Regional Sales Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Oversee daily distributor partnerships in Northern California from the field.

• Establish distributor objectives, execution standards, and performance metrics.

• Perform ride-alongs with distributors, coach sales teams, and reinforce key execution priorities.

• Assess execution quality and implement corrective action plans as necessary.

• Develop relationships with regional buyers, chain teams, and distributor chain leadership.

• Facilitate quarterly buyer meetings and engage in monthly business reviews.

• Ensure adherence to promotions, advertisements/features, merchandising, and pricing strategies.

• Assist in key account calls and negotiations.

• Drive distribution, placements, features, menu/wine list victories, and display execution.

• Maintain awareness of market dynamics and competitive activities throughout Northern California.

• Take ownership of the annual Northern California market plan and achieve volume, NSV, and depletion targets.

• Monitor and analyze cases, dollars, distribution, and promotional effectiveness.

• Provide actionable insights through monthly and quarterly reporting.

• Collaborate with distributors on product availability, inventory health, and supply considerations.

• Lead, coach, and develop direct reports through effective field leadership.

• Manage state-level depletions, KPIs, distributor targets, roadmaps, budgets, and program execution.

• Conduct performance reviews, market visits, audits, and key-selling activities.

• Manage distributor relationships and facilitate monthly performance evaluations and quarterly business reviews.

• Foster key-account relationships and implement targeted programs.

• Dedicate 70%-80% of time to market engagement.

⛳️ Requirements

• Bachelor’s Degree in Business/Marketing or a related field, along with a minimum of five years of progressive sales experience in the wine and spirits, beverage alcohol, or relevant CPG industry, or a comparable combination of education and experience.

• Demonstrated success in alcohol beverage industry sales and account management.

• Extensive knowledge of on-premise and off-premise wine channels and trade.

• Passion and knowledge for luxury/premium and commercial wines.

• Ability to drive execution through influence rather than authority.

• Strong understanding of off-premise and chain execution levers, including pricing, promotions, and merchandising.

• Practical experience in food and beverage sales with significant distributor management exposure.

• Comprehensive knowledge of wine principles, the winemaking process, and food and wine pairing.

• Excellent verbal and written communication, public speaking, and presentation skills.

• Strong interpersonal skills and a commitment to integrity.

• Proficient in Microsoft 365, including Word, PowerPoint, and Excel.

• Valid Driver’s License and ability to secure insurance.

• Willingness to travel extensively in the market.

• Overnight travel approximately 10%-15%; weekend and evening work as needed.

• Regional travel is required.

• Capability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. on a regular basis.

• Successful completion of a criminal background check, DMV check, and drug screening.

• Verification of citizenship or legal right to work in the U.S. upon offer acceptance.

• Preferred: hands-on team leadership and in-market coaching experience.

• Preferred: strong experience in on-premise programming and general market development.

• Preferred: experience with chain calls, buyer presentations, and monthly/quarterly business reviews.

• Experience with Circana/Nielsen information is a plus.

• Wine education or certification is advantageous; WSET or CSW preferred.

🏝️ Benefits

• Comprehensive Medical, Dental, Vision, Life & Disability coverage starting on the first day.

• Tax Savings through a 401k plan with company matching.

• Short and Long-Term Disability benefits.

• Paid vacation time.

• Sick leave provisions.

• Paid company holidays.

• Health Care and Dependent Care Flexible Spending Account benefits available for eligible employees.

• One day/shift off per year for Volunteer Time Off (VTO).

• Employee-centric health, wellness, training, and safety programs.

• Scholarship opportunities for dependents.

• Annual incentive targets aligned with individual and company performance.

• Transportation-related benefits.