Director, National Accounts eCommerce

Build your career at Riboli Family Wines! Riboli Family Wines is of the fastest-growing wine manufacturers in the U.S. and has received the designation of American Winery of the Year. We are a family-owned business, four generations deep, with 100+ years of producing well-known wines. Our company's leading wine brands include Stella Rosa, San Antonio, San Simeon, Maddalena, and Highlands 41.

Lead eCommerce National Account strategy in partnership with RFW National Account teams, distributors, and key retailers. Define next-generation digital levers to achieve business priorities and influence at major national retailers. Develop, sell, and implement digital-first omnichannel promotional programs to defined key National Accounts in conjunction with Customer Marketing and Sales teams; Influence the evolution of and integrate eCommerce into the RFW organization. Fully owns the eCommerce business in defined National Accounts – from digital shelf to digital programming activation and post-promotion analysis.

ESSENTIAL DUTIES AND RESPONSIBILITIES - Current duties may be changed if job requires and/or additional duties may be assigned if necessary.

• Responsible for the eCommerce business and interfacing with the eCommerce teams at our top retail chains i.e., Walmart, Kroger, Target, Albertsons Companies, Total Wine & More, to ensure we are maximizing all aspects of their online platform, be it on-site merchandising, enhanced content, and product detail pages to encompass a 360 sales approach.
• Identifies and understands opportunities for e-commerce and omni-channel by calling on existing and future ecommerce platforms (ex. Instacart, DoorDash, UberEats, Vivino, etc.). Acts as the e-commerce channel expert for solutions for key customers.
• Responsible for managing two Digital Shelf Managers, driving content strategy and prioritization of optimizing our digital shelf and PIM system (Salsify)
• Leverages a deep understanding of the customer/online/category/shopper to take full advantage of the e-commerce opportunity
• Identifies, develops, and commercializes digital sales strategies for key customers nationally. Delivers digital sales commerce solutions that are both grounded in strategy and show in-depth knowledge of the clients' business.
• Advises customers and marketplaces on strategies to improve the alc bev shopping experience, including navigation, taxonomy, cross-merch, and improving alcohol visibility.
• Acts as an expert on Digital Category Management and finds innovative ways to optimize the digital "shelf".
• Responsible for establishing close working relationships with Riboli local managers, marketing, and sales people- working as a TEAM.
• Maintains senior-level relationships with all key distributor e-commerce organizations, to ensure understanding of roles/responsibilities and understand distributor capabilities, and inform them of programming
• Possess ample knowledge of products, wine industry, competitive brands and markets.
• Cultivate cross department relationships within the company to include chain sales, marketing, finance, supply chain, human resources, legal and IT.
• Exercise appropriate behavior with Riboli owned brands and agency suppliers, always representing our brands in the best and most professional manner.
• Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending and every aspect of the Company's business.
• Ability to travel up to 35%
  
  

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION, EXPERIENCE And SKILLS

• 10+ years related experience, preferably with a sales emphasis in the CPG or beverage alcohol industry.
• Demonstrated strategy and leadership capabilities to develop plans and achieve results. A strong understanding of category management is required and how to create insights-based sales narratives based on syndicated and panel data (Nielsen, Spectra).
• Proven track record in building good relationships with retail customers and wholesalers. Excellent written and oral communication skills and must be able to communicate effectively across all levels of the organization
• A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs)
• Experience working with Product Experience Management (PXM) Tools – Salsify strongly preferred, Syndigo preferred
• Experience working with Digital Asset Management (DAM) Tools such as Brandfolder and Project Management (PM) tools such as Asana preferred
• Project management or related experience with experience in managing a large catalog of products (300 SKUs)
• Analytic and research-orientated, ability to communicate effectively, adept at problem-solving and decision-making
• Takes initiative; results oriented. Excellent time management and follows through on commitments
• Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software is critical to the success of this position
• Beverage alcohol industry experience preferred, sales experience calling on National Accounts or managing 4th Tier (Instacart, Drizly, etc).
  
  

PHYSICAL DEMANDS

The physical demands described here are representative of those required by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the incumbent is regularly required to use their hands and eyes for PC use; reach with hands and arms; talk and hear. The incumbent is required to stand; sit; stoop, kneel, crouch; see, taste and smell wine products in particular. The incumbent must be aware that the job involves distribution of alcohol beverages and recognizes that the company in no way encourages excessive or unnecessary drinking of alcoholic beverages while exercising the duties of this job. The incumbent must occasionally lift and/or move up to 50 pounds at a time, the approximate weight of a case of wine.

Additional Requirements

• Current valid driver's license
• Overnight travel is required; must be able to meet minimum requirement travel schedule for assigned territories
• Prepare as needed and participate in training meetings with distributors
• Prepare as needed and participate in training meetings with the trade (Off & On Premise)
• Good time-management skills
• No DWI offenses
• No illegal drug use
• Certain positions require residence in specific areas (if required this will be identified during recruitment process or during the course of employment).
• Must use for business a clean, late model, presentable and fully operational 4 door vehicle that reflects professionalism (company auto allowance provided).
• Employee must comply with all federal, state and local laws and regulations which govern the alcoholic beverage industry and maintain at all times the highest ethical business standards and fiduciary duty on behalf of the company and its customers.
  
  

At Riboli Family Wines, we are proud to be an equal-opportunity employer and we are committed to an environment of mutual respect, diversity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, protected veteran status or other characteristic protected by law.

The information provided in this description has been designed to indicate the general nature and level of work performed by incumbents within this job. It is not designed to be interpreted as a comprehensive inventory of all duties, responsibilities, qualifications, and working conditions required of employees assigned to this job. Management has sole discretion to add or modify duties of the job and to designate other functions as essential at any time. This job description is not an employment agreement or contract.