Commercial Director – Wine

Role Overview

The Commercial Director will lead revenue expansion, business growth, and profitability across every commercial route to market, including wholesale, corporate accounts, private clientele, and the HORECA segment.

This position blends strategic ownership with day-to-day commercial execution. The role covers sales leadership, major account management, pricing decisions, and the development of commercial partnerships. The right candidate will have deep wine-sector knowledge, a strong grasp of market behavior, and a demonstrated ability to guide strong-performing sales teams.

Commercial Strategy & Leadership

• Create and roll out the overall commercial direction across all channels.
• Deliver durable sales growth while improving margin performance.
• Spot new customer segments, market opportunities, and distribution paths.
• Ensure commercial plans support the wider business and brand strategy.

Sales Management & Channel Development

• Lead sales development across wholesale distribution, corporate and B2B accounts, private clients and high-net-worth individuals, and the HORECA channel.
• Establish sales goals, KPIs, and performance measurement systems.
• Track results closely and implement action plans where performance needs improvement.

Key Account & Relationship Management

• Develop and sustain trusted relationships with major customers and strategic partners.
• Take charge of negotiations with key accounts and distributors.
• Design commercial solutions suited to high-value clients.

Portfolio & Pricing Strategy

• Work with buying and supply chain teams to build a competitive and well-balanced product range.
• Set pricing approaches that reflect market positioning and profitability targets.
• Oversee promotional plans, trade incentives, and commercial campaigns.

Team Leadership & Development

• Manage, mentor, and grow the commercial team across different markets and channels.
• Promote a high-achievement, results-oriented team environment.
• Partner with marketing, operations, and finance to keep execution aligned.

Market Intelligence & Reporting

• Review market movements, competitor activity, and customer trends.
• Use data and insights to support decisions and lift commercial outcomes.
• Prepare regular performance updates and recommendations for senior leadership.

Key Requirements

• Background in commercial or sales leadership within the wine or beverage sector.
• Practical experience across HORECA, wholesale, and B2B settings.
• Strong history of driving revenue growth and handling major accounts.
• Solid understanding of wine regions, producers, and market trends globally.
• Strong business sense around pricing, margins, and portfolio management.
• Proven ability to build, lead, and scale teams effectively.
• Excellent negotiation and stakeholder management capabilities.
• Degree in Business, Commerce, or a related discipline.
• WSET or an equivalent wine qualification is an advantage.

Additional Information

This role is based in Singapore and is a full-time, onsite position.