Regional Sales Manager - Luxury Portfolio (Wine Jobs: Sales & Marketing)

  Bonterra Organic Estates

  Miami, Florida

About Bonterra Organic Estates

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. The company employs approximately 200 across the United States.

As Regional Manager,you will be responsible for overseeing business performance of our Luxury Brands Collection (LBC) throughout the Miami/Fort Lauderdale area-Dade, Broward, Palm Beach counties-and ensuring the achievement of the regional business plan. Due to portfolio's fine wine focus, heavy emphasis will be placed on gaining share in the on premise sector and fine wine independent retailers. You will work independently and collaboratively with distributor personnel and key members of our sales, marketing and winemaking teams as well as build direct relationships with customers.

The luxury portfolio unites the extraordinary history and global power of our acclaimed Chilean wines with our visionary and sustainable winegrowing in California, and world-renowned iconic Malbec from Mendoza, Argentina. Featured wines include Chilean icon Don Melchor Cabernet Sauvignon of which Wine Spectator has named the 2021 vintage #1 Wine of the Year on their annual ranking of Top 100 Wines. Additional standouts include Argentina's Trivento Eolo Malbec; Bordeaux style blend Marques de Casa Concha Heritage from Puente Alto region's exceptional terroir; Amelia Chardonnay and Pinot Noir from the Limari Valley; and the Bonterra Organic Estates'' single vineyard estate collection-The McNab, The Roost and The Butler-from Mendocino County, California named Wine Enthusiast's 2024 American Wine Region of the Year.

This role has no direct people leadership responsibilities but drives results through coordination, influence, and collaboration with cross functional teams and distributor partners. The role is also accountable for ensuring full adherence to VCTUSA's established 'Ways of Working', including company standards, processes, and compliance expectations.

This is a remote role with the ideal candidate located within close proximity to Miami, Florida. This role entails driving within the field to visit accounts, work-with distributor sales personnel as well as attend distributor meetings. Overnight travel will be approximately 10-15%.

Essential Responsibilities:
• Manages state-level depletions, KPIs and distributor targets.
• Conducts monthly performance reviews with key distributor teams.
• Manages 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.

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 meeting 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 chain development.
• Monthly/quarterly market audits and program compliance.

Must Requirements:
• Bachelor's Degree in Business/Marketing or related field plus a minimum 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
• 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
• Overnight travel approximately 10% of time; weekend and evening work as required
• Travel throughout region required

Preferred Requirements
• Experience selling imports and/or organic categories, advantageous
• Circana/Nielsen information experience, a plus
• Wine education or certification, a plus (WSET or CSW preferred)

Physical Requirements

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.

Location

This is a remote role based in South Florida with the ideal candidate located in the Miami area with secondary preference to Fort Lauderdale.

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.

Compensation

Compensation for this role includes a base salary target of $102,000 to $112,000, an annual incentive target that aligns with individual and company performance, and transportation-related benefits. Actual rates will vary and are based on a candidate's relevant education, qualifications, experience, skillset, competencies, internal equity, location and alignment with market data.

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