Private Client Manager
Department: Direct to Consumer
Reports to: Vice President, Direct to Consumer
About Shafer Vineyards
Shafer Vineyards is one of Napa Valley’s most renowned wineries, acclaimed for its legendary estate vineyards and world-class winemaking. Rooted in a history of grape growing and winemaking dating back to 1880, the modern estate was established in 1972 when the Shafer family planted their Stags Leap District hillsides and crafted their debut 1978 Cabernet Sauvignon. For more than four decades, Shafer has set the benchmark for wines of character, elegance, and longevity—earning international recognition from leading critics, collectors, and sommeliers. Today, Shafer continues to define Napa Valley excellence, producing wines celebrated worldwide for their balance, refinement, and expression of place.
Position Overview
The Private Client Manager is a dynamic leader on our sales team responsible for crafting elevated client experiences, driving high-revenue engagement programs, and building lasting relationships with our most valued clients. This role reflects our commitment to innovation, authenticity, and exceptional service delivery, contributing to the growth of our private client portfolio and strengthening our position within the luxury wine landscape.
The ideal candidate is equal parts relationship architect and strategic executor — someone who thrives in cultivating deep connections with high-net-worth clientele while maintaining a gracious, service-driven presence that embodies our dedication to hospitality, craft, and the art of winemaking. This position requires extensive travel, with an expectation of 30-50 in-market events per year across the country to engage clients and represent the estate.
Primary Responsibilities
Client Engagement & Experience Management (80%)
High-Value Client Relationship Management
• Cultivate and deepen relationships with existing private clients through personalized service and regular touchpoints
• Drive new client acquisition through strategic outreach, referrals, and networking within luxury communities
• Manage sales cycle for corporate clients, enhancing engagement and developing corporate gifting programs
• Execute corporate gifting initiatives and provide feedback on client preferences to guide program development
• Serve as primary point of contact for private clients, ensuring exceptional service at every interaction
• Build loyalty among high-net-worth clientele through innovation, authenticity, and bespoke experiences
• Understand client preferences, purchasing patterns, and lifestyle to create tailored wine programs
Experience Coordination & Execution
• Design and execute exclusive private tastings at the estate for VIP clients and prospects
• Plan and host elevated in-market events across the country to engage clients and attract new clientele
• Coordinate private vineyard tours, winemaker dinners, harvest experiences, and bespoke estate visits
• Collaborate with winemaking and hospitality teams to create unforgettable, personalized experiences
• Represent the brand as an ambassador at luxury events, trade functions, and client gatherings
• Present wines with expertise, passion, and storytelling that deepens client appreciation
Revenue Growth & Client Development
• Drive revenue growth through strategic client engagement and program development
• Identify opportunities to increase client lifetime value through enhanced offerings and experiences
• Develop innovative programming that elevates the private client experience
• Track and analyze client engagement metrics to optimize relationship strategies
Sales Operations & Allocation Management (20%)
• Manage private client allocations for limited production and library releases
• Devise and execute sales plans to deliver revenue and client acquisition goals
• Create strategic partnerships and alignments with complementary wineries and luxury brands
• Coordinate with DTC team on inventory planning
• Generate reports on private client sales performance, acquisition trends, and program effectiveness
• Manage client data integrity and optimize CRM utilization for private client portfolio
Required Qualifications
Experience
• 5+ years of experience in luxury retail sales, high-net-worth client management, or fine wine sales
• Demonstrated track record of building and maintaining relationships with affluent clientele
• Proven success in driving revenue through relationship-based sales and client engagement
• Experience planning and executing high-touch client events and experiences
Skills & Competencies
• Relationship Building: Exceptional interpersonal skills with natural ability to connect with high-net-worth individuals
• Wine Expertise: Deep knowledge of fine wine with ability to educate and inspire clients
• Hospitality Excellence: Innate service orientation with attention to detail and anticipatory approach
• Sales Acumen: Strategic thinker with proven ability to identify opportunities and close sales
• Communication: Polished verbal and written communication skills appropriate for luxury clientele
• Discretion: High level of professionalism and confidentiality when working with private clients
Technical Requirements
• Commerce7: Proficiency required
• CRM platforms: Strong experience managing client databases and relationship tracking
• Microsoft Office Suite: Advanced proficiency in Excel, PowerPoint for reporting and presentations
Additional Qualifications
• Court of Master Sommeliers (CMS) or Wine & Spirit Education Trust (WSET) Level 2 equivalent or higher strongly preferred
• Bachelor's degree preferred
• Willingness and ability to travel extensively for in-market events (30-50 events per year across the country)
• Flexibility to work evenings and weekends as required for events
• Valid driver's license and reliable transportation
Key Success Metrics
• Private client revenue growth
• New client acquisition rate
• Client retention and engagement levels
• Event attendance and conversion rates
• Client lifetime value growth
• Corporate gifting program revenue and client satisfaction
Physical Requirements
• Ability to lift up to 50 lbs (case of wine)
• Ability to stand and walk for long periods of time
• Ability to bend, climb stairs and reach overhead as needed
Cultural Alignment
We seek contributors who embody grace, passion, and precision in equal measure — individuals who approach client relationships as both an art and a stewardship. The Private Client Manager will play a pivotal role in ensuring every client experiences a lasting sense of connection to our wines, our people, and the extraordinary place we call home.
Compensation Range
$120,000 – $150,000 DOE
