Vice President of Sales – West Region

ABOUT FREIXENET MIONETTO USA:

At Freixenet Mionetto USA, we don’t just work with world-renowned sparkling wines — we build a workplace people are proud to be part of. Named one of the Best Places to Work in Westchester, as well as Best Places to Work in New York State and in America, we’re proud to say we are more than a company.

As the U.S. subsidiary of the globally acclaimed Henkell Freixenet, we represent an award-winning portfolio of iconic brands, including Mionetto Prosecco, Freixenet, Segura Viudas Cava, Gloria Ferrer, Korbel California Champagne Cellars, and more. Our portfolio spans legendary wine-growing regions across Italy, Spain, France, the U.K., that have contributed to winemaking history.

Our company culture thrives on collaboration, celebration, and growth. From engaging employee events year-round to continued learning opportunities for all employees, Freixenet Mionetto USA continues to invest in our team with generous benefits and more.

Come raise a glass with us and discover how you can add some sparkle to your career!

POSITION SUMMARY

The Vice President of Sales – West serves as the senior leader directing commercial and strategic sales initiatives for our brands. Reporting directly to the VP Distributor Performance Management, this role owns the route-to-market strategy across on- and off-premise channels, ensuring execution through distributors, brokers, and direct customer relationships. The VP of Sales will regularly collaborate with internal marketing, operations, commercial finance, and other cross-functional leads to deliver against annual revenue, distribution, and profitability targets.

This position requires a dynamic leader who excels in leading high-performing teams, nurturing strategic distributor relationships, analyzing pricing and P&Ls, launching new products, and championing brand development. The successful candidate brings significant experience in managing adult beverage sales teams, forging relationships with retail chains and distributor executives, and driving profitable growth in a fast-paced, high-accountability environment.

RESPONSIBILITIES

Sales Strategy & Planning

• Develop and execute the annual sales and depletion plan for assigned brands and territories.
• Drive and adjust forecasts throughout the year, ensuring alignment with company-wide objectives.
• Lead the creation of activation plans across on- and off-premise channels in collaboration with internal team and distributor(s).
• Monitor progress to monthly/quarterly/annual sales targets, developing contingency and gap-mitigation strategies as needed.

Distributor & Key Account Management

• Cultivate and maintain senior-level relationships with distributor executives and HQ leadership to drive share gains and meet revenue targets.
• Conduct QBRs & TTT meetings with distributor leadership in partnership with the executive team.
• Oversee pricing and programming in conjunction with distributor partners, aligning on brand standards and profitability goals.
• Negotiate and manage compliance with pricing approvals, ensuring sign-offs and proper documentation for any needed discrepancy resolution.

Team Leadership & Development

• Hire, coach, mentor, and lead Regional Teams to foster a “best-in-class” culture and drive high performance and retention.
• Ensure continuous development by providing regular feedback, training, and career growth opportunities.
• Conduct periodic market visits, work-withs, and coaching sessions with team members to identify opportunities and reinforce sales strategies.

Financial Management & Budget Oversight

• Manage annual sales budgets, including monitoring trade spend, distributor banks, promotional funding, and T&E.
• Full P&L Responsibility of region. Review and analyze P&Ls and maintain robust financial analysis to ensure programs meet profitability targets.
• Deliver monthly BPRs (Business Performance Reviews) to the leadership team, highlighting sales updates, budget status, and gap-closing strategies for under performing brands.
• Ensure timely and accurate reporting of all relevant KPIs (e.g., Revenue, shipments, depletions, distribution, inventory, margin contribution).

Cross-Functional Collaboration

• Partner with Marketing to align Division brand programming, promotions, and market-level initiatives.
• Work closely with Operations, Logistics, and Finance on forecasting accuracy, inventory planning, and budget management.

Account & Market Development

• Establish and maintain relationships with strategic chain accounts and key buyers; support the National Accounts team with territory-level execution.
• Champion innovation launches by setting market business plans, measuring performance, and fostering brand adoption.
• Identify market gaps, growth opportunities, and improvement areas in territory performance, creating action plans to close gaps and exceed targets.

Reporting & Communication

• Provide timely and accurate reports to leadership and distributor partners, including progress against targets, major wins, challenges, and future outlook.
• Communicate proactively with all levels of the organization to ensure alignment of priorities, programs, and performance metrics.

Required Education and Experience

• Education:
• Bachelor’s degree in Business or related field required; MBA or advanced degree preferred.
• Experience:
• Minimum of 10 years in beverage alcohol sales or equivalent, with at least 5 years’ experience managing multiple states in the West Region of the US.
• Minimum 5 years experience leading sales teams.
• Proven track record of leading a wine/spirits sales organization, especially managing distributor relationships and calling on retail chains at HQ level.
• Demonstrated success in meeting or exceeding revenue, shipment, and profit targets.
• Technical Skills:
• Strong proficiency in Microsoft Excel, PowerPoint, and Word.
• Familiarity with pricing, forecasting, and other sales analytics tools.
• Financial analysis acumen (P&Ls, budget management, margin analysis).
• Core Competencies:
• Strategic Sales Management: Ability to create and execute a multi-channel route-to-market plan.
• Leadership & Team Building: Skilled in coaching, mentoring, motivating, and retaining a high-performing sales force.
• Communication & Presentation: Excellent verbal, written and presentation skills; comfortable interacting with all levels internally and externally.
• Analytical & Results-Driven: Adept at diagnosing business trends, identifying gaps, and executing on solutions.
• Collaboration: Able to work effectively with cross-functional teams (Marketing, Operations, Finance) and break down silos.
• Organization & Time Management: Able to manage multiple priorities in a fast-paced environment.

Work Environment

• Home-based office environment with regular travel (50–75%) for distributor meetings, chain buyer visits, and team coaching.
• Must reside within commutable distance to a major airport and within territory.

Physical Demands

• Must be able to lift up to 40 lbs. (e.g., product samples, marketing materials).

Benefits:

• Medical, Dental, Vision plans
• Matching 401(k)
• Generous PTO (Paid Time Off)
• Short and long-term disability
• Many more...

Freixenet Mionetto USA is an Equal Employment Opportunity Employer.

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