Chain Sales Director, TX/LA - Deutsch Family Wine & Spirits : Job Details

CHEERS! Founded in 1981, Deutsch Family Wine and Spirits markets quality wines produced by prestigious families from major wine regions of the world. With our headquarters in Stamford, CT, DFWS is the 4th largest wine company with one of the fastest growing spirits portfolios. With our family values and unique culture, DFWS was recognized as one of the Top Workplaces in the U.S. in 2022, 2023 and 2024.

Deutsch Family Wine & Spirits is currently seeking a Chain Sales Director - TX/LA to join our Strategic Accounts team! This role is responsible for the execution of DFWS strategies and account management for off-premise regional chain accounts, including key grocery, club and liquor retailers. This role collaborates with the strategic accounts, category development and field sales teams to deliver the annual account plan. This role owns the account development process through the development and execution of category management and customer marketing initiatives that drive profitable sales and market share growth. This role reports to the VP Strategic Accounts, West.

Responsibilities:

• Identify and action opportunities to grow DFWS share of the total wine category.
• Penetrate key accounts and develop collaborative plans to grow mutual market share faster than the remaining market.
• Develop and implement category management strategies and tactics that expand the Deutsch portfolio, improve DFWS programming and impacts shelf position and presence.
• Prioritize business development opportunities, identify levers for future growth, and develop a tactical plan to drive volume through:
  • Increased distribution, improved promotion effectiveness, or other tactics
  • Leverage customer marketing programs to secure priority customer vehicles
  • Review Circana account results monthly, including execution metrics and initiate corrective action, as needed.
  • Ensure Deutsch brands achieve programming goals, including fair share or better of activity.
• Develop high-level customer relationships with key accounts.
  • Ensure alignment of Deutsch Family Wine and Spirits plans with key customer strategies, plans, and goals.
  • Develop and execute customer endearment strategies that advance our relationship and increase our influence.
  • Lead, coordinate and participate in annual retailer Top-to-Tops with targeted chain accounts.
  • Ensure appropriate execution tactics are in place to maximize effectiveness of our plans and programs.
• Work cross-functionally within Deutsch and externally with our distributor partners to ensure implementation of our national retail strategies.
  • Influence program development to support off-premises channel sales efforts and provide direction on retail/channel strategies to the Marketing department.
  • Work with RM's, DM's and RCMs to execute programs within accounts at best-in-class levels.
  • Build relationships with key wholesaler stakeholders, both nationally and locally, to leverage relationships and ensure higher visibility of the Deutsch portfolio with our retailers.
  • Participate in national company retail surveys.
• Monitor the retail environment and be the expert on trends and developments as it relates to key accounts, future growth, and new selling ideas.

Financial Scope

• Deliver annual volume and profit plan for assigned chain accounts
• Manage account spending to budget assigned on a case rate basis.
• Submit depletion and spending LE's, as required
• Drive improved ROI on investment plans.
• Manage travel and entertainment within budget and guidelines.

Qualifications:

• Bachelor's Degree required; MBA preferred.
• 5 -10 years' experience managing large retailers with proven track record.
• Beverage alcohol experience strongly preferred.
• Proven experience leading and working with cross-functional teams.
• Must possess solid knowledge of Category Management with strong analytical skills.
• Solid computer skills, including PowerPoint, Excel, Word, etc.
• Strong negotiating skills.
• Excellent written, verbal and presentation abilities.
• Proven proficiency in relationship development.
• Highly effective in influencing others.
• Good organizational and time management skills.
• Role requires 30-50% travel.

What We Offer:

• Competitive compensation
• Career development opportunities
• Medical, dental, vision and life insurance, PTO
• 401 (k) match
• Product allowance to enjoy on DFWS products
• Tuition Reimbursement and a Post Secondary education scholarship program for employees' children
• Gym reimbursement
• Employee Assistance Program

We Value Diversity

At DFWS, we believe that our differences are our strengths. We embrace and celebrate the diversity of our team members, our customers, and our communities. We strive to create a work environment that fosters inclusion, respect, and collaboration. We are constantly learning and growing from our diverse perspectives and experiences. Inclusion and diversity are not just goals for us, but the core of all we do. We welcome and consider applications from all qualified candidates as we foster a culture of inclusion that provides fair and equal opportunities for all.

About Deutsch Family Wine & Spirits

Initially called W.J. Deutsch & Sons Ltd., the company was founded in 1981 by Chairman Bill Deutsch to market quality wines produced by prestigious families from major wine regions of the world. In 2009, it announced the expansion of the award-winning company to include a Spirits Portfolio. Today the company is renowned for its brand-building prowess and its ability to meet the needs of the modern consumer. Bill's son Peter Deutsch is CEO; thus two generations of the Deutsch family work side by side in their continuous quest to build strong brands and relationships throughout the wine and spirits industry.

The portfolio includes award-winning wines from Australia: [ yellow tail ], [ yellow tail ] Pure Bright; California: Force & Grace, Honest Thief, Josh Cellars, Josh Cellars Reserve, The Calling; France: Beau Joie, Cave de Lugny, Fleurs de Prairie, Hob Nob Vineyards, Sauvion et Fils; Italy: Barone Fini, Villa Pozzi; New Zealand: The Crossings; Portugal: Quinta Do Vale Meao; Argentina: Clos de los Siete; and award-winning spirits: Redemption Whiskey, Bib & Tucker Bourbon, Masterson's Rye, Gray Whale Gin, Luksusowa Vodka and Cantera Negra Tequila.

Learn more about Deutsch Family Wine & Spirits at www.deutschfamily.com