Director of National Accounts - On Premise

Position Summary

Join Trinchero Family Estates, the world's second-largest family-owned winery, as the Director of National Accounts - On Premise. This strategic role involves managing our key relationships with restaurants, concessions, and other hospitality venues across the on-premise sector. Reporting to the VP of National Accounts Sales & Marketing, you will spearhead efforts to boost sales and customer satisfaction by nurturing vital national accounts, including partnerships like Darden/Bloomin.

Our Mission and Values

• Lead the alcohol beverage market by offering high-quality products anchored in integrity and family tradition.
• Drive sustained growth through excellence in product quality and customer satisfaction.
• Foster respect and invest in lasting relationships built on trust and confidence.
• Commit to environmental responsibility as good corporate citizens.

Key Responsibilities

• Develop and maintain strong national account relationships within the on-premise hospitality sector.
• Customize solutions to meet each customer's unique needs, negotiating contracts and pricing to maximize profitability while ensuring satisfaction.
• Formulate and execute sales and marketing strategies based on market trends, competitive analysis, and customer preferences to increase revenue and market share.
• Collaborate cross-functionally with sales, marketing, supply chain, finance, and product teams to ensure the seamless delivery of account strategies.
• Track sales performance against targets and KPIs, applying corrective measures as needed to meet goals.
• Identify new market opportunities to expand the company's footprint in on-premise sectors.
• Ensure compliance with all contract terms and industry regulations; provide performance and market trend reports to senior leadership.
• Promote a culture of trust, respect, and effective communication consistent with company standards, leading by example.
• Champion the "One Team" approach across departments, maintaining a strong and visible presence with national account buyers and local teams.
• Leverage sales tools including KARMA, VIP, Data Essentials, Wine Quest, and Power BI to grow business, identify new prospects, and monitor progress.
• Represent the winery at community events aligned with company values.
• Research and share competitive pricing and strategic insights to aid all teams.
• Contribute to commercial strategies to ensure national execution of prioritized initiatives.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field; Master’s degree considered an advantage.
• At least five years of relevant sales or national account management experience in beverage or hospitality industries.
• Demonstrated success managing and expanding national accounts, especially for premium wine or consumer packaged goods brands.
• Strong skills in negotiation, communication, interpersonal relations, strategic thinking, and problem-solving.
• Ability to travel as necessary for client meetings and industry events.
• Proven success in building relationships grounded in service, trust, and empathy.
• Capability to juggle multiple competing priorities effectively.
• Highly motivated with a commitment to personal growth and continuous improvement.
• Exceptional business understanding, including industry dynamics and emerging trends.
• Excellent verbal and written communication, presentation, negotiation, and conflict resolution skills.
• Proficiency with MS Office and relevant software applications.
• Familiarity with state and federal alcohol regulations is required.
• Valid driver’s license and clean driving record.

Working Conditions

• Frequent travel via car, air, or train is expected.
• Physical ability to lift up to 45 pounds (cases of wine).
• Regular working hours include evenings and weekends.
• Long and irregular hours during peak periods and special events.
• Moderate to heavy physical labor.

Compensation and Benefits

Salary ranges between $130,000 and $180,000 annually, determined by experience, education, and location. The benefits package includes medical, dental, vision, life insurance, disability coverage, paid time off, wellness programs, fertility and family building benefits, and a 401(k) plan with discretionary profit sharing.

Equal Employment Opportunity

Trinchero Family Estates is committed to equal employment opportunities regardless of race, color, religion, sex, national origin, age, disability, or genetics, complying with all relevant federal, state, and local laws.

Location

Based in Orlando, Florida, with remote work flexibility.