Regional Sales Manager (NJ/DE)

About the role

We’re looking for a Regional Sales Manager to grow share in on/off premise throughout New Jersey and Delaware to ensure market penetration, brand awareness and sell-through. You will work independently and collaboratively with distributor personnel and key members of our sales and marketing team as well as actively work the market multiple days a week to make sales calls, maintain your own key account list, participate in local trade activities and maintain close communication with distributor team members and leadership, and build direct relationships with customers.

Responsibilities

• Manage state-level depletions, KPIs, and distributor targets
• Conduct monthly performance reviews with key distributor teams
• Manage monthly work-withs, market visits and key-selling activities
• Build and execute state-level programming/activity calendars
• Manage relationship with key state distributor personnel
• Maintain pricing accuracy, inventory health, and forecast inputs
• Plan performance within assigned state(s)
• Ship inventory management within assigned region ensuring Days of Inventory on Hand/DOO remain within guidelines
• Depletions: Execute chain/brand programs within assigned region and Luxury Brand Collection execution
• Budget Management: Ensure all brand spending for assigned region remains within annual budget
• Responsible for submitting discretionary spending requests in accordance with policy
• Monthly meeting with Sales Operations to review YTD budget performance
• Distributor Management: Distributor relationship priorities: Market Leads; State VPs; State EVP (monthly/quarterly meetings); State Business/Portfolio Managers; Chain Leads; Facilitate monthly performance review meetings and QBRs; Coordinate surveys around key selling periods; Conduct monthly meetings with portfolio managers
• Market Impact: Present in market 70%-80% of time; Business reviews and key distributor meetings

Requirements

• Bachelor’s Degree in Business/Marketing or related field plus a minimum five years progressive sales experience in wine and spirits, beverage alcohol (or relevant CPG) industry, or equivalent combination education/experience
• Proven success in alcohol beverage industry sales and account management including extensive knowledge of on- and off-premise wine channels and trade
• Strong knowledge of off-premise and chain execution levers (pricing, promotions, merchandising) and comfort leading account strategies
• Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing and related industry knowledge
• Valid Driver’s License and the ability to be insured; willingness to spend significant time traveling in-market

Preferred Experience

• Selling imports and/or organic categories
• Circana/Nielsen information experience
• Wine education or certification (WSET or CSW preferred)
• Familiarity with Fedway Associates, NJ and Breakthru Beverage, DE

Physical Requirements

• Ability to lift & carry up to 50 lbs; push/pull up to 30 lbs on a frequent basis
• Able to frequently sit and work at a desk for long periods of time
• Able to frequently walk & occasionally stand, reach outward & upward, climb, crawl, squat, kneel, & bend
• Able to frequently use hands & fingers for keyboarding
• Able to work at computer for extended periods of time

About

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) is focused on excellence, innovation and longstanding commitments to the environment and responsible business practices. We are proud to offer exciting career opportunities within our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT-USA).

• #1 South American wine supplier in the U.S.
• Sell highly-awarded wines.
• Don Melchor Wine Spectator Wine of the Year 2024
• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
• Bonterra Wine Enthusiast American Winery of the Year 2016
• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team
• Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

Benefits

• 1st day Medical, Dental, Vision, Life & Disability, Tax Savings (401k with company match), STD, LTD, paid vacation, sick leave, company holidays
• Health Care and Dependent Care FSA benefits available to eligible employees
• Compensation: Base salary target $120,000 - $135,000, an annual incentive target that aligns with individual and company performance, and transportation-related benefits.

Policies

• Will be required to submit verification of citizenship or legal right to work in US at time of an employment offer
• Privacy Policy
• Family and Medical Leave Act