大客户经理 - B2B葡萄酒
Key Account Manager - B2B Wine
关于我们：
我们致力于让好酒变得更好，为每个人服务。我们直接与全球最优秀的独立酿酒师合作，为会员带来品质更优、价格更实惠的葡萄酒。放眼望去，没有那些喝不到酒的中间商。
这确实是一种不同的做法，但效果很好。我们是美国最受欢迎的葡萄酒俱乐部之一，每年向好奇的葡萄酒爱好者运送超过100万（!）箱葡萄酒。随着充满雄心的未来道路，我们还没有打算停止增长。
我们的全球团队（我们也在英国和澳大利亚设有办公室）天生具有创业精神，对客户体验极度专注，并以业绩为导向。这些特质使Naked成为一个在个人和职业上都能成长的好地方。是的，我们喜欢葡萄酒。非常喜欢——甚至在办公室里还有一台葡萄酒冰箱。
机会：
运营Naked需要一个团队。这就是为什么我们一直在寻找有热情的人才加入我们。现在，我们的B2B团队正在寻找一位新的商业葡萄酒销售经理加入这个团队。
如果你渴望帮助我们让更多葡萄酒爱好者与才华横溢的酿酒师建立联系，那么Naked欢迎你。
我们将一起将Naked Wines带向新的高度，并与世界分享我们的不为人知的秘密。
地点与灵活办公：远程办公，但必须居住在加利福尼亚州以满足雇主税要求。
你会做什么：
培育B2B合作伙伴关系：积极识别、接触并获得高销量的企业客户，重点在于主要的美国零售集团、杂货连锁店和地区葡萄酒商店网络。
- 管理复杂合同：提出、谈判并最终确定复杂的自有品牌和受控品牌葡萄酒协议，确保所有方都达成双赢的商业条款。
- 扩大市场覆盖：通过利用并扩展与零售采购商、行业经纪人以及航空和邮轮等旅行零售客户的强大网络，最大化我们的产品组合在多个渠道的布局。
- 把握全球趋势：与B2B副总裁合作，完善我们的自有品牌价值主张，识别市场空白并抓住高利润的国际机会。
- 内部协作：与内部采购、计划、酿酒和采购团队无缝合作，确保新成交的交易准确高效地执行。
- 管理你的销售管道：自主负责从冷启动到最终执行的整个销售流程，保持高度的组织性。
查看英文原文
About us:
In a nutshell, we’re all about making great wine better, for everyone. We partner directly with the world’s best independent winemakers to bring our members better-quality wine for a better price. No thirsty middlemen as far as the eye can see.
It’s a different way of doing things, sure. But it works. We’re one of the US’ favorite wine clubs, shipping over 1 million (!) cases a year to curious wine lovers. And with an ambitious road ahead, we’ve got no plans on plugging the cork on growth.
Our global team (we have offices in the UK and Australia, too) is entrepreneurial by nature, obsessive about customer experience and driven by performance. All things that make Naked a great place to grow both personally and professionally. And yes, we like wine. A lot – we even have a wine fridge in the office.
The opportunity:
It takes a village to run Naked. That’s why we’re always on the lookout for eager talent to join the bunch. And now, our B2B team is looking for a new Commercial Wine Sales Manager to be part of the fun.
So if you’re excited to help us connect more wine lovers with talented winemakers, there’s a Naked welcome pack with your name on it.
Together, we’ll take Naked Wines to the next level – and share our not-so-well-kept secret with the world.
Location & flexible working: Remote, but must reside in the state of California for employer tax purposes.
What you'll do:
Cultivate B2B Partnerships: Proactively identify, engage, and secure high-volume corporate accounts, with a focus on major US retail groups, grocery chains, and regional wine shop networks.
- Manage Complex Contracts: Pitch, negotiate, and finalize complex Private Label and Controlled Label wine agreements, ensuring win-win commercial terms for all parties.
- Expand Market Reach: Maximize our portfolio placement across multiple channels by leveraging and growing a strong network of retail buyers, industry brokers, and travel retail accounts like airlines and cruise ships.
- Capitalize on Global Trends: Partner with the VP of B2B to refine our private labeling value proposition, identifying market gaps and capturing high-margin international opportunities.
- Collaborate Internally: Work seamlessly with internal Buying, Planning, Winemaking, and Procurement teams to ensure newly closed transactions are executed accurately and efficiently.
- Manage Your Pipeline: Autonomously oversee your sales pipeline from cold outreach to final execution, maintaining high organizational standards to meet timelines.
To nail your job you will:
- Wine Industry Expertise: Extensive background in B2B wine sales, showcasing a clear record of closing high-volume commercial deals, particularly within the US or California markets.
- Established Industry Network: A strong, reliable network of pre-existing contacts and relationships with corporate retail chain buyers, large-scale wine shops, and supermarkets.
- Commercial Strategy: Sound knowledge of Private Labeling mechanics alongside an understanding of national distribution networks, compliance requirements, and import/export dynamics.
- Collaborative Mindset: An entrepreneurial, proactive attitude with the capability to navigate ambiguity, solve problems, and build strong, cooperative working relationships.
- Superb Communication: Exceptional presentation and relationship-management skills, especially when delivering pitches to Category Managers.
- Operational Readiness: Proficiency with MS Office Suite or Google Workspace tools, a detail-oriented approach to office procedures, eligibility to work in the US, and a minimum age of 21.
- Be responsible for upholding company mission, vision and values
- Other tasks, duties or special projects as assigned
What you’ll bring:
- 8+ years of extensive experience in B2B wine sales, with a primary focus on the US market and a verified, quantifiable track record of closing high-volume deals (California market experience is highly desired).
- An active, gold-standard network of pre-existing contacts and established relationships with major wine buyers at corporate retail chains, supermarkets, and large-scale wine shops.
- Commercial acumen, featuring solid knowledge of Private Labeling mechanics, with exposure to or a strong understanding of national distribution and import/export dynamics. Wine compliance understanding being a major plus.
- A "hunter" mindset with a proven passion for sales negotiation and a history of independently driving complex deals across the finish line.
- An entrepreneurial, self-starter attitude with the ability to navigate ambiguity and implement strategic solutions across different geographical markets.
- Exceptional communication, presentation, and relationship-management skills, capable during category manager pitches.
- Must be at least 21 years of age.
- Skilled with MS office Suite (Word, Excel, PPT) and/or Google Workspaces.
- Understanding of organizational goals, office procedures, policies and Employee Handbook
- Proof of eligibility to work in the US.
- Ability to analyze situations and implement solutions independently.
- Ability to work cooperatively and establish and maintain effective work relationships while performing duties.
- Ability to organize work to meet deadlines.
The Naked values you’ll live by:
- We are Naked Together – our business is built on an ecosystem where we must all work together. Together we can go further than we can alone.
- We back independence – we encourage independent thinking, from our employees, our winemakers, and our Angels (that’s what we call our members).
- We are bold – we choose courage over comfort and are not afraid to do things differently. We have a spirit of pioneering and we like to dream big.
- We care about our craft – we have a passion for our craft – from winemaking, to customer service, to finance, to technology. We strive for excellence in everything we do.
- We choose what’s right – doing the right thing is a choice. There are inevitable trade-offs when deciding what is right. We never cut corners.
Recruitment process:
Recruiter Chat (30 min)
A friendly conversation with our Talent team to learn more about you, your sales experience and what excites you about Naked.
Round 1 Hiring Manager Interview (45 min)
A deeper dive into your private label market experience and network connections within the B2B industry with Hady Kahale, VP B2B Sales
Round 2 Panel Interview (45 min)
You’ll meet our Senior Legal Counsel and Finance Director of Global Operations OR the Chief Operations Officer and Wine Director
Round 3- Final Interview (30 min)
You'll meet with our Chief Financial Officer
Your benefits (the juicy part):
As part of the Naked family, we want you to know we've got your back. Here are a few of the perks you'll enjoy when you join the team…
- Annual Bonus
- Health, Dental, and Vision Insurance – 90% employee coverage, 60% dependent coverage. Eligible from day 1.
- Holiday allowance – 34 days of paid time off, including 20 days of accrued paid time off (PTO) and 12 paid company holidays. Paid time off also includes your Birthday, plus one additional day for volunteer efforts.
- Retirement plan – 4% employer match. Eligible from day 1.
- Wine allowance – $40 a month towards your Nakedwines.com account
- Gym contribution – Up to $25 a month towards a gym membership
- Personal Pathways – Naked will pay up to $500 annually towards training on any topic you may be interested in pursuing (doesn't have to be work-related)
- Company Share Plan