Territory Sales Director, Southern 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

• Manage Riboli Family Wine & Spirits' portfolio of products within Southern California including designated Riboli Area Sales Managers, distributors, and trade.
• Execute the depletion, POD and revenue plan across the independent on/off-premise channels of trade and Military for Southern California.
• Coach and develop direct reports to further their skills. Schedule consistent check-ins for KPI attainment and outline development opportunities.
• Plan, direct, and coordinate all sales efforts within the on/off-premise channel of trade in Southern California.
• Manage Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent on/off-premise channel of trade.
• Deliver annual depletion, POD and revenue plan within the Southern California zone and manage and allocate trade expenditure, sample budgets, and T&E budgets for designated Riboli Area Sales Managers.
• Take active role in assessing Riboli Area Sales Managers and distributor performance, including addressing poor performance issues.
• Develop and foster Breakthru Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market.
• Ensure that Riboli’s key distributors are managing Riboli’s brand strategies for the trade.
• Call on independent top off-premise accounts (assigned) in conjunction with the distributor or Riboli Area Sales Manager.
• 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.
• 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 7+ years in the beverage alcohol industry with multiple years of sales management experience.
• Minimum 5+ years of direct people management 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.
• Mandatory: Current valid driver’s license and reside in Southern California
• Overnight travel is required and must be able to meet minimum requirement travel schedule for assigned territories
• No DWI offenses
• No illegal drug use
• Must use for business a clean, late model, presentable and fully operational 4 door vehicle that reflects professionalism (company auto allowance provided).

Physical Demands

While performing the duties of this job, the incumbent is regularly required to use their hands and eyes for PC use; reach with hands and arms; talk and hear. The incumbent is required to stand; sit; stoop, kneel, crouch; see, taste and smell wine products. The incumbent must be aware that the job involves distribution of alcohol beverages and recognizes that the company in no way encourages excessive or unnecessary drinking of alcoholic beverages while exercising the duties of this job. The incumbent must occasionally lift and/or move up to 50 pounds at a time, the approximate weight of a case of wine.

Additional Requirements

• Excellent time management skills