Regional Manager - New Jersey/Delaware

Great Brands – Bigger Purpose

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) has been guided by excellence, innovation, environmental stewardship, and responsible business practices since 1968. We are proud to offer exciting career opportunities across our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT USA).

Why us?

-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

-Sell highly-awarded wines. To name a few in our VCT USA portfolio:

• Don Melchor 2021 Wine Spectator #1 Wine of the Year 2024; 4x Top 10; 10x Top 100
• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
• Bonterra 2022 Estate Collection Chardonnay Wine Enthusiast - 100 Best Wines of 2024
• Bonterra 2023 Sauvignon Blanc Wine Enthusiast - 2024 Top Rated Wines under $20
• Bonterra Wine Enthusiast - American Winery of the Year 2016
• Bonterra Cabernet Sauvignon Estate Collection San Francisco Wine Competition - Best of Class 2024 
• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team 
• 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. This role entails extensive driving within the field in order visit accounts, do work withs and attend distributor meetings. Overnight travel will be approximately 10% - 15%.

Scope

Responsible for overseeing business performance within an assigned state or group of states and ensuring the achievement of the regional business plan. 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.

Key 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 road maps (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 meetings 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.

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
• 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

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)
• Familiarity with Fedway Associates, NJ and Breakthru Beverage, DE, a plus

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.

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 $120,000 to $135,000, 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.

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 nearly 200 across the United States.

To Apply  https://recruiting2.ultipro.com/FET1003FETZ/JobBoard/c6d65af3-319c-4d5a-8905-6818e98b821b

Requires successful completion of criminal background, DMV check and drug screen. AA/EOE/M/F/D/V   You will be required to submit verification of your citizenship or legal right to work in the U.S. at the time of an offer of employment.

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