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Southeast Regional Sales Manager

Sales | Napa, CA | Full Time

Job Description

About Us:

Esteemed Napa Valley Winery, with plans to develop a unique portfolio of Estate brands, focused on high quality, vineyard-based wineries, positioned in high growth segments and price points in the US market.  This emerging curation of brands will reflect the heritage and reverence of old Napa Valley.


  • Manages portfolio/business within the states assigned (southeast region). 
  • Responsible for Budgets, Depletions, Pricing, and Programming.
  • Balance distributor management with field work, calling on accounts in all channels.
  • Develop market plans and programming with Distributor Partners to ensure goal attainment.
  • Manage the execution of Brand Standards with the Distributor Partners.
  • Builds relationships with top key accounts in all channels.
  • Works closely with management on execution at the regional level of national on and off premise accounts.
  • Develop portfolio distribution by effectively presenting SKU extensions and placing new brands at the distributor level.
  • Develop and manage market introductions of new wines and new wine brands.
  • Monitors existing distribution and through programming, ensure it is healthy and growing.
  • Analyze and utilize RAD level data (e.g. Nielsen’s, IRI) to improve brand sales.
  • Daily/Weekly communication with chain leads in all markets.
  • Set expectations of distributor performance, monitor results and manage distributor to succeed.


  • 7 -10 years of sales experience in the wine/spirits industry.
  • Bachelor’s Degree or equivalent experience required.
  • Experience working and resides in the southeast region.
  • Extensive wholesale supply channel experience including developing relationships, creating distribution programs, launching new products, growing new and existing business and managing business profitability.
  • Excellent knowledge of Microsoft Office (PowerPoint, Excel, Access, Word).
  • Valid driver's license and insurable by company standards. 
  • Ability to travel frequently. 
  • Ability to lift 35lbs. 
  • Spanish language skills are a plus.

Personal Skills and Qualities:

  • The ideal candidate will have the industry experience at the supplier and/or distributor management level and the passion for success.
  • Strong business acumen and sales analysis.
  • Strong wine knowledge. WSET and CMS certifications are highly valued.
  • History of delivering high quality work.
  • Solution oriented.
  • Intellectual curiosity.
  • Leadership.
  • Excellent oral and written communication skills.
  • Timely and comprehensive communications and reporting.
  • Concise, articulate, and productive communication style.
  • Self-motivation with the ability to manage competing priorities.
  • Passion for the wine industry.

Key Performance Measures:

  • Execution: Ability to establish priorities and meet or exceed sales goals.
  • Judgment: Makes sound business decisions, in a timely, quality manner.
  • Budget Management and Resource Utilization: Conscientious and efficient budget management.
  • Teamwork: Ability to work and communicate productively with colleagues and Sales Management.