Regional Sales Manager

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 are looking for a Regional Manager – Northern California to lead from the front and grow Viña Concha y Toro–USA’s (VCT-USA) business by actively being in the market with the team, distributor, and customers. This role partners closely with our distributor, leads execution across chain and regional accounts, and drives strong performance in the on- and off-premise general market.

Scope

This position is accountable for delivering annual volume, NSV, and depletion goals by rallying the team around the most important execution priorities, building strong customer and distributor relationships, and ensuring best-in-class execution across pricing, promotions, merchandising, and distribution. This is a hands-on, field-first leadership role. Success requires consistent time in the market—coaching, selling, problem-solving, and reinforcing priorities—not managing from behind a desk.

The Regional Manager will manage a team of direct reports through strong influence, clear priorities, disciplined cadence, and visible field leadership. The role is also accountable for ensuring full adherence to VCT-USA’s established ‘Ways of Working’, including company standards, processes, and compliance expectations.

This is a remote role with the ideal candidate located in the Greater San Francisco Bay Area. This role entails driving within the field to visit accounts, do workwiths and attend distributor meetings. Overnight travel will be approximately 10% -15%.

Key Focus and Responsibilities

Distributor Leadership & Market Execution

• Lead day-to-day distributor partnership in Northern California from the field, setting clear goals, execution standards, and performance expectations.
• Spend significant time in-market conducting distributor work-withs/ride-withs, coaching sales teams, and reinforcing execution priorities.
• Align distributor teams around a small number of critical executional focuses that drive brand growth and plan delivery.
• Monitor execution quality, identify gaps quickly, and implement clear corrective action plans to improve results. 

Chain & Regional Account Management

• Build and maintain strong relationships with regional buyers, chain teams, and distributor chain leadership.
• Lead quarterly buyer meetings and participate in monthly business reviews, bringing insights from the field to shape plans and priorities.
• Ensure fast, accurate program compliance for promotions, ads/features, merchandising, and pricing in key accounts.
• Actively support key account calls and negotiations as needed to unlock opportunities and solve issues.

On- & Off-Premise General Market Leadership

• Personally engage in the general market, driving distribution, placements, features, menu/wine list wins (where applicable), and display execution.
• Maintain a strong, current understanding of market dynamics, competitive activity, and opportunity pockets across Northern California.
• Translate market learnings into clear direction for the team and distributor to improve execution and results.

Commercial Planning, KPI Management & Reporting

• Own the annual Northern California market plan and deliver results through disciplined execution, not complexity.
• Track and analyze results (cases, dollars, distribution, promotional effectiveness) and translate data into clear priorities for the field.
• Provide concise monthly and quarterly reporting with actionable insights.
• Maintain strong visibility to product availability and inventory considerations, partnering with the distributor to support supply health.

People Leadership

• Lead, coach, and develop direct reports primarily through field time, setting clear expectations and modeling high standards.
• Build a strong performance culture through regular ride-withs, in-field coaching, and clear feedback.
• Create and maintain an operating rhythm (team meetings, ride-with cadence, KPI scorecards) that drives focus, accountability, and collaboration.
• Inspire and rally the team around shared goals, priorities, and brand-building behaviors.

Essential 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 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.

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 leading teams through hands-on coaching and in-market leadership
• Strong on-premise programming and general market development experience
• Experience managing chain calls, buyer presentations, and monthly/quarterly business reviews.
• 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 the Greater San Francisco Bay Area.

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 $130,000 to $142,500, 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. 

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.

See our privacy policy online:   https://www.bonterra.com/privacy-policy

Employee Rights under FMLA:

https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf

https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlasp.pdf