Senior Director Rancho La Gloria TD West

California, USA Req #1373
Wednesday, July 13, 2022
At The Wine Group we are passionate about our people, our future and our wine. We are America’s second largest wine producer by volume with over 1,200 employees globally across 12 locations in California, New York and Australia. We are proud to be responsible for many of America’s most beloved wine brands, including Cupcake, Franzia, Chloe, Concannon, Benziger, Imagery, AVA Grace, 7 Deadly and more. We are dedicated to our culture built on values like entrepreneurialism, innovation, social responsibility and stewardship. To learn about us and our career opportunities, check us out at and then come join the exciting journey at The Wine Group.


Lead a Western Region, multi-state, strategic accounts retail team, overseeing strategic planning and enterprise-wide implementation of national and regional account programs focused against MPL Brands portfolio including, but not limited to Rancho La Gloria, AgaVida, Uno Mas and others. Execute TWG Trade Development strategy across The MPL portfolio for Kroger and Albertson’s West divisions as well BevMo!, WinCo and Regional Accounts such as Raley’s Save Mart/Lucky’s Stater Bros and Bashas. Work with field sales organization and wholesaler account leads to maximize program execution efforts within all markets. This position with have a strong geographic preference in CA, WA, OR and AZ.


  • Attract, motivate, and retain a high performing team in order to maintain an engaging work environment while managing the execution of the sales process and leveraging appropriate resources to achieve objectives
  • Work with MPL Brands supplier partners and act as lead TWG representative for West US business
  • Develop, lead, and ensure execution of TWG’s strategy related to our agreed upon AOP for these key retail partners
  • Build relationships with all regional buyers, and all key decision makers within each chain. Build quality relationships with wholesaler account leads, account VP’s and sales directors
  • Understand MPL Brands new item initiatives and how to prioritize them for each customer based on their individual go to market strategy
  • Execute TWG pricing strategy with knowledge of individual chain requirements and nuances. Includes managing post offs, multi-lane pricing, warehouse pricing, QD’s, split case charges, etc. Must work closely with field sales organization to manage
  • Conduct monthly/quarterly program presentations against MPL priorities and chain specific opportunities; maximize MPL share of merchandising activity
  • Conduct joint business planning meetings with chain buyers
  • Develop and present compelling stories that motivate and inspire teams to achieve including new item spring and fall presentations
  • Secure weekly circular and specialty ads
  • Collaborate with marketing to create and sell high impact Trade Marketing programs
  • Act as conduit to the Field Sales Organization (FSO) to maximize program execution through all key phases: Planning-Communication-Execution-Evaluation
  • Responsible for TWG Category Management in these accounts through individual efforts and coordination with the wholesaler
  • Optimize both shelf and cold box placements
  • Lead and conduct market surveys to inspect national/regional program execution
  • Handle administration as required by each chain and TWG
  • This job description reflects management’s assignment of general functions; it does not restrict the tasks that may be assigned
  • This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned


  • 7 years management with a supplier or distributor and chain HQ call experience
  • Bachelor’s Degree in Business Administration, or relevant field; MBA a plus
  • Demonstrated strong judgment and decision-making skills, ability to identify, prioritize, and articulate highest impact initiatives
  • Outstanding analytical skills, strong experience interpreting results and drawing conclusions to improve results
  • Must be proactive and possess strong initiative; well organized and able to work independently and in a team environment
  • Proficient in Microsoft Office Suite and Nielsen / IRI
  • Willing to travel and with overnight stays as needed
  • Ability to work and succeed in dynamic entrepreneurial environment
  • Support and model all Company procedures and policies
  • Embrace and demonstrate The Wine Group’s Values: Long-Term Sustainable Value creation, Relentlessly Entrepreneurial, Empowered People, and Responsible and Trustworthy


  • Must be able to lift and carry weights of up to 50 pounds at varying frequencies
  • Position operates in a professional office environment
  • Ability for frequent travel and overnight stays for account calls and meetings

At The Wine Group, 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.

Other details

  • Job Family General Sales
  • Job Function Sales
  • Pay Type Salary
Location on Google Maps
  • California, USA