Commercial Director – Wine

About the role

The Commercial Director – Wine will lead revenue growth, market expansion and profitability across all commercial channels, including wholesale, corporate accounts, private clients and HORECA. This senior position combines strategic leadership with hands‑on execution, overseeing sales performance, key‑account management, pricing strategy and commercial partnerships.

Key responsibilities

• Define and execute the overall commercial strategy for all channels, driving sustainable revenue growth and margin optimisation.
• Oversee sales across wholesale distribution, corporate & B2B accounts, private high‑net‑worth clients and HORECA, setting targets, KPIs and performance frameworks.
• Build and maintain strong relationships with key clients and strategic partners, leading negotiations and delivering tailored commercial solutions.
• Collaborate with buying and supply‑chain teams to shape a competitive portfolio, define pricing strategies and manage promotional calendars.
• Lead, coach and develop the commercial team, fostering a high‑performance culture and ensuring alignment with marketing, operations and finance.
• Analyse market trends, competitor activity and customer behaviour, providing data‑driven insights to senior leadership.

Required profile

• Proven experience in commercial or sales leadership within the wine or beverage industry.
• Strong exposure to HORECA, wholesale and B2B environments with a track record of revenue growth.
• Deep knowledge of global wine regions, producers and market trends.
• Demonstrated ability to lead and scale high‑performing teams.
• Degree in Business, Commerce or related field; WSET or equivalent wine certification preferred.

Required skills