Regional Sales Manager

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🔥 0 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $130k - $142.5k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

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Bonterra Organic Estates | Viña Concha y Toro USA

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1968

👥 B2C

🤝 B2B

🌾 Agriculture

B2C • B2B • Agriculture

Bonterra Organic Estates | Viña Concha y Toro USA is a U. S. -based wine company and part of global winery Viña Concha y Toro. It markets and imports multi-origin wines — notably from Chile and Argentina — and operates Bonterra Organic Estates, a California winery that emphasizes certified organic viticulture and sustainability. As a Certified B Corporation, the company highlights social and environmental impact, offering a portfolio that ranges from everyday to premium wines while focusing on responsible farming and business practices.

📋 Description

• Lead day-to-day distributor partnership in Northern California from the field • Set distributor goals, execution standards, and performance expectations • Conduct distributor work-withs/ride-withs, coach sales teams, and reinforce execution priorities • Monitor execution quality and implement corrective action plans • Build relationships with regional buyers, chain teams, and distributor chain leadership • Lead quarterly buyer meetings and participate in monthly business reviews • Ensure compliance with promotions, ads/features, merchandising, and pricing programs • Support key account calls and negotiations • Drive distribution, placements, features, menu/wine list wins, and display execution • Maintain understanding of market dynamics and competitive activity across Northern California • Own the annual Northern California market plan and deliver volume, NSV, and depletion goals • Track and analyze cases, dollars, distribution, and promotional effectiveness • Provide monthly and quarterly reporting with actionable insights • Partner with distributors on product availability, inventory health, and supply considerations • Lead, coach, and develop direct reports through field leadership • Manage state-level depletions, KPIs, distributor targets, roadmaps, budgets, and program execution • Conduct performance reviews, market visits, market audits, and key-selling activities • Manage distributor relationships and facilitate monthly performance reviews and QBRs • Cultivate key-account relationships and execute focus programs • Spend 70%-80% of time in the market

🎯 Requirements

• Bachelor’s Degree in Business/Marketing or related field plus a minimum five years of progressive sales experience in wine and spirits, beverage alcohol, or relevant CPG industry, or equivalent combination of education/experience • Proven alcohol beverage industry sales and account management success • Extensive knowledge of on- and off-premise wine channels and trade • Knowledge and passion for luxury/premium and commercial wines • Ability to drive execution through influence rather than authority • Strong knowledge of off-premise and chain execution levers, including pricing, promotions, and merchandising • Practical food and beverage selling experience with meaningful distributor management exposure • Thorough knowledge of wine principles, winegrowing/making process, and food and wine pairing • Strong verbal and written communication, public speaking, and presentation skills • Excellent interpersonal skills and high integrity • Proficiency in Microsoft 365, Word, PowerPoint, and Excel • Valid Driver’s License and ability to be insured • Willingness to spend significant time traveling in-market • Overnight travel approximately 10%-15%; weekend and evening work as required • Travel throughout the region required • Ability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. frequently • Successful completion of criminal background check, DMV check, and drug screen • Verification of citizenship or legal right to work in the U.S. at offer • Preferred: hands-on team leadership and in-market coaching experience • Preferred: strong on-premise programming and general market development experience • Preferred: chain calls, buyer presentations, and monthly/quarterly business review experience • Circana/Nielsen information experience a plus • Wine education or certification a plus; WSET or CSW preferred

🏖️ Benefits

• First day Medical, Dental, Vision, Life & Disability • Tax Savings (401k with company match) • Short and Long-Term Disability • Paid vacation • Sick leave • Company holidays • Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees • One day/shift off per year as Volunteer Time Off (VTO) • Employee-focused health, wellness, training and safety-related programs • Scholarship opportunities for dependents • Annual incentive target aligned with individual and company performance • Transportation-related benefits