Director of Sales & Commercial Operations - Mid-Atlantic

Wonderful Wines, the premium wine division of The Wonderful Company, unites three iconic wineries. From JUSTIN’s Bordeaux-style blends in Paso Robles, to Lewis Cellars’ award-winning Cabernet Sauvignon in Napa Valley, to Landmark’s expressive Sonoma Coast Chardonnay and Pinot Noir — our portfolio showcases the best of California’s winegrowing regions. As part of The Wonderful Company — a Fortune Top 100 Place to Work and PEOPLE’s #1 Company That Cares — we’re committed to making a difference for our people, our planet, and our customers.

Under the direction of the Vice President of Sales & Commercial Operations, the Director of Sales & Commercial Operations is responsible for driving sales execution and ensuring the successful implementation of national and independent on and off-premise programs for the Mid-Atlantic region. 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.

Sales Strategy & Execution

• Lead the development and flawless execution of on- and off-premise sales programs, ensuring alignment with brand and corporate goals.
• Partner with distributors and internal teams to deliver best-in-class execution, retail activation, and program compliance across all markets.
• Manage strategic national and independent accounts within the region to drive distribution, visibility, and revenue growth.
• Align sales strategies with marketing and promotional initiatives to maximize brand presence and profitability.

Distributor & Program Management

• Build and maintain strong relationships with distributor leadership to ensure alignment on execution priorities and business goals.
• Establish and monitor sales goals, incentives, and pricing strategies that drive growth while meeting margin targets.
• Conduct regular business reviews with distributors to evaluate performance, identify opportunities, and implement corrective action where needed.
• Collaborate on trade marketing, merchandising, and promotional programs to elevate in-store and on-premise visibility.

Performance Management & Optimization

• Track and analyze sales performance, program results, and market trends to inform data-driven decisions.
• Partner with Territory Development Managers and Portfolio Managers to evaluate inventory, execution, and program rollout on a regular cadence.
• Identify performance gaps early and deploy targeted solutions to ensure consistent execution and results.

Cross-Functional & Relationship Leadership

• Serve as the key liaison between Sales, Marketing, Finance, Operations, and Trade Marketing to ensure commercial alignment.
• Lead quarterly and annual business meetings with distributors to review performance and refine market strategies.
• Champion collaboration across teams to deliver unified brand messaging and commercial impact.

Team Leadership & Development

• Foster a high-performance culture built on accountability, integrity, and results.
• Coach, mentor, and develop sales team members to strengthen executional excellence and leadership capability.
• Implement training programs that enhance distributor engagement and elevate field execution standards.

The ideal candidate is a forward-thinking sales leader with a passion for premium wine and a proven track record of building brands, teams, and partnerships that deliver results. You bring both strategic focus and creative energy — inspiring those around you while driving disciplined execution in every market. You know how to engage distributors, develop people, and turn great plans into measurable growth.

• Minimum of 7 years of sales experience in wine and spirits
• Deep understanding of distributor management, pricing strategy, and sales execution across diverse markets
• Strong analytical and financial management acumen
• Outstanding leadership, communication, and interpersonal skills
• Proven ability to coach and inspire high-performing teams
• Experience designing and evaluating incentive programs, promotional plans, and pricing models
• Proficiency with tools such as iDIG, KARMA, and VIP Price 2.0
• Strategic thinking and adaptability to evolving market conditions
• A true passion for premium wines and a commitment to quality, innovation, and long-term brand building
• Bachelor’s degree in a business-related field; Master’s degree in business administration a plus

• Thriving Wellness Community: Access to top-notch medical coverage comprehensive vision and dental plans, and a 401k with match eligibility to secure your financial future and including: 
  • 24/7 online physician consultations 
  • virtual mental health resources 
  • life coaching 
  • engaging employee community groups 
  • cash rewards for healthy habits and fitness reimbursements 
  • library of on-demand fitness videos 
• Career Advancement Opportunities: Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business units. 
• Focused Learning and Development: Grow as a leader with our dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses. 
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program to share goals, overcome challenges, and drive your career forward. 
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace. 
• Building a Healthy Society: To date, our co-Founders Lynda and Stewart Resnick, through their foundations and The Wonderful Company, have invested more than $2.5 billion in education, health and wellness, community development, and sustainability initiatives across California’s Central Valley, Fiji, and the world. In 2025, Wonderful ranked as #1 in PEOPLE’s “100 Companies That Care” list and was named one of Fortune magazine’s 100 Best Companies to Work For. To learn more about our corporate social responsibility efforts, visit csr.wonderful.com.
• Giving Back to the Community: Make a difference with Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice, and join Wonderful Neighbor to contribute to group service projects within our local communities. 

Located in Paso Robles, JUSTIN® Vineyards & Winery was founded in 1981 and is known for crafting world- class wines using Bordeaux grape varieties, including the iconic ISOSCELES® blend of Cabernet Sauvignon, Cabernet Franc and Merlot. The Vineyard estate, located at 11680 Chimney Rock Road, features a Tasting Room, luxury five-star accommodations at the JUST Inn®, and a Restaurant—making it one of the only wineries on the Central Coast to offer all three options.  In September 2018, a new second location, the JUSTIN Downtown Tasting Room opened introducing an expansive wine-tasting bar, lounge, and a full dining room that’s situated prominently on the square along Downtown City Park in the heart of Paso Robles. In addition to its stellar hospitality, JUSTIN consistently receives top honors around the world, establishing itself as a leader in New World Bordeaux-style winemaking. JUSTIN wines are available through discerning fine wine retailers and restaurants throughout the United States, or directly from the Winery via JUSTIN’s Tasting Room, online store or to members of the exclusive JUSTIN Wine Society wine club. To discover more about JUSTIN, visit www.justinwine.com.

The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. We are committed to creating a diverse workforce that embodies a deep culture of acceptance, equity, and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories.

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