Regional Manager - New Jersey/ Delaware

Job Description:

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) is focused on excellence, innovation and longstanding commitments to the environment and responsible business practices. We are proud to offer exciting career opportunities within our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT-USA).

-Part of fourth largest global winery Viña Concha y Toro (32 million cases)
-#1 South American wine supplier in the U.S.
-Sell highly-awarded wines.
o Don Melchor Wine Spectator Wine of the Year 2024
o Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
o Bonterra Wine Enthusiast American Winery of the Year 2016
o Casillero del Diablo is the official wine sponsor of the Mexico National Football Team
o Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

We’re looking for a Regional Manager to grow share in on/off premise?throughout New Jersey and Delaware to ensure market penetration, brand awareness and sell-through. You will work independently and collaboratively with distributor personnel and key members of our sales and marketing team as well as actively work the market multiple days a week to make sales calls, maintain your own key account list, participate in local trade activities and maintain close communication with distributor team members and leadership, and build direct relationships with customers.

This is a remote, home office-based role with the ideal candidate located within proximity to North New Jersey. Entails extensive driving within the field in order visit accounts, do work withs and attend distributor meetings. Overnight travel approximately 10%-15%.

Responsible for overseeing business performance within an assigned states to ensure achievement of the regional business plan. This role has no direct people leadership responsibilities but drives results through coordination and collaboration with cross functional teams and distributor partners.

Responsibilities
• 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 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/DOO remain within 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
• Monthly meeting with Sales Operations to review YTD budget performance

Distributor Management
• Distributor relationship priorities:
o Market Leads; State VPs; State EVP (monthly/quarterly meetings)
o State Business/Portfolio Managers; Chain Leads
• Facilitate monthly performance review meetings and QBRs
• Coordinate surveys around key selling periods
• Conduct monthly meeting with portfolio managers

Market Impact
• Present in market 70%-80% of time
• Business reviews and key distributor meetings

Required Experience
• 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
• Strong knowledge of off-premise and chain execution levers (pricing, promotions, merchandising) and comfort leading account strategies
• Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing and related industry knowledge
• Valid Driver’s License and the ability to be insured; willingness to spend significant time traveling in-market

Preferred
• Circana/Nielsen information experience
• Wine education or certification (WSET or CSW preferred)
• Familiarity with Fedway Associates, NJ and Breakthru Beverage, DE, plus

Physical Requirements - Ability to lift & carry up to 50 lbs; 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 & occasionally stand, reach outward & upward, climb, crawl, squat, kneel, & bend; requires hand & 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

Benefits 1st day Medical, Dental, Vision, Life & Disability, Tax Savings (401k with company match), STD, LTD, paid vacation, sick leave, company holidays. Health Care and Dependent Care FSA benefits available to eligible employees

Compensation Base salary target $120,000 - $135,000, an annual incentive target that aligns with individual and company performance, and transportation-related benefits.

Apply

Requires successful completion of criminal background, DMV check, drug screen. AA/EOE/M/F/D/V Will be required to submit verification of citizenship or legal right to work in US at time of an employment offer.

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