Key Account Manager - B2B Wine

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)