District Sales Manager

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).

Why us?

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

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

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

• Don Melchor Wine Spectator Wine of the Year 2024; 4x Top 10; 10x Top 100
• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
• 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’re looking for a District Manager to grow our business throughout Georgia and Alabama. In this role, you will manage all off/on premise activities―including execution of programming in retail chains―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 actively 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 role reports to the Regional Sales Director Southeast.

This is a remote, home office-based role with the ideal candidate located within proximity to the greater Atlanta area. This role entails extensive driving within the field in order visit accounts, do work withs and attend distributor meetings. Overnight travel will be approximately 15% - 20%.

Scope

In conjunction with distributor partners, you will represent the VCT-USA portfolio of brands—domestic and imports from South America—at targeted chain, on and off premise accounts; gain distribution in both on and off premise channels; secure displays and cold box placements in retail; by-the-glass (BTG) and wine lists in on premise; provide product education and training to key accounts, distributor managers and sales teams to keep our brands top of mind; partner with our marketing team to support local marketing initiatives; and execute brand strategies and programs in accordance with sales and marketing strategies.

Essential Responsibilities

• Track and communicate active programs based on targeted goals with the distributor partners/teams; address status and any gaps
• Conduct work withs focusing on “high gain” opportunities in all markets within assigned regions
• Recap field activities and share with distributor and regional manager
• Review performance in key driver accounts; use depletion planning file/tools
• Be present in the trade an average of three to four days per week
• Communicate key activities, incentives, pricing and depletion goals
• Lead General Sales Meetings (GSM) at distributor
• Assess monthly/YTD performance relative to business plan and develop action plan(s) to address gaps
• Work with VCT-USA Director of Sales and distributor teams to develop and implement local programming
• Review key account performance and plan accordingly
• Hold monthly meetings with distributor field sales managers
• Serve as main point of contact for winery personnel, Marketing/ Brand team visits to the market for surveys, in-market work and/ or GSM preparation
• Facilitate and lead consumer-facing events within on and off premise accounts
• Responsible for monthly/quarterly fine wine consumer-facing events
• Spearhead fine wine dinners and tastings between key on and off premise accounts

Winery Engagement

Marketing

• Assure timely and accurate communication of brand tools and educational materials to distributors

Trade Marketing

• Order and track all POS and IRCs / Scans

Must Requirements

• Bachelor’s degree – Business/Marketing or related field from an accredited college with a minimum two to three years progressive distributor or supplier sales-related experience, or equivalent education/experience combination
• Successful wine or spirits beverage sales experience including off/on premise sales
• Knowledge of wine and spirits/ adult beverage industry in the Georgia market including experience in the greater Atlanta area
• Must have a basic understanding of the three-tier distribution system process; familiarity with Empire Distributors, Georgia Crown Distributing and/or Alabama Crown Distributing, an added plus
• Strong verbal and written communication skills able to articulate clear images and messages through words, public speaking and presentation skills
• Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing and related industry knowledge
• Excellent interpersonal skills with the highest level of integrity
• Proficiency in Microsoft Office 365 products including Word, PowerPoint and Excel
• Valid Driver’s License, vehicle and insurance required. Overnight travel, weekend and evening work as required. Anticipated overnight travel of 15% to 20%

Preferred Requirements

• Experience with fine wine/luxury brands, a definite plus
• Wine education or certification (WSET or SWE preferred)
• Experience selling both domestic and import portfolios. South American wines, a distinct plus

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, home office-based role with the ideal candidate located within proximity to the greater Atlanta area. This role entails extensive driving within the field in order visit accounts, do work withs and attend distributor meetings. Overnight travel will be approximately 15% - 20%.

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. 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 $85,000 to $95,000, 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 230 across the United States.

Apply online 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 United States 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

Salary : $85,000 - $95,000