Director of National & Strategic Retail Accounts – US West

The Wonderful Company

Director of National & Strategic Retail Accounts at Wonderful Wines focusing on expanding retail partnerships and driving sales growth across key national accounts.

Posted 5/2/2026full-timeRemote • Arizona, California, Nevada, Washington • 🇺🇸 United StatesLead💰 $130,000 - $145,000 per yearWebsite

About the role

Key responsibilities & impact

Develop and lead national and strategic account plans aligned to division growth objectives
Identify opportunities to expand distribution, increase velocity, and strengthen brand presence across key retail partners
Serve as senior relationship owner for top retail accounts, building long-term, value-driven partnerships
Partner closely with distributor national and regional teams to ensure best-in-class execution in market
Align on priorities, programs, and performance expectations with distributor leadership (VPs, KAMs)
Lead market engagement through joint business planning, ride-withs, and execution audits
Collaborate with Marketing, Finance, and Operations to deliver integrated, customer-facing plans
Ensure pricing, promotions, and programs are executed effectively and aligned with brand strategy
Act as a key voice of the customer internally, influencing broader commercial strategy
Lead, coach, and develop a team focused on national and strategic retail accounts
Set clear performance expectations and foster a culture of accountability and results
Support talent development, succession planning, and team capability building
Own account performance, including volume, distribution, pricing, and profitability
Leverage data (iDIG, KARMA, VIP, distributor systems) to generate insights and inform strategy
Monitor inventory and in-market conditions to mitigate risks and capture opportunities
Represent Wonderful Wines with key customers and at industry events

Requirements

What you’ll need

Bachelor’s degree in a business-related field; MBA or advanced degree preferred
7+ years of progressive sales experience in wine & spirits, including national and key account leadership
Proven success managing distributor networks and large retail customers
Strong commercial acumen across pricing, promotions, and P&L management
Demonstrated ability to lead and develop high-performing teams
Skilled in data-driven decision making and sales analytics tools
Excellent communication, negotiation, and relationship-building skills

Benefits

Comp & perks

Access to top-notch medical coverage
Comprehensive vision and dental plans
401k with match eligibility
24/7 online physician consultations
Virtual mental health resources
Life coaching
Engaging employee community groups
Cash rewards for healthy habits
Fitness reimbursements
Library of on-demand fitness videos
Clear paths for career progression
Internal mobility across diverse family of brands
Dedicated Learning and Organizational Development department
People Manager and leadership training
Mentorship program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales analyticsP&L managementdata-driven decision makingaccount managementbusiness planningpricing strategypromotions managementinventory managementmarket engagementdistribution management

Soft Skills

communicationnegotiationrelationship buildingleadershipteam developmentcoachingaccountabilitystrategic thinkingcollaborationinfluencing

Certifications

Bachelor’s degreeMBA