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About the Role
The Chief Sales Officer (CSO) will lead Prestige Wine Imports' (PWI) commercial development in the USA, focusing on strengthening distributor execution, accelerating account growth, and building a high-performing sales organization aligned with Gruppo Mezzacorona's strategic priorities. This role involves Sales Management and Business Development for the entire PWI portfolio across all US channels.
Responsibilities
- Leverage in-market experience to develop PWI's portfolio (brand, product, positioning, price, promotion).
- Develop sales plans by analyzing industry trends, customer objectives, brand equity, route-to-market strategy, data, pricing, and promotional tactics to achieve volume, net revenue, and operating expense objectives.
- Deliver business goals through strong distributor relationships, clear communication, and performance metrics.
- Increase distribution and volume in National and Regional accounts (retail and on-premise).
- Enhance team selling capabilities through training and coaching, and recruit/retain top performers by fostering a collaborative culture.
- Conduct business performance and competitive analyses to inform critical decisions, track results, and implement changes.
- Collaborate with International Sales Director to align and communicate supplier priorities, distributor execution, and market opportunities.
- Serve on the Board of Directors for PWI.
Requirements
- Bachelor's degree required.
- Minimum 10-15 years of progressive sales leadership in beverage alcohol.
- Close proximity to a major airport hub.
- Working knowledge and demonstrated success within Southern Glazer’s Wine & Spirits planning and operating model.
- National and regional account leadership experience.
- Experience creating and executing annual business plans for volume, net revenue, margin, and expenses, including forecasting and adjustments.
- Commercial pricing acumen (structure and programming).
- Familiarity with premium/imported wine portfolios.
- Strong EQ demonstrated by empathy and building team trust and optimism.
- Influencer with demonstrated ability to persuade others.
- Developer and builder of strong remote teams.
- Facilitating innovation from ideation to execution.
- Competitive drive to win.
- Exceptional communication and presentation skills, with the ability to effectively influence, align, and inspire stakeholders.
Skills
- Sales Management
- Business Development
- Distributor Execution
- National Account Management
- Regional Account Management
- Sales Team Leadership
- Strategic Planning
- Portfolio Development
- Brand Management
- Pricing Strategy
- Promotional Planning
- Data Analysis
- Financial Acumen
- Supply Chain Collaboration
- Performance Management
- Talent Development
- Cross-functional Collaboration
- Budget Optimization
- Market Analysis
- Competitive Analysis
- Executive Communication
- Presentation Skills
- Negotiation
- Forecasting
- Emotional Intelligence
- Team Building
- Innovation Management
Location
- USA
Work Type
- Full-time
Experience Level
- 10-15 years of progressive sales leadership in beverage alcohol
Education Level
- Bachelor's degree
About the Company
- Prestige Wine Imports (PWI) is the exclusive importer to USA for a distinguished and diverse portfolio of high-quality Italian wines sourced from leading appellations including Veneto, Alto-Adige, Tuscany, Piedmont, Umbria, Emilia Romagna and Sicily.