Bonterra Organic Estates | Viña Concha y Toro USA

Sales

• Lead the commercial strategy, market development, and disciplined execution of the company’s luxury wine portfolio
• Convert portfolio and brand strategy into channel, distributor, key account, and market plans
• Build reputation, expand high-quality distribution, protect premium positioning, and deliver sustainable net sales and profitability growth
• Develop market business plans, the selling system, and operating cadence
• Represent the portfolio with key trade customers in collaboration with sales teams, distributor partners, and cross-functional stakeholders
• Balance near-term delivery with long-term brand equity through allocation, pricing, placements, education, and activation
• Serve as commercial owner for the luxury portfolio and lead market plans, distributor alignment, business reviews, execution standards, and resource deployment
• Develop strategic on-premise, off-premise, and selective alternative-channel relationships
• Serve as senior portfolio ambassador and define ways of working, goals, cadence, and accountability
• Develop and own commercial plans by origin, brand, channel, and priority market
• Define growth choices, account segments, distribution standards, pricing and promotion guardrails, activation priorities, KPIs, forecasts, and resource allocation
• Review and refine go-to-market models across wholesale and direct-to-consumer channels
• Segment markets, establish company/distributor roles, and recommend route-to-market changes
• Be present and active in market 50%–60% of the time
• Set objectives and execution standards with distributor leadership and field teams
• Establish business-review cadence, opportunity tracking, corrective action, priorities, tools, brand education, and follow-up
• Build account strategies for priority on-premise, off-premise, and multi-unit customers
• Develop senior relationships, lead high-value presentations and tastings, and secure placements and programs
• Establish accountable market leadership in priority geographies and clarify ownership for focus accounts, distributor opportunities, market visits, blitz activity, and local follow-through
• Partner with Finance, Supply Chain, wineries, and Sales on pricing integrity, allocations, limited releases, launches, inventory exposure, and order-to-depletion performance
• Develop scalable trade education and lead expert-level tastings, winery immersions, seminars, and market programs
• Partner with Marketing on brand-right retail and wholesale activations
• Collaborate with enterprise partners on winery, club, private-client, event, and other selective channels
• Monitor shipments, depletions, distribution, account productivity, pricing, mix, inventory, pipeline, program results, and profitability
• Build sales projections and spending plans, manage budgets, evaluate program returns, and partner with Finance on forecasting and risk
• Lead, coach, and align assigned sales resources and cross-functional partners
• Identify commercial gaps and opportunities and provide market insight to brand owners and leadership

Director of Luxury Brand Sales