Director of National & Strategic Retail Accounts (US West)

Wonderful Wines, the premium wine division of The Wonderful Company, brings together three distinguished wineries — JUSTIN Vineyards & Winery, Lewis Cellars, and Landmark Vineyards — under one visionary portfolio. From Paso Robles to Napa and Sonoma, our brands represent the best of California winemaking, defined by quality, innovation, and a relentless pursuit of excellence.  

As part of The Wonderful Company — a Fortune Top 100 Place to Work and PEOPLE’s #1 Company That Cares — we are committed to delivering exceptional products while making a meaningful impact on our people, communities, and environment.

The Role

The Director of National & Strategic Retail Accounts is a senior sales leader responsible for driving growth across key national and strategic retail partners with a strong emphasis on pharmacy customers across the country, including CVS, Walgreens, and Rite Aid, with a West Coast focus. Reporting to the Vice President of National & Strategic Retail Accounts, this role sets account strategy, leads a high-performing team, and builds strong distributor and customer partnerships to accelerate sales velocity and expand market presence.

This leader owns the end-to-end performance of major retail accounts—shaping strategy, influencing execution in-market, and ensuring alignment across internal and external stakeholders. Success in this role is defined by delivering sustained, profitable growth, strengthening national retail partnerships, and elevating execution standards across markets. The position is best aligned to candidates based in Arizona, Nevada, Washington, or California and includes approximately 30% travel.

National Account Strategy & Growth

• 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

Distributor Leadership & Execution

• 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

Cross-Functional Leadership

• 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

Team Leadership & Development

• 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

Performance Management & Insights

• 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

Industry Presence

• Represent Wonderful Wines with key customers and at industry events to strengthen relationships and brand visibility

• 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

Who You Are

You are a strategic and commercially minded sales leader who knows how to win in national retail. You bring a balance of big-picture thinking and in-market execution, and you know how to influence across a complex distributor system. You build strong relationships, develop talent, and hold teams accountable to high standards.

You’re energized by growing premium brands and thrive in environments that value ownership, speed, and collaboration.

Why This Role Matters

This role sits at the center of our national retail strategy and plays a critical role in driving growth for our premium portfolio. You will shape how our brands show up across key customers, strengthen distributor partnerships, and elevate execution across markets—directly impacting the long-term success of Wonderful Wines.

Pay Range: $130,000 - $145,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

• Thriving Wellness Community: Access to top-notch medical coverage comprehensive vision and dental plans, and a 401k with match eligibility to secure your financial future and including: 
  • 24/7 online physician consultations 
  • virtual mental health resources 
  • life coaching 
  • engaging employee community groups 
  • cash rewards for healthy habits and fitness reimbursements 
  • library of on-demand fitness videos 
• Career Advancement Opportunities: Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business units. 
• Focused Learning and Development: Grow as a leader with our dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses. 
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program to share goals, overcome challenges, and drive your career forward. 
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace. 
• Building a Healthy Society: To date, our co-Founders Lynda and Stewart Resnick, through their foundations and The Wonderful Company, have invested more than $2.5 billion in education, health and wellness, community development, and sustainability initiatives across California’s Central Valley, Fiji, and the world. In 2025, Wonderful ranked as #1 in PEOPLE’s “100 Companies That Care” list and was named one of Fortune magazine’s 100 Best Companies to Work For. To learn more about our corporate social responsibility efforts, visit csr.wonderful.com.
• Giving Back to the Community: Make a difference with Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice, and join Wonderful Neighbor to contribute to group service projects within our local communities. 

Located in Paso Robles, JUSTIN® Vineyards & Winery was founded in 1981 and is known for crafting world- class wines using Bordeaux grape varieties, including the iconic ISOSCELES® blend of Cabernet Sauvignon, Cabernet Franc and Merlot. The Vineyard estate, located at 11680 Chimney Rock Road, features a Tasting Room, luxury five-star accommodations at the JUST Inn®, and a Restaurant—making it one of the only wineries on the Central Coast to offer all three options.  In September 2018, a new second location, the JUSTIN Downtown Tasting Room opened introducing an expansive wine-tasting bar, lounge, and a full dining room that’s situated prominently on the square along Downtown City Park in the heart of Paso Robles. In addition to its stellar hospitality, JUSTIN consistently receives top honors around the world, establishing itself as a leader in New World Bordeaux-style winemaking. JUSTIN wines are available through discerning fine wine retailers and restaurants throughout the United States, or directly from the Winery via JUSTIN’s Tasting Room, online store or to members of the exclusive JUSTIN Wine Society wine club. To discover more about JUSTIN, visit www.justinwine.com.

The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. We are committed to creating a diverse workforce that embodies a deep culture of acceptance, equity, and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories.

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