Regional 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
• BonterraWine 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 Regional Manager to grow share in on/off premise channels 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 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 VP Sales East.

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

In conjunction with distributor partners, you will represent the VCT-USA portfolio of brands—domestic and imports from South America—at targeted on and off premise independent 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 Job 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

Meet with the distributor business manager to ensure that sales objectives are being met while remaining within assigned budgets

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

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 (internally and externally)
• 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 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 NJ/DE markets
• Must have a basic understanding of the three-tier distribution system process; familiarity with Fedway Associates, NJ and Breakthru Beverage Group, DE, 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
• Proven entrepreneurial spirit, strong teamwork skills
• Identification of wine styles (structured external tastings)
• Leadership/managerial competencies
• 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 10% to 15%

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 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%.

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 $110,000 to $120,000, a 25% 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 220 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 : $110,000 - $120,000