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Senior Sales Director, Control States

Job Details

Level: Senior

Job Location: Remote - Remote, Remote, USA

Position Type: Sales

Education Level: 4 Year Degree

Salary Range: Undisclosed

Job Category: Sales


CHEERS! Founded in 1981, Deutsch Family Wine and Spirits markets quality wines produced by prestigious families from major wine regions of the world. With our headquarters in Stamford, CT, DFWS is the 4th largest wine company with one of the fastest growing spirits portfolios. With our family values and unique culture, DFWS was recognized as one of the Top Workplaces in the U.S. in 2022 and 2023.

Deutsch Family Wine & Spirits currently seeks a Control State Senior Sales Director who possesses the following: The Control State Sales Director is responsible for the leadership of the Control State Business Unit. This senior level role encompasses strategic development and high-level leadership of our control state business. Primary focus on effective management of our brokers, distribution network and direct relationship development of our priority control state customers. The role will also have full P&L responsibility for the Business Unit. Reporting to the SVP of Business Development, the Control State Senior Sales Director will lead the development of short and long-term strategies to grow achieve the sales, distribution and profit targets of the Control BU. The role will also have two direct reports in selling roles, as well as shared support in Business Intelligence, Finance and Trade Marketing. The location of this position should be based in a major metropolitan area in the Central or Eastern United States.

  • Bachelor's Degree required
  • 5 to 10 years of progressive experience in senior sales management in the beverage alcohol business with experience leading Control States being a highly desirable qualification
  • Established and proven relationships with key control state boards are a plus
  • Proven track record of building long range strategy and time bound tactics to achieve the strategic objectives
  • History of driving organizational change to optimize sales development and ROI
  • Strong track record of delivering sales and exceeding targets. High results-orientation.
  • Very strong negotiation and presentation skills
  • High analytical and fact-based selling aptitude
  • Highly skilled at rigorous performance management and course correction
  • Able to build powerful and influential cross-functional relationships across multiple departments and stakeholders
  • Demonstrate the gravitas to establish strong relationships at all levels to effectively influence assortment and programming decisions
  • Proven experience leading and developing direct reports
  • Good organizational and time management skills
  • Solid computer skills, including PowerPoint, Excel, Word, etc.
  • Strong pricing, programming and financial management skills
  • Role requires 50% travel at a minimum

  • Develop, drive alignment and execute successfully a 5-year control state strategy that accelerates our business development in the channel
  • Develop and execute a National Broker strategy to enable the highest performance against our objectives
  • Direct selling responsibility of DFWS wine and spirits brands to the control state boards excluding PLCB; grow DFWS share annually within each market
  • Develop and lead the implementation of the annual control state sales plan that achieves depletions, distribution, profit and programming goals
  • Responsible for coordinating and collaborating with the DFWS DM's in each market to ensure that On Sale goals are achieved for both distribution and cocktail placements.
  • Provide direction, coaching, training and routine engagement for two direct reports
  • Oversee the development and execution of market level pricing and programming to drive distribution and depletion growth while upholding brand standards
  • Manage Control BU P&L monthly to ensure that annual profit targets are achieved
  • Identify and action opportunities to grow DFWS share of the control state to 25% while achieving profitability targets annually
  • Evaluate individual market coverage and make local market broker coverage recommendations to the distributor management team to ensure we have the strongest partner in each control state market.
  • Develop methods for monthly score-carding of qualitative and quantitative results vs. objectives and share results with key stakeholders monthly
  • Monitor the control state environment and be the expert on trends and developments as it relates to competitive actions future growth and new sales development ideas

We Value Diversity

DFWS is committed to inclusion and diversity. We cultivate a work environment that celebrates diversity because differences continue to make the company culture stronger, enhance our connection with the communities we serve and strengthen our competitive advantage. Building an inclusive culture continues to be at the core of all we do.

If your background and experience meet these qualifications and you want to join a dynamic company, please apply.

About Deutsch Family Wine & Spirits

Initially called W.J. Deutsch & Sons Ltd., the company was founded in 1981 by Chairman Bill Deutsch to market quality wines produced by prestigious families from major wine regions of the world. In 2009, it announced the expansion of the award-winning company to include a Spirits Portfolio. Today the company is renowned for its brand-building prowess and its ability to meet the needs of the modern consumer. Bill's son Peter Deutsch is CEO; thus two generations of the Deutsch family work side by side in their continuous quest to build strong brands and relationships throughout the wine and spirits industry. The portfolio includes award-winning wines from Australia: [ yellow tail ], [ yellow tail ] Pure Bright; California: Bellacosa, Girard Winery, Joseph Carr, Josh Cellars, Josh Cellars Reserve, Layer Cake, The Calling; France: Andre Lurton, Cave de Lugny, Fleurs de Prairie, Hob Nob Vineyards, Sauvion et Fils; Italy: Barone Fini, Villa Pozzi; New Zealand: The Crossings; Portugal: Quinta Do Vale Meao; Argentina: Clos de los Siete; and award-winning spirits: Redemption Whiskey, Bib & Tucker Bourbon, Masterson's Rye, Gray Whale Gin, Luksusowa Vodka and Cantera Negra Tequila.

Learn more about Deutsch Family Wine & Spirits at

Deutsch Family Wine and Spirits is an Equal Opportunity Employer