Direct to Consumer Sales Manager - Black Stallion Estate Winery

Position Purpose

Under Little or No Supervision and Acting on Own Initiative, the Direct to Consumer (DTC) Sales Manager is responsible for the continued growth and development of all direct to customer sales channels. The DTC Sales Manager monitors and manages wines inventory through forecasting, depletion reporting and analyses. The DTC Sales Manager also oversees integrity of consumer data in the POS system and on the winery website. This role works cross functionally with other departments such as accounting, winemaking, compliance, IT, etc. to ensure Black Stallion Estate Winery (BSEW) retail sales adheres to company vision and goals.

Team Leadership and Culture

• Manages and monitors day-to-day operations and team performance to ensure smooth workflows and that company standards are met
• Manages company culture and holds self, peers, and direct reports accountable for demonstrating a constructive company culture through influential, personal behavior and actions; encourages strong work ethic and fosters an environment of trust and respect
• Develops and aligns individual goals with the department's operational goals; ensures that decisions, actions, and priorities are aligned with the company's vision, mission, and strategies
• Researches best practices, stays abreast of industry trends, and maintains awareness of regulatory changes to ensure compliance and continually improve operations
• Assists in preparing the departmental budget, monitors spending, and directs team in cost-effective operations to ensure adherence to financial objectives
• Monitors performance and regularly communicates with direct reports to achieve mutual understanding and desired results
• Partners with immediate manager to determine staffing needs;  attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve goals and objectives
• Provides employees with a safe, healthy, and rewarding work environment; ensures delivery and completion of monthly safety topics
• Communicates and supports change initiatives and decisions in an effective manner to successfully guide team through change
• 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

• Works with the BSEW General Manager (GM) to develop annual direct sales plan and creates sales programs to achieve annual goals.
• Responsible for the continued growth and development of all direct to customer sales through the Wine Club, website, phone, and email campaigns. Maintains website functionality, updates, and ensures information is current and webstore is functioning correctly.
• Analyzes Wine Club and ecommerce sales and develops new programming as needed. Creates programs to increase wine club acquisition and retention. Facilitates wine club commission and QPOs for tasting room personnel.
• Manages BSEW wine club and all peripheral activities related to the wine club. Selects wine club shipment wines based on sales goals and current inventory levels. Processes wine club batch sales and ensures  all shipping orders are in compliance with state and federal regulations.  Writes and designs newsletters, communicates to membership and coordinates wine club events. Ensures all wine club members receive superior customer service. Develops wine club related programs to retain and increase membership levels.
• Oversees the Customer Relationship Management (CRM) efforts for the winery. Directly communicates  with all customers to increase sales, customer retention and loyalty. Works closely with other BSEW departments to facilitate customer communication needs.  Maintains complete and accurate customer data. Monitors email campaigns to measure effectiveness and improve strategies.
• Monitors and manages limited release (LR) wine inventory through forecasting, depletion reporting, and analyses. Manages the BSEW forecast  with input from GM, winemaking, International and Domestic sales. In conjunction with North Coast Winemaking, coordinates and facilitates the release of new vintages. Creates wine notes and coordinates bottle photograpy. Approves internal requests for use of LR wines based on inventory levels and need. Analyzes inventory levels and make recommendations to GM on production levels, new products or discontinued products. Communicates inventory status to BSEW managers. Overseees physical inventory at the winery level.
• Provides financial information to managers and other departments monthly or as needed. Researches and resolves any descrepencies that may occur
• Performs other duties as assigned.

Non-Essential Duties

• Provides financial information to managers and other departments as needed. Researches and resolves any descrepencies that may occur. Provides assistance to other Point of Sale (POS) users or outside departments when needed.
• Coordinates wine shipping efforts for the winery. Provides product information to Compliance and ensures all order in ShipCompliance are complete and up to date for Compliance month end reporting. Sources shipping supplies, negotiates rates with FedEx and monitors shipping expenses to shipping fees charged to customers.

Minimum Requirements

Education and Experience

Bachelor’s Degree with emphasis on Business Administration or Sales and Marketing preferred with a minimum of five years direct to consumer sales experience.

Knowledge, Skills, and Abilities

Knowledge of wine, winemaking and/or wine culture and wine clubs. Exceptional sales and customer service skills a must. A solid understanding of luxury goods clientele. Proficient in Microsoft Office and POS systems.

Certificates and Licenses

N/A

Working Conditions

Ability to lift and carry 50 pounds and sitting and using a monitor for long periods of time.

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; is 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.