Regional Sales Manager - Luxury Portfolio bei Bonterra Organic Estates

Great Brands – Bigger Purpose

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).

Cultivate Your Resume and Sales Career With Us

-Part of fifth largest global winery Viña Concha y Toro (33.5 million cases)

-#1 South American wine supplier in the U.S.

-Don Melchor Wine Spectator Wine of the Year 2024; 4x Top 10; 10x Top 100

-Bonterra Wine Enthusiast Top 100 Wines of 2024 and Top 100 Best Buys of 2024

-Bonterra Wine Enthusiast American Winery of the Year 2016

-Bonterra Cabernet Sauvignon Estate Collection - Best in Class 2024 San Francisco Wine Competition

-Casillero del Diablo is the official wine sponsor of the Mexico National Football Team 

-Trivento is the fastest growing Argentine brand in the U.S.

We are looking for a Regional Manager to grow share of our Luxury Brands Collection (LBC) throughout the Miami/Fort Lauderdale area―Dade, Broward, Palm Beach counties―with the key mission of building enthusiasm for our world class wines. 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 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.

The Regional Manager is held accountable for customer interaction in on/off premise channels, as directed by the Regional Sales Director. Due to portfolio’s fine wine focus, heavy emphasis will be placed on gaining share in the on-premise channel. 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.

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:

DISTRIBUTOR MANAGEMENT

• Develop annual business plan for all of our distributors within the assigned territory
• Establish volume and distribution plans for all key brands in alignment with national direction (at the key customer level)
• Outline and secure appropriate “tools” (pricing, marketing, manpower) to achieve plan goals
• Ensure alignment and commitment of the distributor
• Review and evaluate distributor depletions, shipments and inventories
  • Review distributor accounts sold and points of distribution against plan (quarterly)
• Ensure monthly and mid-monthly reporting is reviewed/completed for all major distributors
• Manage distributor pricing across all channels of trade.
  • Margin analysis (distributor and retailer)
  • Deal structures
  • Channel or customer pricing

CUSTOMER-FIRST APPROACH AND ACCOUNT MANAGEMENT

• Ensure necessary face-time planning, programming, execution and follow-up in assigned key accounts
  • Regular and consistent account calls and maintenance
  • Track and report on monthly depletions, trends and programming lifts through VIP and internal systems
  • Develop professional and tactical relationships with key account gatekeepers and decision makers
  • Embrace a customer-first mentality and a partnership
• Host/ lead fine wine events at key customer locations within the assigned territory. These events consist of wine dinners, happy hours and tastings to retain, recruit and convert new consumers

RETAIL EXECUTION AND MARKET INTELLIGENCE

• Ensure all programming is executed with excellence in the marketplace
  • Proper pricing across all customers
  • In-store presence is meeting communicated standards at the shelf, on the floor or on a menu
  • Distribution is in-line with understood authorizations
• Utilize or develop local programming that will increase sales in each channel
• Develop market specific brand standards and communicate them to wholesalers; ensure standards are enforced. Consistently survey the marketplace to “inspect what you expect” and to keep up-to-date on all emerging trends Be known for this and become best-in-class

INTERNAL BUSINESS MANAGEMENT

• Ensure that you keep current on all internal and external business responsibilities
  • Reporting of depletions
  • POS ordering
  • Accrual requests
  • Shipment management
  • Market presentations
  • Business analysis
  • Annual planning
  • Budget management and analysis
  • Collaborative practices with the distributor business managers

BUILDING THE ORGANIZATION

• Keep current on “news” and trends in the industry
• Participate in training
• Foster a harmonious and productive workplace and assist in conflict resolution procedures if required · Positively contribute to the achievement of team objectives and goals
• Always act like a leader (internal and external)
• Attend and participate in corporate meetings and activities as required

Must Requirements:

• Bachelor’s Degree – Business/Marketing or related field from an accredited college with a minimum five plus years progressive experience, or equivalent education/experience combination
• Practical selling experience in food and beverage industry
• Proven success in wine/adult beverage industry sales and key account management experience including on/off premise accounts, including fine wine independent retailers
• Recent track record selling in the on premise channel―restaurants, bars, private clubs, hotels
• 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 who can articulate clear images and messages through words, public speaking and presentation skills.
• Excellent interpersonal skills with the highest level of integrity
• Proficiency in Microsoft Office products including Word, PowerPoint and Excel
• Valid Driver’s License, vehicle and insurance required. Overnight travel is approximately 10% to 15%. Weekend and evening work as required. Travel throughout region required

Preferred Requirements

• Wine education or certification (WSET or SWE preferred)
• Bilingual English/Spanish a plus but not required

Physical Requirements

Ability to lift up to 40 lbs. on a frequent basis, carry up to 40 lbs. & push and pull up to 20 lbs. on an occasional basis; ability to sit and work at a desk for long periods of time; requires ability to walk and stand; reach outward and upward, climb, crawl, squat, kneel, and bend; requires hand and finger dexterity for keyboarding and 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), Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees. In addition, we offer 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.

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.

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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Employee Rights under FMLA:

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