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Northern California District Sales Manager

Sales | Remote in St. Helena, CA | Full Time | From $110,000.00 to $115,000.00 per year

Job Description

About Us:

Demeine Estates is a fine wine sales and marketing company that was launched in July 2020 by the Lawrence Family and Carlton McCoy Jr. to support a growing collection of wine estates in Napa Valley. The collection includes Heitz Cellar, Burgess Cellars, and Stony Hill Vineyards, all wineries with a deep legacy in Napa Valley, as well as four new brands that are anchored by distinct estate vineyards, including Brendel and Ink Grade. Demeine Estates seeks to build its portfolio of artisanal, estate-driven brands to include domestic and international producers who share the Lawrences’ passion for innovative and sustainable viticulture.

Job Description:

This position is responsible for managing the Northern California market and grow the Demeine Estates portfolio of luxury brands throughout the region. The District Manager directs and controls the execution of sales and marketing for both trade and consumer through key Distributor Principles as well as educate and motivate the distributor sales force to achieve optimum profitable case sales in all channels. The selected candidate must effectively develop and maintain a strong relationship with wholesale partners to drive sales performance. A premium is placed on key wine trade relationships, successful distributor management, leadership and interacting with leadership at all levels. This position is heavily focused on leading by example by providing education and hand selling of the Demeine Estates portfolio in key restaurant and fine wine retail.


  • Manages portfolio/business within Marin County, Napa Valley, Sonoma County and Sacramento
  • Responsible for managing accounts sold, depletions and working with the CA State Manager on programming.
  • Balance distributor management with field work, calling on accounts in all channels.
  • Builds relationships with top key accounts in all channels.
  • Develop portfolio distribution by effectively presenting SKU extensions and placing new brands at the distributor level.
  • Work with VP, West to develop and manage market introductions of new wines and new wine brands.
  • Utilize VIP for strategic planning to grow sales.
  • Create and present bi-monthly reports on accounts sold, depletions and account activity.
  • Work with CA State Manager to manage and set expectations of distributor performance, monitor results, and manage distributor to succeed.


  • Minimum of three years of sales experience in the wine/spirits industry.
  • Bachelor’s Degree or equivalent experience required.
  • Proven track record with fine wine both domestic and imported.
  • Experience working and resides in the assigned territory of Northern California. Napa Valley preferred.
  • Willing to work weekends when needed and occasionally overnights.
  • 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.

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.
  • Self-motivation with the ability to manage 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.