Area Sales Manager - NorCal On-Prem/Fine Wine

Location: Napa, CA

About the role

Acting on own initiative, the Area Sales Manager drives company objectives and sales targets by proactively building and maintaining strong relationships with distributors/wholesalers and customers in the local market. This role may cover responsibilities across a single state or multiple states, ensuring consistent growth and high-level customer engagement.

Responsibilities

• Promotes and sells all Delicato Family Wines brands to meet and/or exceed company sales quotas, while also identifying sources of new business opportunities
• Develops and maintains strong relationships with distributor/wholesaler partners, including overseeing inventories and program execution; works consistently with distributor/wholesaler sales reps and managers to drive overall Delicato business
• Schedules and leads effective distributor/wholesaler meetings involving all levels of management; coordinates reporting against sales targets, delivers strategic sales presentations as required
• Develops and maintains key account and target lists; develops relationships at top level accounts both individually as well as with the distributor/wholesaler partners
• Executes assigned programs as directed and, upon approval, introduces creative programs based on market needs and conditions
• Works effectively and respectfully with colleagues, cross-functional teams, and external partners to achieve shared goals and drive results
• Follows pricing policies that capitalize on market opportunities while delivering company profitability
• Ensures that all business operations, policies, and practices adhere to applicable legal and regulatory requirements to minimize risk and maintain ethical standards
• Conducts wine tastings, fundraisers, trade shows, and other wine events for and with distributors/wholesalers
• Other duties as assigned

Requirements

• Undergraduate degree (BA/BS) or equivalent education and/or experience
• 1-3 years in wine or adjacent industry or consumer packaged goods; experience with managing distributor/wholesaler relationships preferred
• Valid driver's license, auto insurance, and vehicle required with an acceptable driving record

Skills

• Demonstrates a foundational ability to clearly and concisely communicate ideas in both verbal and written forms, actively listen, and effectively present company sales strategies to stakeholders with guidance and support
• Engages in learning and development opportunities to achieve personal and professional goals; is receptive to feedback, demonstrates curiosity, and sees value in continuous improvement
• Demonstrates a foundational ability to identify business obstacles, articulate their impact, and contribute potential solutions aligned with short- and long-term goals under guidance of others
• Is aware of one's own personal strengths, opportunities, biases, and triggers and how they benefit or impede communication and collaboration; demonstrates empathy for others and seeks mutual understanding
• Is open, flexible, and receptive to others' ideas and understands the importance of group satisfaction; celebrates the wins of others and models enjoyment and satisfaction from their work
• Understands the fundamental differences between tactical and strategic approaches; accountable for their role in executing strategic plans; understands what is meant by seeing "the bigger picture"
• Demonstrates adaptability and openness in times of change
• Proficient in Microsoft Suite Applications and able to utilize syndicated data resources

Working Conditions

• Requires ability to travel frequently and flexibility in schedule to work evenings and weekends as needed
• This is a remote position that requires working from home
• Occasionally may be required to lift and carry cases of wine
• May need to determine color, taste, and smell of wine using eyes, tongue, and nose
• May be exposed to weather-related temperature & humidity extremes

Work Standards

• Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
• Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner
• Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
• Follows all Company policies and procedures

Pay

This is an Exempt position. The pay range for this position is $95,443.68 to $149,245.20. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon a number of factors, including but not limited to the candidate's qualifications, education, experience, internal equity, and alignment with market data.

Benefits

• Medical, dental, and vision coverage (Delicato covers nearly the entire cost for employees and a large percentage for dependents)
• Life, disability, and flexible spending accounts
• 401(k) with generous company match
• Discretionary profit sharing
• Paid time off (PTO) and paid holidays
• Wine & merchandise discounts
• Tuition reimbursement
• Gym discounts