Regional Sales Manager – Luxury Portfolio

Bonterra Organic Estates | Viña Concha y Toro USA

full-time

Posted on:

Location Type: Remote

Location: Texas • United States

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Salary

💰 $100,000 - $120,000 per year

About the role

  • 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.

Requirements

  • Bachelor’s Degree in Business/Marketing or related field plus a minimum of five years progressive sales experience in wine and spirits or beverage 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
  • Knowledge and passion for both luxury/premium and commercial wines and excitement for selling a wide spectrum of price points and formats
  • Practical selling experience in food and beverage industry
  • Recent track record selling in the on premise channel―restaurants, bars, private clubs, hotels; fine wine independent retailers
  • Experience with ultra-premium/high end/fine wine—import, domestic and/or biodynamic—highly desirable
  • Proven success managing distributor relationships and key accounts across on‑ and off‑premise channels and trade
  • Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing and related industry knowledge
  • Strong verbal and written communicator with strong public speaking and presentation skills
  • Excellent interpersonal skills with the highest level of integrity
  • Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel
  • Valid Driver’s License and the ability to be insured; travel throughout region required
  • Overnight travel approximately 45% - 50%; weekend and evening work as required
Benefits
  • First day Medical, Dental, Vision, Life & Disability
  • Tax Savings (401k with company match)
  • Short and Long-Term Disability
  • Paid vacation, sick leave and company holidays.
  • Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees.
  • Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO).
  • We offer many employee-focused health, wellness, training and safety-related programs as well as scholarship opportunities for dependents.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales experienceaccount managementinventory managementbudget managementmarket auditsprogram compliancewine principlesfood and wine pairingdistributor managementbusiness planning
Soft Skills
strong verbal communicationstrong written communicationpublic speakingpresentation skillsinterpersonal skillsintegrityrelationship buildingteam collaborationperformance review facilitationevent hosting
Certifications
Bachelor’s Degree in BusinessBachelor’s Degree in Marketingvalid Driver’s License