The Duckhorn Portfolio

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

Sales

• 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.

Manager, Regulatory Compliance

• 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.
• Maintaining and enhancing share of mind within the distributor network; collaborates with distributor representatives to execute sales plans/goals that are mutually beneficial.
• Establishing and utilizing target account lists for all brands/wines by channel and, in collaboration with their Manager, establishes timeline of account calls and distributor engagement.
• Identifying and supporting key accounts within the core and premium portfolio.
• Utilizing product and business knowledge to educate distributor representatives and accounts to increase product turn.
• Representing The Duckhorn Portfolio at consumer and trade events and coordinate participation in luxury and fine wine events with appropriate specialist roles.
• Assisting in monitoring distributor inventory and collaborating with specialist roles on inventory visibility and appropriate handling of allocated and limited-production wines.
• Making recommendations to direct manager for pricing and programming to meet annual budget that increases sales in assigned area through market specific programs.

District Sales Manager

• Managing all on-premise activities and programming within designated territory through distributors to ensure maximum market penetration, brand awareness, and sell-through.
• Leading execution of the company’s core and premium portfolio across a broad account base.
• Expanding distribution through development of a broader account base and increasing sales within the distributor network.
• Collaborating with distributor representatives to execute sales plans/goals that are mutually beneficial.
• Establishing target account lists by channel and collaborating with their Manager to establish timeline of account calls and distributor engagement.
• Using product and business knowledge to educate distributor representatives and accounts to increase product turn.
• Representing The Duckhorn Portfolio at consumer and trade events and coordinating participation in luxury and fine wine events.
• Monitoring distributor inventory and collaborating on inventory visibility and handling of allocated wines.
• Making recommendations for pricing and programming to meet budget that increases sales in assigned area.
• Supporting cross-functional collaboration while maintaining clear account ownership, segmentation, and call reporting.

• Responsible for managing all on/off-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.
• Expands 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.
• Establishes 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, while deferring primary ownership of luxury on-premise “lighthouse” accounts and fine wine relationships to specialist roles.
• 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, ensuring programming aligns with brand hierarchy, protecting luxury and fine wine positioning.
• 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.

Director

• Manages all aspects of account management for the assigned, on-premise national accounts
• 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
• Works with Wholesale Sales team to drive execution at the local level
• Works with key wholesaler national accounts teams to identify and secure sales opportunities
• Works with key national account managers at local wholesale level
• Works with Trade Marketing team to deliver created programs that drive sales in assigned accounts

Director, On-Premise National Accounts

• Achieve biannual goals focused against depletions, net revenue, and PODs.
• Manage current and grows account universe within assigned territory with key focus against high-velocity, high-value accounts.
• Utilize and is proficient in available sales tools to manage and identify new opportunities (e.g., CA daily sales report, iDig, SommAi).
• Work closely with the customer service department to ensure orders are placed correctly and on time, abiding by all applicable cut-off times.
• Generate new customer credit applications and ensures accounts remain in good financial standing with the company.
• Manage all wine dinners, staff training, tastings, and wholesale events within territory.
• Represent The Duckhorn Portfolio at consumer and trade events as confirmed by their manager.
• Help to achieve 100% compliance for national accounts programming through initial roll out and follow-up, in partnership with Inside Sales.
• Work as a member and contributor to the TDP California Wholesale team highly collaborative culture.
• Comply with all Federal, State, County and City laws.
• Operate within assigned budgetary parameters.