Bonterra Organic Estates | Viña Concha y Toro USA

Sales

• 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 road maps (i.e., programming/activity calendars).
• Manage relationship with key state distributor personnel.
• Monitor pricing accuracy, inventory health, and forecast inputs.
• Annual Business Planning Accountable to plan performance within assigned state(s).
• Shipments Accountable for inventory management within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.
• Depletions Accountable for execution of chain/brand programs within assigned region.
• Accountable for 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.
• Ensure state distributor banks are being targeted to highest ROI activities.
• Monthly meeting with Sales Operations to review YTD budget performance.
• Distributor Management Distributor relationship priorities include: Market Leads State VPs State EVP (monthly and 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 to review pricing, programming and inventory.
• Market Impact Present in market 70%-80% of time. Business reviews and key distributor meetings.
• Cultivate relationships with key account buyers and ensure execution of focus programs.
• In-market selling of key brand initiatives.
• Regional/local on premise chain business development.
• Host/ lead fine wine events at key customer locations within the assigned territory. These events consist of wine dinners, happy hours, tastings etc. to retain, recruit and convert new consumers.
• Monthly/quarterly market audits and program compliance.

Regional Sales Manager – Luxury Portfolio

• Lead day-to-day distributor partnership in Southern California from the field, setting clear goals, execution standards, and performance expectations
• Spend significant time in-market conducting distributor work-withs/ride-withs, coaching sales teams, and reinforcing execution priorities
• Build and maintain strong relationships with regional buyers, chain teams, and distributor chain leadership
• Personally engage in the general market, driving distribution, placements, features, menu/wine list wins (where applicable), and display execution
• Own the annual Southern California market plan and deliver results through disciplined execution, not complexity
• Lead, coach, and develop three direct reports primarily through field time, setting clear expectations and modeling high standards