VP Sales, Exclusive Brands

Position Purpose

The Vice President, Exclusive Brands reports directly to the Chief Sales Officer and is responsible for championing and sustaining the company’s culture and core values while delivering the financial, volume, and strategic objectives of the Exclusive Brands business across both Direct and National Sales models.

The Vice President of Exclusive Brands serves as the senior sales leader and principal executive liaison for the company’s largest national retail partners. This role is accountable for the strategic development, expansion, and performance of Exclusive Brand partnerships with top national chains.  Working directly with retail executives—and in close collaboration with the National Customer Development and International teams—the VP Exclusive Brands builds and sustains long term, mutually beneficial relationships. The role drives profitable growth by aligning brand strategy, innovation, and commercial execution with each partner’s unique objectives, ensuring Exclusive Brands deliver differentiated value and category leadership.

In addition, the role provides executive oversight of Supply Chain communications related to short- and long-term forecasting, production planning, and operational execution for the division. As a leader of innovation, the VP Exclusive Brands collaborates with senior management, Sales, Marketing, Operations, and retail partners to develop and execute new brand and product concepts, utilizing Exclusive Brands as a testing platform for potential elevation to national brand status.

Functional Responsibility

• Oversees, directs, and manages activities and the leadership team's performance in areas of responsibility
• 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
• Communicates the company's vision and mission; develops and implements the strategies that guide the direction of the business in areas of responsibility
• Identifies, analyzes, and drives the competitive landscape, opportunities for expansion, customers, markets, new industry developments, best practices, standards, etc.; maintains awareness of regulatory changes to ensure compliance and continually improve operations
• Owns and oversees the development of the rolled-up budget,  and conducts financial planning and analysis to ensure budget and other financial goals are in line with business strategy
• Directs the optimization of resources and results; collaborates with cross-functional leaders to position and integrate business functions and remove obstacles to accomplish key objectives and high impact initiatives
• Drives strategic alignment, guides leadership team, and works cross-functionally in the development of staffing plans; attracts, motivates, and retains a workforce with the appropriate knowledge, skills, and abilities to achieve the company's goals and objectives
• Promotes and ensures a safe and healthy work environment for all employees
• Aligns leaders on change initiatives, leads the way, and prepares the company for success in a continually changing environment
• Fosters a work environment that encourages creative thinking, promotes flexibility, and drives innovation
• Ensures that employee issues, concerns, and complaints are handled in accordance with company policies and applicable legal advice for clear, consistent messaging and resolution 
• Ensures compliance and consistent application of company policies, initiatives, and decisions
• Inspires, guides, and develops direct reports; identifies and mentors successor; 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

• Reinforces a culture of superior product quality, continuous improvement, and organizational excellence company-wide
• Partners with National Customer Teams to develop new brands and products that meet strategic objectives and drive meaningful volume through targeted distribution models
• Serves as the senior sales liaison with the nation’s largest retailers and National Customer Teams
• Develops long-term, sustainable partnerships with top national retailers, including leadership of Direct-to-Retail (DTR) growth strategies as customers evolve channel approaches
• Leads the development of a differentiated and continually evolving Exclusive Brands portfolio that exceeds retailer expectations
• Collaborates with Marketing to develop effective, efficient go-to-market strategies that strengthen the company’s position as a best-in-class wine supplier
• Leads New Product Development and Project Management for all Exclusive Brand initiatives and emerging national brand opportunities; establishes timelines, priorities, and deliverables aligned with customer requirements
• Oversees production and operational coordination for key projects to ensure customer satisfaction and on-time execution
• Evolves profitable business models by delivering innovative product and packaging solutions aligned with changing customer needs and market conditions
• Partners with Supply Chain and National Customer Teams to validate forecasts and align production planning for Exclusive Brands
• Collaborates with CSI / Strategic Insights to identify data-driven growth opportunities that attract new consumers and expand margins for key retail partners
• Works with CRG to develop strategic sourcing and global supply solutions; communicates strategies to Chain Sales Teams and retail partners
• Builds alignment across Marketing, Sales, Operations, Finance, CICA, CRG, and Winery leadership (Supply Chain, Production, Winemaking, Compliance, Customer Service)
• Strengthens cross-divisional collaboration with National Customer Teams to elevate enterprise-level “preferred supplier” status
• Delivers profitable growth by setting and achieving sales objectives within budget; manages P&L, forecasting, pricing, and marketing investments
• Identifies and prioritizes high-impact strategies; applies market and competitive insights to decision-making and execution

*Other duties may be assigned

Minimum Requirements

Education and Experience

• Bachelor’s degree in business, Sales, or Marketing; Master’s degree preferred
• Minimum 10 years of direct wine sales leadership experience with responsibility for $30M+ in revenue
• Proven track record of developing aggressive business plans, exceeding sales targets, and delivering sustainable profit growth
• Extensive experience operating within three-tier distribution systems and Direct-to-Retail (DTR) logistics models
• Experience with value-added products and sales training program development or implementation

Knowledge, Skills, and Abilities

• Exhibits mastery in communicating complex ideas with clarity and impact, adapting style strategically across audiences, influencing decisions, guiding others, and driving alignment through emotionally intelligent and persuasive communication
• Drives innovation through encouraging curiosity and resilience in times of change. Champions learning as a strategic advantage.  Challenges limiting beliefs that prevent innovation and progress at a team and organizational level
• Exhibits expert-level ability to anticipate and resolve complex issues through holistic, system-based thinking, while guiding others and fostering a culture of innovative, solution-oriented problem solving
• Expertly manages emotions and recognizes biases to guide behavior and relationships. Monitors and regulates self to support collaboration, while reading others’ emotions and adapting to enhance understanding
• Fosters a supportive, accountable culture by modeling constructive behavior and discouraging negativity. Sets ambitious yet realistic goals, celebrates achievements, encourages collaboration, and makes inclusive, transparent decisions
• Develops and evaluates strategic options, weighing risks and benefits with a long-term view. Applies systems thinking to identify root causes and interdependencies, adapts plans as needed, and secures team alignment to ensure success
• Exhibits mastery in leading change with trust and vision, aligning work to goals and adapting plans to business needs. Understands scalability, balances resources, and maintains quality. Uses emotional intelligence to address resistance and support successful transitions

Working Conditions

• General office with occasional travel
• Required to drive automotive vehicle or equipment

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.