Women of the Vine & Spirits · 1 month ago
Director, Club Channel, U.S. Strategic Accounts
Aliso Viejo, CA
Full-time
Onsite
Director/Executive
$166K/yr - $277K/yr
10+ years expWomen of the Vine & Spirits is part of Diageo, the world's leading premium drinks company with over 200 brands sold in nearly 180 countries. They are seeking a Director for the Club Channel to develop and execute strategy, manage customer relationships, and lead a team while ensuring execution excellence across the Club channel.
Food & Beverages
Responsibilities
Strategic Leadership: Develop and execute the Club channel strategy, shaping the annual planning process across key customers operating in 37 markets, with 75% of the business concentrated in nine priority markets. Lead the alignment of growth objectives, innovation priorities, and category expansion opportunities
Customer Relationship Management: Foster strong partnerships with BJ's, Costco, and Sam's Club, grounded in a deep understanding of each customer's business model and priorities
Team Leadership: Lead and develop a team of 3 direct reports. Two NAMs covering Costco regions (East/West) and one covering Sam's Club and BJ's Wholesale Club. This role will require a hands-on leader who sets a high bar, leans into coaching, and builds a true performance-driven culture. You'll be expected to elevate capability, sharpen commercial instincts, and actively grow the next generation of NAM talent. The team will look to you for clear standards, real-time feedback, and the structure needed to win consistently
Cross‑Functional & Distributor Collaboration: Work closely with Performance Management, Chain Development, Shopper Marketing, Category Development, Revenue Management, and distributor partners to ensure cohesive, best‑in‑class execution across the Club channel. Maintain strong connectivity with ten buying offices nationwide
Market Presence: Maintain a strong market presence, staying close to key customers, competitors, and consumers (the 3 C's), with travel estimated at 25-35%
Execution Excellence: Ensure this team works closely with our distributors and divisions to drive the highest level of execution across the Club channel
Commercial & Financial Management: Manage ~$2M A&P budget and influence ~$425M in RSV. Monitor performance against targets, identify course‑correcting actions, and drive share, distribution, and velocity growth. Lead planning processes and negotiations with Club partners
Opportunity & Risk Assessment: Lead ongoing assessment of opportunities and risks to ensure delivery of plan. Maintain upmost accuracy and discipline across forecasting, promotional planning, and M&E processes
Qualification
Required
Bachelor's degree required; MBA preferred
Min of 10yrs of experience in sales and customer management across nat/reg customers
Strong leadership and coaching capabilities with experience managing direct reports
Proactive self-starter who thinks and acts like an owner, with a strong track record of bringing imaginative ideas to life
Exceptional communication, negotiation, and presentation skills
Proficiency in sales analytics; experience with Circana and Nielsen preferred
Expertise in data analysis, business math, and fact‑based selling
Preferred
MBA preferred
Experience with Circana and Nielsen preferred
Benefits
Healthcare benefits
Retirement benefits
Short-term and long-term disability coverage
Basic life insurance
Wellness benefits
Industry leading parental leave
Company
Women of the Vine & Spirits
Women of the Vine & Spirits is the leading membership organization, worldwide, dedicated to boldly pushing the wine, beer and spirits industry toward a more diverse, equitable and inclusive era that empowers all to succeed.
2-10 employees
Funding
Current Stage
Early StageLeadership Team
Deborah Brenner
Founder & CEO
Company data provided by crunchbase