Sales Planning, Insights, and Enablement Analyst
The Duckhorn Portfolio is North America’s premier luxury wine company. We were established in 1976 by Dan and Margaret Duckhorn. Today, our portfolio features some of North America’s most revered wineries, including Duckhorn Vineyards, Decoy, Goldeneye, Calera, Kosta Browne, Greenwing, and Sonoma-Cutrer.
The Sales Planning, Insights, and Enablement Analyst will work at the intersection of data, sales strategy, and customer planning to identify insights, support integrated business planning, and market execution. Responsibilities include turning raw data into clear category and customer recommendations, building tools for sales and distributors, building selling stories, running post promo analysis, and building trackers that ensure we execute distribution and programming commitments. This role is a catalyst for AI adoption in the sales organization as well.
What we will ask you to do:
- Provide recurring reporting builds and maintain scorecards and dashboards that are accurate, consistent, and delivered on time.
- Serve as the go-to analyst for whitespace identification, PODs, accounts sold and account targeting, translating market data into prioritized, actionable target lists for field teams.
- Deliver monthly and quarterly business review packages that give sales leadership a clear, complete picture of performance versus plan – with your own synthesized commentary on what the data means.
- Support the annual planning cycle with clean data, structured templates, and territory/account-level analysis that meaningfully shapes resource allocation decisions.
- Identify and communicate process or reporting improvements that reduce manual effort and improve data quality, including AI automation recommendations.
- Analyze sales performance account trends, and market data across channels to identify growth opportunities, risks, and execution gaps.
- Translate data from multiple sources – CRM, syndicated data (e.g., CIRCANA, Nielsen/NielsenIQ, IWSR), internal depletion reports, Somm.ai – into clear, concise actionable insights for sales teams and leadership.
- Monitor competitive dynamics, pricing trends, and market activity; flag meaningful shifts to the Director and relevant commercial stakeholders.
- Support category management efforts, including competitive benchmarking and account-level opportunity analysis.
- Use market data and CRM tools to identify and prioritize high-value target accounts and distribution whitespace opportunities at the territory and DMA level.
- Build and maintain account scoring models and target lists that help field reps focus effort on the highest-return opportunities.
- Set goals and track execution versus goals.
- Maintain accurate records that enable timely follow-up and measurement of targeting effectiveness.
- Prepare and maintain reporting dashboards, performance scorecards, and ad hoc analyses for sales leadership – covering depletions, POD, incentive tracking, and account performance.
- Support the annual and monthly sales planning process, including forecasting, territory analysis, KPI modeling, and planning templates that structure the team’s thinking.
- Build and improve PowerPoint and Excel tools that are designed for field use – clear, simple, and built for people who are not analysts.
- Partner with Sales, National Accounts, Demand Planning, Finance, and Growth Marketing to ensure alignment of data, insights, and commercial priorities.
- Respond to ad hoc analytical requests from sales leadership with appropriate speed and rigor – knowing when a quick answer is right and when deeper analysis is warranted.
- Maintain organized, well-documented records of analyses and recommendations to support institutional knowledge and decision-making continuity.
- Partner with Sales, Distributors, and Commercial Finance to develop and track against Local Marketing Fund budgets so that spends are productive and aligned to commercial priorities.
- Proactively identify opportunities to