Area Sales Manager, Fine Wines & Spirits (Aspect Division) - Northern California

About the role

At Riboli Family Wines, we've spent over a century perfecting our craft—and we're just getting started. As a four-generation, family-owned winery and one of America's fastest-growing wine producers, we create brands that people genuinely love, including Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. We've been recognized as American Winery of the Year, but what drives us isn't awards—it's the joy our wines bring to tables, celebrations, and everyday moments. Rooted in California and committed to quality, sustainability, and innovation, we're proud to honor our heritage while shaping the future of winemaking.

Responsibilities

• Responsible for managing Riboli Family Wine & Spirits' portfolio of products within Northern California including designated distributor representatives, and trade.
• Responsible for executing the depletion, POD, BTG and volume plans across top independent off-premise and on-premise channels of trade for Northern California.
• Able to assist State Sales Director with distributor team meetings and General Sales Meetings (Aspect On-Premise and Full Book On-Premise) and education sessions to further Riboli brands’ share of mind.
• Ability to target and influence key customers within the independent off-premise and on premise channels of trade. Majority of focus on top fine wine accounts.
• Responsible for planning, directing, and coordinating all sales efforts within the independent off-premise and on-premise channels of trade in Northern California.
• Manage Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent off-premise and on-premise channels of trade.
• Accountable for delivering depletion, POD, menu placements, and volume plan within the Northern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets.
• Take active role in assessing Riboli on-premise distributor performance within assigned geographic zone, including addressing poor performance issues.
• Assist in developing wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirit brand strategies and objectives through effective communication and education.
• Ensure that Riboli’s key distributors are managing Riboli’s brand strategies for the trade.
• Call on independent top off-premise and on-premise accounts in conjunction with the distributor.
• Utilize KARMA to manage daily activity in the field and KPI monitoring.
• Possess thorough knowledge of products, wine industry, competitive brands, and markets.
• Cultivate cross department relationships within the company, especially between sales, marketing, finance, and logistics, to carry out Riboli Family Wine & Spirits brand strategies. Adherence to executive directions from senior leadership/ownership is a critical part of the job.
• Exercise appropriate behavior with Riboli brands and agency brands, always representing these brands in the best and most professional manner.
• Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending, and every aspect of the Company’s business.

Qualifications

• A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs)
• Minimum of 5+ years of wine industry experience.
• Proficient written communication skills. Incumbent must possess the ability to develop and provide all necessary written reports, correspondence and presentations necessary to satisfy job requirements.
• Proficient oral communication and interpersonal skills. Incumbent must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public. Incumbent must articulate in a professional and personable manner to be a strong leader and partner to Riboli Customers and Trade.
• Intermediate Excel skills. Ability to analyze sales data, market trends, and performance metrics to identify patterns, uncover opportunities, and develop data-driven strategies that drive business growth and optimize KPI achievement.
• Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software is critical to the success of this position.
• Mathematical skills: Incumbent must have the ability to calculate and interpret financial data which affects every day Riboli business.
• For certain markets multi-language skills are required or would be a plus, i.e. Italian or Spanish (if required this will be identified during the recruitment process).
• Interpretive skills: Incumbent must possess the ability to define problems, establish facts and collect data to interpret issues, draw valid conclusions from the data and recommend solutions to the business problem. Ability to interpret an extensive variety of statistical information.