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About the Role

Bonterra Organic Estates is seeking a Division Director, Northeast to provide strategic direction and ensure the achievement of the division's business plan across the Northeast and Mid-Atlantic regions. This role involves overseeing division and regional teams, driving operational consistency, and commercial performance while aligning with company standards and ways of working.

Responsibilities

Own revenue, shipment, and depletion goals across the assigned division.
Translate the annual business plan into actionable steps for division/regional teams.
Be accountable for KPI performance, incentives, and programming across divisions.
Act as the primary VCT-USA lead with key region distributor leadership.
Manage pricing and budget compliance, and program ROI.
Ensure compliance between sales execution and key marketing/chain initiatives.
Recruit, train, and develop region leads and ensure the development of region support roles to achieve 'Preferred Supplier' status.
Be accountable for plan performance within assigned divisions.
Be accountable for the VCT-USA shipment plan within assigned divisions.
Review shipment performance with region leads monthly during Q1–Q3 and weekly during Q4.
Conduct monthly reviews of depletion performance with region leads.
Ensure all chain/brand programs are being executed and monitor progress.
Develop corrective actions and activities to enhance performance.
Be accountable to meet budget guidelines for assigned divisions.
Conduct monthly budget reviews with region leads to ensure compliance.
Vet all discretionary spending requests from region leads to drive sound decision-making.
Oversee all distributor state banks and ensure funds are being spent wisely.
Prioritize distributor relationship management, including State EVPs, Region Presidents (monthly check-in), and Network leads (annual TTT meeting).
Attend all state QBRs and assist with areas falling critically behind plan performance.
Attend key state surveys during focus brand programs and initiatives.
Spend 50%-60% of time in the market for team development, business reviews, and key distributor and chain meetings.
Conduct corporate surveys.
Visit every state in the division twice a year.
Hold monthly in-person meetings with own team twice per year.

Requirements

Bachelor's degree in business/marketing or related field.
Minimum of ten years of progressive sales and marketing experience in CPG, wine and spirits, or beverage industry, or equivalent combination of education and experience.
At least 5 years in a leadership role with proven success in driving commercial growth.
In-depth knowledge of positioning and marketplace placement.
Demonstrated success in developing and managing distributor partnerships to maximize results and achieve mutual goals.
Superior leadership and motivational skills with a track record of building high-performing sales teams.
Strong understanding of account development and marketing strategies in the food/beverage environment.
Exceptional communication, presentation, and relationship-building skills.
Strategic thinker with high emotional intelligence and the ability to simplify complex ideas.
Professional presence with optimism, sound judgment, and a collaborative approach.
Ability to influence through credibility rather than authority; low ego, high integrity.
Goal-oriented, results-driven, and thrives in dynamic environments.
Proficiency in Microsoft 365 office applications including Word, PowerPoint, and Excel.
Valid Driver's License and the ability to be insured.
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.
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 a computer for extended periods of time.
Additional physical requirements related to domestic/international travel via air and ground transportation.

Skills

Microsoft 365
Word
PowerPoint
Excel
Circana/Nielsen information experience
KARMA/iDig or similar CRM/sales execution platforms

Location

New York metropolitan area
Philadelphia
Boston
Other strategic markets throughout the Northeast region

Work Type

Overnight travel approximately 30% to 40%
In market 50%-60%

Experience Level

Minimum ten years progressive sales and marketing experience
At least 5 years in a leadership role

Education Level

Bachelor's degree in business/marketing or related field
MBA, preferred
Wine certification/education, a plus

Salary/Compensations

Base salary target of $190,000 to $200,000
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 has been guided by excellence, innovation, environmental stewardship, and responsible business practices since 1968.
Part of Viña Concha y Toro, the leading wine producer in Latin America and one of the world's largest wine companies.
The nation's primary importer of South American wines.
Sells highly-awarded wines including Don Melchor, Bonterra, Casillero del Diablo, and Trivento.
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