value-added products and development or utilization of sales training program
• Working knowledge and understanding of E-commerce platforms that exist in the DTC, BTB, BTC environments from supplier, distributor, Retail/E-commerce perspectives

Knowledge, Skills, and Abilities

• Demonstrates sound business ethics; shows consistency among principles, values, and behavior; builds trust with others through own authenticity and follows-through on commitments; drive results and success; conveys sense of urgency
• Ability to understand and apply market intelligence to sales strategy
• Ability to stay current with company brands, programs, initiatives, policies and procedures as well as products offered by the company’s competition
• Strong understanding of Cost of Goods, profit margins and Wholesale & Retail Price model development
• Extensive knowledge of CA and Global Appellations and varietals preferred 
• Extensive knowledge of the large US chain accounts and Buyers and differences; working understanding of the emerging ComLog network
• High level of financial and business acumen
• Strong presentation skills
• Executive presence to influence senior decision-makers
• Excellent communication, planning, and organizational skills with strong management background
• Proficient in desktop applications (MS preferred)

Working Conditions

• General office environment with frequent travel
• Required to drive automotive vehicle or equipment
• Occasionally may be required to lift and carry cases of wine

Work Standards

• Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
• Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner
• Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
• Follows all Company policies and procedures

Additional Comments

Management retains the discretion to add to or change the duties of the position at any time.

​ California Pay Transparency Disclaimer: This is a Exempt position. The pay range for this position is $139,182.96 to $217,706.16. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon a number of factors, including but not limited to the candidate's qualifications, education, experience, internal equity and alignment with market data.

Delicato Family Wines offers its employees a generous and comprehensive benefits package. The core health insurance components include medical, dental and vision, where Delicato covers nearly the entire cost for employees and a large percentage for dependents. Additional health benefits include life, disability and flexible spending accounts. Other benefits include 401(k) with generous company match, discretionary profit sharing, paid time off (PTO), paid holidays, wine & merchandise discounts, tuition reimbursement, gym discounts & many more

Delicato Family Wines is an Equal Opportunity Employer. ​