Division Vice President, National Accounts (West)

Role Summary

The Division Vice President, National Accounts (West) is responsible for developing and executing the national off-premise strategy across the United States, driving sustainable growth, expanding distribution, and building premium brands across key accounts and customer segments. This leader plays a critical cross-functional role within the organization, serving as the primary commercial voice of the off-premise channel in partnership with Marketing, Innovation, Trade Marketing, Finance, and Revenue Management. The role informs portfolio strategy, identifies customer-led innovation opportunities, and develops go-to-market solutions based on deep customer insights and market dynamics. The Vice President will lead a team of Directors, National Accounts, and is accountable for building a high-performing, engaged organization that consistently delivers results while developing future leaders.

Essential Duties & Responsibilities

• Lead the development and execution of the national off-premise strategy to deliver profitable growth across key accounts.
• Build and maintain strong relationships with national account decision-makers and their teams, including key customers across channels such as Convenience, Mass, Club, and Grocery (e.g., Walmart, Sam's Club, Costco, Albertsons/Safeway).
• Oversee day-to-day team performance, including coaching, mentoring, budget management, and achievement of depletion and revenue targets.
• Develop and execute strategic customer plans aligned with brand priorities and national/regional objectives.
• Partner closely with Marketing and Trade Marketing to create programs that align with brand strategies and drive in-market execution.
• Monitor and communicate retail pricing and competitive dynamics within assigned accounts and geographies.
• Identify competitive threats and opportunities, adjusting strategies to maintain and grow market position.
• Ensure strong alignment with Sales, Marketing, and Trade Marketing leadership on planning, phasing, and execution.
• Leverage data and insights to identify opportunities, optimize performance, and inform decision-making.
• Manage the off-premise business, including team leadership, financial performance, and strategic direction.

Education, Experience, & Skills Required

• Bachelor's degree required; preferably in Business Administration or a related field.
• Minimum of 10 years of experience in National Accounts, including significant people leadership experience.
• Proven track record of leading national account teams and delivering complex customer strategies.
• Strong executive presence with advanced negotiation and influencing skills.
• Demonstrated ability to partner cross-functionally and influence innovation and portfolio strategy.
• Experience analyzing data and leveraging insights to drive business decisions.
• Proficiency in relevant tools such as Excel, PowerPoint, Nielsen, and other syndicated data platforms (e.g., VIP, Karma).
• WSET Level 2 certification (Wine & Spirits) preferred or required.
• Ability to travel 2–3 days per week to visit customers and support team execution.
• Willingness to work extended hours as needed, including industry events and relationship-building activities.