The Duckhorn Portfolio

Account Manager

• Develops and maintains strong relationships at the corporate level
• Prepares sales strategies designed to grow our business in each assigned account
• Prepares annual sales forecasts for each assigned account
• Monitors and manages program compliance
• Identifies new regional and/or emerging chain opportunities applicable for Duckhorn Portfolio and secure meetings for introductory presentations.
• Works closely with Senior Director on account strategies to optimize PODs.
• Works with TDP sales team to drive execution at the local level
• Works with key wholesaler national accounts & regional teams to identify and secure sales opportunities
• Works closely with Trade Marketing, Brand and Sales Analytics to create programs & presentations that drive sales in assigned accounts

Key Account Manager – National Accounts

Sales

• Delivers and achieves budgeted sales goals for the region
• Communicates monthly depletion targets and programming calendars with wholesalers
• Maximizes sales potential measured by budget and by percentage of wines sold in that region
• Sets goals, oversees activities, reviews performance, and provides direction for District Managers in the territory
• Increases market demand and acceptance with distributor through targeting and opening of new accounts, increasing sales to existing accounts, development of account bases, and working on top accounts in each market
• Stays alert to distributor trends in the market
• Stays active in the wine community through frequent and positive networking with industry peers and key wholesaler personnel
• Works with their direct manager to develop and implement specific strategies in each market
• Recommends and implements decisions based on results of analysis that enhance the equity of the brands
• Recommends and substantiates budgeting needs, sales tactics and strategies, appropriate size of account base, pricing, on/off mix, etc
• Creates and manages monthly regional operational and sales budget

Regional Sales Manager

Account Executive

• Introduces new products, reinforces established volume and display activity, ensures vintage rotation/shelf and cold box placement, and monitors in-store promotion results.
• Maintains continuous communication with the Chain Sales Manager regarding changes in buyer preferences, out of stock situations, and retail changes.
• Works directly with liquor managers, wine stewards, and store directors to maximize exposure of TDP wines in select chain retail stores.
• Performs sales support functions to include the use of current point of sale marketing materials and oversight of the shelf space in the specified accounts.
• Ensures 100% compliance with authorized planners and promotions developed by the various chain headquarters.
• Builds and develops the trust and confidence of the retailer (wine steward and other store employees) through knowledge of Duckhorn’s products and procedures.

Chain Sales Representative

Manager

• Develops and expands distribution in targeted independent, high-end on-premise (“lighthouse”) accounts.
• Builds and maintains strong relationships with sommeliers, beverage directors, and key decision-makers.
• Drives placements on wine lists, by-the-glass programs, and featured menu activations.
• Executes against defined sales, distribution, and volume targets for the luxury portfolio.
• Identifies new account opportunities and prioritizes based on brand fit and strategic value.
• Delivers curated in-market experiences, including staff trainings, wine dinners, and consumer-facing events.
• Represents the portfolio through compelling storytelling that highlights heritage, craftsmanship, and exclusivity.
• Partners with accounts to create premium consumer touchpoints that drive trial, awareness, and loyalty.
• Collaborates with distributor sales teams to prioritize luxury account coverage and execution.
• Provides direction on account targeting, call planning, and in-market activities.
• Supports distributor education efforts to strengthen understanding of the luxury portfolio and selling approach.
• Partners with National Accounts, Wholesale Sales, and Marketing to align on priorities and programs.
• Collaborates with Sales Insights to identify opportunities, track performance, and optimize account strategies.
• Provides market feedback on trends, competitive activity, and account needs to inform broader strategy.

Luxury Market Manager

• Responsible for managing all on-premise activities and programming within their designated territory through distributors to ensure maximum market penetration, brand awareness, and sell-through
• Leads execution of the company’s core and premium portfolio across a broad account base
• Responsible for expanding distribution through development of a broader account base and increasing sales within the distributor network
• Maintains and enhances share of mind within the distributor network; collaborates with distributor representatives to execute sales plans/goals that are mutually beneficial
• Utilizes target account lists for all brands/wines by channel and, in collaboration with their Manager, establishes timeline of account calls and distributor engagement
• Identifies and supports key accounts within the core and premium portfolio
• Utilizes product and business knowledge to educate distributor representatives and accounts to increase product turn
• Represents The Duckhorn Portfolio at consumer and trade events as and coordinates participation in luxury and fine wine events with appropriate specialist roles to ensure consistent brand positioning
• Assists in monitoring distributor inventory and collaborates with specialist roles on inventory visibility and appropriate handling of allocated and limited-production wines
• Makes recommendations to direct manager for pricing and programming to meet annual budget that increases sales in assigned area through market specific programs
• Maintains clear account ownership, segmentation, and call reporting to support cross-functional collaboration and operates within assigned budgetary parameters
• Helps to achieve 100% compliance for national accounts programming through initial roll out and follow up

District Sales Manager – Western NY

Compliance

• Oversee federal TTB systems and reporting for 12 production sites, ensuring the absolute accuracy and timely submission of monthly wine premises operations reports.
• Utilize industry-specific software (InnoVint, NAV, and TTB.gov) to monitor bulk wine movements, evaluate/report wine losses, and advise on Bills of Lading (BOL).
• Collaborate with the Quality Control (Supply Chain) team to maintain an updated registry of approved wine processing aids/additives, ensuring strict adherence to legal limits and restrictions.
• Manage the California Deputy Weighmasters list and handle all associated licensing updates with state entities (CDTFA, CDFA).
• Maintain FDA registrations and DUNS numbers.
• Partner with creative teams to design compliant packaging.
• Oversee extensive federal label approvals (COLAs) and navigate COLA waivers.
• Track, maintain, and execute the company’s extensive national licensing portfolio, including federal permits, state bonds, solicitor permits, and out-of-state DTC/Wholesale shipping licenses.
• Develop, streamline, and execute digital workflows for multi-channel product registrations and distributor appointment updates.
• Facilitate all required export order documentation, managing the generation of paperwork, official signatures, and notarizations.
• Support VP Regulatory Counsel with rigorous regulatory research into international sales expansion, providing clear, organized country-by-country compliance tracking to support strategic growth.
• Assist and support senior Legal and Finance personnel with compliance-related excise tax practices, bond assessments, and tax-paid inventory movements.
• Identify and investigate month-end data discrepancies in ShipCompliant alongside Finance; advise Sample and Wholesale Customer Service teams to implement quick corrections.
• Evaluate current regulatory tech stacks and workflows to drive automation, efficiency, and organizational ease for all internal and external partners.
• Work closely with the VP, Regulatory Counsel and the EVP, Chief Strategy & Legal Officer on special projects, including Mergers & Acquisitions (M&A) and revenue-driving regulatory strategies.
• Provide ongoing regulatory compliance support and structured training sessions for wine trackers and the broader production team.
• Communicate across all departments in a professional manner above reproach; champion a workplace culture that actively emphasizes the mission, vision, and values of The Duckhorn Portfolio.

Key Account Manager – National Accounts

Regional Sales Manager

Chain Sales Representative

Luxury Market Manager

District Sales Manager – Western NY

Manager, Regulatory Compliance