Director of International Sales

SUMMARY: The Director of International Sales will be responsible for the direction and achievement of the annual international sales plan. This role will supervise and develop the international sales team and collaborate with winery management to create and execute our sales and marketing strategy for International Markets. This encompasses business development, importer evaluation, expanding points of distribution and channel mix, and building revenue and brand equity. 

KEY RESPONSIBILITIES:  

Field Work

• Responsible for all aspects of sales management in the international markets.
• Supervise and support EMEA and APAC Regional Sales Managers (RSMs).
• Lead and achieve the company’s international growth intentions and further develop its existing network of importers.
• Identify and execute new opportunities for growth focusing on high volume targets.
• Effectively communicate company sales and distribution objectives. Ensure efforts are consistent with our goals and company culture.
• Develop target accounts, educate, and train trade and importer staff regarding our brand.
• Direct and participate in quarterly sales meetings and business reviews.
• Direct and participate in selected trade events, wine-tasting, dinners, etc.
• Optimal use of resources provided by the winery

Administration

• Manages International Sales Team of:
• EMEA Regional Sales Manager
• APAC Regional Sales Manager
• Oversees go-to-market sales processes for each product release: pricing verification, compliance, product set-up, print/digital assets, allocation timeline, sampling, order fulfillment, POS and merchandise.
• International Accounts – Support and facilitate On and Off Premise sales teams.
• Maintains regular communication with international team and Wholesale Management.
• Provides same day responses to customer and company communications.
• Maintains master pricing and consumer pricing by country.
• Responsible for compliance with state, federal and international laws, and regulations.
• Ensures the International team is executing on account relationships and marketing initiatives.
• Manage and forecast sales and expense budgets and meet quarterly revenue targets.
• Budget Management – In collaboration with the VP of Sales, produces wholesale expense budgets and manages monthly line-item variances.
• Regularly report on sales progress and distribution initiatives.
• Participates in annual planning process, budgets expenses, and assists in revenue forecasting for all markets in the international territory.
• Assists Director of Wholesale Operations with Trade Relations development and support.
• Other tasks and responsibilities as assigned.

Leadership

• Responsible for the daily workflow and overall results of international sales team. Manages team schedule, coverage, and productivity. Approves T&E expenses of direct reports for timely payment through Employer of Record (EOR).
• Build a high performing team that is motivated, engaged, goal oriented, and provides exceptional service to internal and external customers. 
• The Managing Director, International Sales provides leadership and guidance to the EMEA and APAC RSMs, to include ongoing team development, coaching, and biannual performance reviews and quarterly “check ins.” Provides regular updates to the VP of Sales on team’s progress.
• Initiates regular communication with the International Sales Team to discuss sales strategy, business metrics, achievement of goals and KPIs. Encourages open communication, individual accountability, collaboration, and teamwork among the RSMs.
• Maintains regular communications with sales support team and sales management.

QUALIFYING SKILLS:

• Bachelor’s Degree in Business Administration, Sales and Marketing or related field, or equivalent experience.
• 10 years of national wine sales experience, 5 years international wine sales experience. 
• Experience working and/or living internationally.
• Has an established network of global relationships. 
• Existing contacts and positive relationships with key importers.
• Proven track record with establishing accounts in international markets.
• Proven experience and current relationships with National Hotel Accounts.
• Demonstrated success in business development and increasing case volume.
• International business acumen and cultural savvy.
• Working knowledge of wine industry international legal and compliance.
• Impeccable professional conduct and reliability.
• Motivated, positive self-starter who has the ability to work independently or as part of a team.
• Excellent managerial and selling skills.
• Valid CA driver’s license with clean driving record.
• Proficient in MS Office. 
• Persuasive public speaking and presentation skills, ability to make effective group presentations.
• Strong business writing and mathematical skills.
• Proven ability to track details and manage information.
• Ability and desire to travel 65%+ of time.

PHYSICAL/MENTAL REQUIREMENTS:

While performing the duties of this job, the employee is frequently required to do the following:

• Extensive international travel.
• Coordinate multiple tasks simultaneously.
• Collect, interpret, and/or analyze complex data and information.
• Understand and respond to a diverse population.
• Lift and/or move up to 35 pounds, including a briefcase and/or sales materials.  
• In most territories, travel is required by car. A clean DMV record is required.

The above reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.