Director, Commercial Operations

Req ID: 6753 

Department: Sales 

Status: Reg F-T Exempt, Exempt  

Location: Napa, California (US-CA)  

Workplace Location:  Hybrid

Job Summary:

The Director of Commercial Operations oversees the financial, pricing, and analytical functions within the Commercial Strategy department. This role is responsible for aligning the activities of the Commercial Finance team, Revenue Management, and Wholesaler Analytics functions with the company's strategic objectives. The Director will play a pivotal role in guiding pricing strategies, financial planning, and sales optimization through data-driven insights. Success in this role will require a combination of strategic vision, advanced analytical skills, and the ability to collaborate effectively across multiple departments.  The Director of Commercial Operations will manage a team, which will require active coaching, frequent communication, and project prioritization.  This individual will report to the Vice President of Commercial Ops and will frequently interact across multiple departments and with senior commercial leadership. 

Essential Functions:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned.  Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Leadership & Strategic Alignment: Provide leadership, guidance, and support to the Commercial Finance, Pricing, and Wholesaler Analytics teams, ensuring alignment with organizational goals for revenue growth, sales optimization, and cost control.
• Financial Planning and Analysis: Oversee financial planning processes, including budgeting and forecasting, ensuring accurate projections and scenario analyses that guide the sales organization’s decision-making during Annual Business Planning timelines, as well as informing the KPIs and establishing the process for KPI execution checkpoints during the fiscal year.
• Pricing Strategy & Revenue Growth Management: Develop and refine pricing strategies in collaboration with the Sales Execution, Commercial leaders, and Marketing ensuring alignment with market trends, revenue goals, and margin optimization.
• Sales Analytics and Reporting: Guide the Wholesaler Analytics team in generating actionable insights from data analytics to support sales and distribution strategies, focusing on enhancing brand growth, sales performance, in order to meet key goals.
• Cross-Functional Collaboration: Act as a key liaison between Sales Execution and other departments to drive integrated strategies and initiatives.
• Data-Driven Decision Making: Implement best practices in data analysis to standardize reporting processes, streamline decision-making, and improve the accuracy of business insights across commercial teams.
• Compliance and Risk Management: Ensure all financial activities adhere to GAAP standards, compliance requirements, and internal controls, minimizing financial and operational risks in support of Finance team objectives.
• Team Development: Mentor and develop team members, fostering a high-performance culture that encourages continuous improvement, innovation, and professional growth

Qualifications:

Education:

• Bachelor’s degree in Business, Finance, Economics, or a related field; an MBA or advanced degree is desired

Experience:

• Minimum of 8 years of experience in commercial finance, pricing strategy, revenue growth management, or analytics, preferably in the alcohol beverage industry.
• Proven track record of managing teams and cross-functional projects with measurable outcomes.

Skills:

• Analytical & Strategic Thinking: Expertise in financial modeling, pricing strategy, and data analytics, with the ability to translate complex data into actionable business strategies.
• Collaboration & Communication: Excellent interpersonal skills with experience communicating insights across all organizational levels; able to influence and drive alignment across diverse functions.
• Technical Proficiency: Advanced skills in Microsoft Office, SAP, and business intelligence tools such as Power BI.
• Leadership: Demonstrated ability to build and lead high-performing teams, fostering collaboration and accountability.
• Communication: Must be an excellent communicator, with knowledge of industry terms, and capable of discussing finance, forecasting, and advanced analytical concepts across a range of audiences with varying degrees of knowledge.

Attributes:

• Strong understanding of Sales and Distributor engagement
• Strategic mindset with a strong business acumen.
• Detail-oriented with a commitment to accuracy and continuous improvement.
• Ability to challenge the status quo constructively and drive innovation in a fast-paced environment.

Working Conditions:

Environment: Hybrid (office and remote), fast-paced, deadline-driven.

Travel: Limited travel may be required.

Workload: Role includes managing multiple projects simultaneously and meeting tight deadlines.

Salary Range: $130,000.00 -  $180,000.00  

The starting pay will be based on several factors, including but not limited to experience, training, education, and geographic location. TFE offers a comprehensive benefits package that includes medical, dental, vision, life insurance coverage, disability benefits, PTO, wellness programs and fertility and family building benefits.   We also provide a 401(k) plan where TFE may make a discretionary profit-sharing contribution.

Trinchero Family Estates provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Trinchero Family Estates complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.