District Manager, Northern California - San Jose/Monterey

About the role

Palm Bay International is a dynamic, family-owned importer with one of the most comprehensive fine wine and spirits portfolios in the country – over 50 suppliers strong, sourced from every corner of the globe. What sets Palm Bay apart isn’t just the portfolio; it’s the network. Decades-long partnerships with the leading wholesale companies in all 50 states, the Caribbean, Mexico, and Central America let Palm Bay show up everywhere the industry does: independent restaurants, retail, chains, supermarkets, hotels, airlines, cruise ships, duty-free, and U.S. military bases. That reach is why Palm Bay is considered a major force in fine wine and spirits – and why the people who represent it in the field matter so much.

The right person for this role is tenacious, competitive and charismatic, a relationship builder, a natural educator, comfortable presenting to groups, organized under pressure, and self‑driven.

In this role you will own relationships, influence and sell in the top 100 account universe, conduct weekly distributor work‑withs, run distributor education on a cadence, and participate in weekly, monthly and tertile business reviews with direct communication to your Regional Manager.

Your week breaks down to roughly 75% customer‑facing (on‑ and off‑premise selling), 20% distributor‑facing (work‑withs, training, GSMs), and 5% administrative and reporting, primarily in your home market in California with periodic travel for supplier events, company meetings and training.

Responsibilities

• Accounts & Relationships – Build and manage the target account universe across on‑ and off‑premise; sell directly to key accounts and grow Palm Bay’s footprint one relationship at a time.
• Distributor Partnership – Develop and execute monthly plans and programs with distributor partners; train their sales team, work the market alongside them, and turn every rep into a Palm Bay advocate through consistent education and communication.
• Events & Activation – Plan and run supplier market visits, wine dinners, and consumer tastings that create real, visible demand for a 50+ supplier portfolio.
• Sales Goals & KPIs – Own the annual sales plan for California defined territory; track and deliver against KPIs across the 100 Top Accounts, on‑ and off