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About the Role

This hands-on, field-first leadership role is accountable for delivering annual volume, NSV, and depletion goals by rallying the team around execution priorities, building strong customer and distributor relationships, and ensuring best-in-class execution across pricing, promotions, merchandising, and distribution. Success requires consistent time in the market coaching, selling, and problem-solving.

Responsibilities

• Lead day-to-day distributor partnership in Northern 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.
• Align distributor teams around critical executional focuses that drive brand growth and plan delivery.
• Monitor execution quality, identify gaps quickly, and implement corrective action plans.
• Build and maintain strong relationships with regional buyers, chain teams, and distributor chain leadership.
• Lead quarterly buyer meetings and participate in monthly business reviews, bringing insights from the field.
• Ensure fast, accurate program compliance for promotions, ads/features, merchandising, and pricing in key accounts.
• Actively support key account calls and negotiations.
• Personally engage in the general market, driving distribution, placements, features, menu/wine list wins, and display execution.
• Maintain a strong, current understanding of market dynamics, competitive activity, and opportunity pockets.
• Translate market learnings into clear direction for the team and distributor.
• Own the annual Northern California market plan and deliver results through disciplined execution.
• Track and analyze results (cases, dollars, distribution, promotional effectiveness) and translate data into clear priorities.
• Provide concise monthly and quarterly reporting with actionable insights.
• Maintain strong visibility to product availability and inventory considerations, partnering with the distributor.
• Lead, coach, and develop direct reports primarily through field time, setting clear expectations and modeling high standards.
• Build a strong performance culture through regular ride-withs, in-field coaching, and clear feedback.
• Create and maintain an operating rhythm (team meetings, ride-with cadence, KPI scorecards) that drives focus, accountability, and collaboration.
• Inspire and rally the team around shared goals, priorities, and brand-building behaviors.
• 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 roadmaps (i.e., programming/activity calendars).
• Manage relationship with key state distributor personnel.
• Monitor pricing accuracy, inventory health, and forecast inputs.
• Accountable to plan performance within assigned state(s).
• Accountable for inventory management within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.
• Accountable for execution of chain/brand programs within assigned region.
• Accountable for Luxury Brand Collection execution.
• 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 relationship priorities include Market Leads, State VPs, State EVP, State Business/Portfolio Managers, and Chain Leads.
• Facilitate monthly performance review meetings and QBRs.
• Coordinate surveys around key selling periods.
• Conduct monthly meeting with portfolio managers to review pricing, programming and inventory.
• Present in market 70%-80% of time.
• Conduct 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 chain development.
• Conduct monthly/quarterly market audits and program compliance.

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.
• Knowledge and passion for both luxury/premium and commercial wines and excitement for selling a wide spectrum of price points and formats.
• Proven field leadership mindset with the ability to drive execution through influence rather than authority.
• Strong knowledge of off-premise and chain execution levers (pricing, promotions, merchandising) and comfort leading account strategies.
• Practical selling experience in food and beverage industry with meaningful distributor management exposure.
• 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; willingness to spend significant time traveling in-market.
• Overnight travel approximately 10% - 15% of time; weekend and evening work as required.
• Travel throughout region required.
• Experience leading teams through hands-on coaching and in-market leadership.
• Strong on-premise programming and general market development experience.
• Experience managing chain calls, buyer presentations, and monthly/quarterly business reviews.
• Circana/Nielsen information experience, a plus.
• Wine education or certification, a plus (WSET or CSW preferred).
• Ability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. on a frequent basis.
• Ability to frequently sit and work at a desk for long periods of time.
• Requires ability to frequently walk and occasionally stand, reach outward and upward, climb, crawl, squat, kneel, and bend.
• Requires hand and finger dexterity for keyboarding and frequently working at computer for extended periods of time.
• Additional physical requirements required as related to domestic/international travel via air and ground transportation.
• Requires successful completion of criminal background, DMV check and drug screen.
• Must submit verification of citizenship or legal right to work in the U.S. at the time of an offer of employment.

Skills

• Sales
• Account Management
• Distributor Management
• Field Leadership
• Execution
• Pricing
• Promotions
• Merchandising
• Distribution
• Relationship Building
• Coaching
• Problem-Solving
• Communication
• Public Speaking
• Presentation Skills
• Interpersonal Skills
• Microsoft 365
• Word
• PowerPoint
• Excel
• Wine Knowledge
• Winegrowing
• Winemaking
• Food and Wine Pairing
• On-Premise Sales
• Off-Premise Sales
• Chain Account Management
• General Market Sales
• KPI Management
• Reporting
• Inventory Management
• Budget Management
• Negotiation

Location

• Greater San Francisco Bay Area

Work Type

• Remote
• Field-based

Experience Level

• Minimum five years progressive sales experience in wine and spirits, beverage alcohol (or relevant CPG) industry
• Proven success in alcohol beverage industry sales and account management
• Proven field leadership mindset
• Practical selling experience in food and beverage industry with meaningful distributor management exposure
• Experience leading teams through hands-on coaching and in-market leadership
• Strong on-premise programming and general market development experience
• Experience managing chain calls, buyer presentations, and monthly/quarterly business reviews

Education Level

• Bachelor’s Degree in Business/Marketing or related field

Salary/Compensations

• Base salary target of $130,000 to $142,500
• Annual incentive target that aligns with individual and company performance
• Transportation-related benefits

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
• Volunteer Time Off (VTO)
• Employee-focused health, wellness, training and safety-related programs
• Scholarship opportunities for dependents

About the Company

• As a Certified B Corporation, Bonterra Organic Estates is focused on excellence, innovation and longstanding commitments to the environment and responsible business practices.
• Part of the Viña Concha y Toro family of wineries since 2011, our California winery operation includes Mendocino County winery, production and approximately 830 acres of vineyard locations.

Equal Opportunity

• AA/EOE/M/F/D/V