District Manager, Houston
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, Via Concha y Toro USA (VCT-USA).
We are looking for a District Manager to grow our business in the Greater Houston area, plus Oklahoma. 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. Your primary assigned region in Texas includes, but is not limited to, the Greater Houston area, with periodic visits to Oklahoma. 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 State Sales Manager.
This is a remote, home office-based role with the ideal candidate located in proximity to Houston, Texas. 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%.
In conjunction with distributor partners, you will represent the VCT-USA portfolio of brandsdomestic and imports from South Americaat targeted chain, off premise, and on premise accounts; may be responsible for growing share in regional on premise chains; gain distribution in both on and off premise channels; secure displays and cold box placements in retail; achieve by-the-glass (BTG) and wine list placements in on premise accounts; 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 include tracking and communicating active programs based on targeted goals with the distributor partners / teams; conducting work withs focusing on high gain opportunities in all markets within assigned regions; recapping field activities and sharing with distributor and regional manager; reviewing performance in key driver accounts; conducting weekly recaps with key distributor personnel; being present in the trade an average of three to four days per week; communicating key activities, incentives, pricing and depletion goals; leading General Sales Meetings (GSM) at distributor; conducting internal one-to-one meetings with direct supervisors; working with state / regional management and distributor teams to develop and implement local programming; reviewing key account performance and planning accordingly; holding monthly meetings with distributor field sales managers; assessing monthly / YTD performance relative to business plan and developing action plan(s) to address gaps; conducting surveys; serving as the main point of contact for winery personnel, marketing / brand team visits to the market for surveys, in-market work and / or GSM preparation; facilitating and leading consumer-facing events within on and off premise accounts; being responsible for monthly / quarterly fine wine consumer-facing events; spearheading fine wine dinners and tastings between key on and off premise accounts; collaborating with VCT-USA National On Premise Team and key on premise distributor personnel relating to brand priorities, program development and marketing strategies in regional on premise chains; monitoring quarterly performance review, including distribution and depletion results along with defining acceleration plans; formally reviewing key account lists with adjusted action plans as needed; preplanning activities for the upcoming quarter, along with post evaluation of prior period to ensure effective time management; and in collaboration with key wholesalers, conducting formal surveys with appropriate recap and outline of next steps.
Must Requirements include a 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 Texas market; experience in Oklahoma, a plus; a basic understanding of the three-tier distribution system process; familiarity with RNDC, 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; and a 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 include 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; experience and established relationships with key decision makers at regional on premise chains will set you apart.
Physical Requirements include the 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 a 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 in proximity to Houston, Texas. This role entails extensive driving within the field in order to 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), 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 is comprised of a base salary, 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 Via 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 over approximately 200 across the United States.
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.
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District Manager • Houston, TX, US