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Director of Wholesale Operations

Sales Operations | St. Helena, CA | Full Time

Job Description

About Us:

Demeine Estates is a wine sales and marketing company that was launched in July 2020 to supports a growing collection of wine estates in Napa Valley. The collection includes Heitz Cellar, Burgess Cellars, and Stony Hill Vineyards, all wineries with a deep legacy in Napa Valley, as well as four new, soon-to-be-launched, brands that are anchored by distinct estate vineyards. Demeine Estates is an important component of the ambitious vision of the Lawrence family and its growing wine enterprise that all began with the purchase of Heitz Wine Cellar in April 2018.

The Lawrence family has embarked on a growth strategy that entails building a significant portfolio of artisanal, estate driven brands - both heritage and newly created brands. The portfolio will also include other family-owned international producers who share the Lawrence’s passion for exceptional wines anchored by quality viticulture.


The primary role of the Director of Wholesale Operations will be to manage planning and logistics for the wholesale team of Demeine Estates. This is a new position, and as such, a successful person will be a key builder of SOPs in a growing organization.


  • Manage the ongoing implementation and development of the CRM tool (GreatVines)
  • Manage the procurement of wholesale-related data (e.g. VIP and scan data)
  • Partner with the FP&A team to promote modernization of reporting and planning (i.e. using cloud-based tools and avoiding data silos)
  • Establish and monitor KPIs that empower faster decision making for the sales team
  • Establish performance measurement tools to drive accountability, manage risk, and drive focused execution
  • Build rapport and relationships with key stakeholders amongst the portfolio wineries
  • Strategize with President on distributor alignment
  • Oversee wholesale shipping and warehousing logistics
  • Sales Forecasting and Planning:
    • Partner with FP&A to develop short, medium, and long term sales forecasts
    • Develop allocation plans
    • Track performance relative to plan and market and inform leadership of the reasons for material variances
    • Monitor and forecast run rates - key participant in supply and demand planning
    • Create and enforce timelines and due dates for all sales and marketing plans
  • Operating expense forecasting:
    • Partner with FP&A to develop comprehensive expense forecasts
    • Monitor and optimize spending across the wholesale team
    • Develop KPIs for the effectiveness of all spending
  • Recruit and develop personnel as needed
  • Facilitate skills development for the team, with an emphasis on modern technologies
  • Create and enforce timelines and due dates for all sales and marketing plans
  • Maintain dialogue with all teams and leadership to ensure accurate and consistent flow of information
  • Monitor business dynamics and provide expert guidance to leadership with awareness of general market conditions, competitive activities, general economic conditions and governmental legislation and regulations impacting the business
  • Partner with Director of Compliance on all wholesale compliance matters


  • Bachelor's Degree required, preferably with quantitative coursework
  • 8+ years of wholesale wine operations experience, preferably working with a large, diverse portfolio of wines
  • Experience working with a business of comparable size and quality; prior experience with a larger wine company is beneficial
  • Experience building an early-stage wine business or leading an organization through change is a plus
  • Hands-on, entrepreneurial mindset and personal comfort with the natural chaos that comes with an organization going through growth and change
  • Ambitious, but with a team oriented, participative style, and an ability to set aggressive objectives and inspire the organization to meet them
  • Experience with sales team performance management
  • Financially savvy, with a focus on margins and ROI
  • Track record of successfully building luxury wine brands is a plus
  • Demonstrated understanding of competitive climate and market trends
  • Aptitude for creative problem-solving, often in situations that are ambiguous
  • Willingness to work extended hours when needed
  • Strong written and oral communication skills: ability to communicate with employees at all levels
  • Passionate and enthusiastic about fine wine and the wine business

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to use hands and/or fingers to handle or feel. The employee frequently is required to sit. The employee is occasionally required to stand, walk, climb, stoop, kneel, talk or hear, and taste or smell. The employee must occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this job include close vision.

Other Requirements:

Employee must be at least 21 years of age, have a valid Driver’s License, and be insurable by company standards.

To Apply:

Each qualified candidate is invited to submit a resume and cover letter.