Area Sales Manager - The Carolinas

Area Sales Manager - The Carolinas

The primary focus of the Carolinas Area Sales Manager is to drive market growth, distributor engagement, and brand presence through consistent, high impact account level execution across North Carolina, South Carolina, and Tennessee. This role is responsible for expanding Cline's footprint within top wine retailers, restaurants, hotels, private clubs, and resorts while strengthening distributor execution and deepening account partnerships. This is a highly market-facing role for someone who enjoys being out in the trade. The expectation is to spend a minimum of four days per week in market, calling on accounts, working alongside distributor sales teams, conducting staff trainings, securing placements, building displays, and driving execution at the street level. Nights and occasional weekends are part of the business, and include responsibilities such as hosting wine dinners, tastings, consumer events, distributor meetings, and market activations that bring the Cline story to life. The ideal candidate will have an established network of account-level relationships throughout the Carolinas and Tennessee markets, along with a demonstrated track record of success working collaboratively with wholesale partners. Preference will be given to candidates with strong relationships and a proven history of value-added partnership with major distributors, including Southern Glazer's Wine & Spirits and Mutual/Johnson Brothers. Successful candidates are self starters who thrive in an entrepreneurial environment, work independently without the need for close supervision, and understand that building brands happens one account, one relationship, and one bottle at a time.

Essential Responsibilities & Existing Skills

• Achieve sales goals through strategic relationship-building with on-premise accounts, fine wine retailers, and key regional decision-makers.
• Increase brand distribution, visibility, and velocity across both on- and off-premise channels.
• Execute annual depletion, profitability, and brand standard objectives within assigned territory.
• Maintain a documented track record of success developing business with key independent accounts and national chain retailers and restaurants.

Distributor Management & Market Execution

• Work independently and alongside distributor key account managers and sales representatives to drive volume, distribution gains, and execution standards across chains and independent accounts.
• Serve as the winery's primary market interface with distributor partners, supporting goals, incentive programs, pricing recommendations, and execution strategies.
• Deliver compelling, engaging presentations at general sales meetings to educate distributor teams on brands, new releases, marketing initiatives, and sales priorities.
• Conduct monthly meetings with distributor sales teams and participate in quarterly general sales meetings.

Market Presence & Travel Expectations

• Maintain a minimum of four (4) days per week in-market, conducting account visits, distributor ride-withs, and market execution activities.
• Travel to Tennessee markets a minimum of four (4) times annually.
• Conduct 34 hosted in-person tastings/demos per month in top retail accounts, including occasional evenings and weekends.
• Participate in key trade events, consumer tastings, and account activations within the territory.

Inventory, Reporting & Performance Management

• Manage distributor inventory levels to minimize out-of-stock situations and ensure successful execution of key programs, allocations, and marketing initiatives.
• Monitor sales performance and market trends, proactively identifying opportunities and course-correcting business challenges.
• Communicate program execution, market performance, and account progress to senior leadership through regular reporting and updates.
• Maintain detailed work-with schedules, targeted account updates, and accomplishment recaps.

Administrative Responsibilities

• Support pricing strategy execution and evaluate competitive positioning to ensure alignment within the premium wine category.
• Submit travel and expense reports twice monthly within approved T&E budget guidelines.
• Complete and submit weekly market planners by end of day Friday for the upcoming week, while maintaining current updates as schedules evolve.
• Maintain a monthly demo calendar in advance of execution.

Qualifications: Experience, Knowledge, and Skills

• Bachelor's degree required.
• Minimum of 3+ years of successful wine sales experience within a supplier or distributor environment in the Carolinas market.
• Must currently reside in North or South Carolina. Relocation assistance is not available for this position.
• Valid driver's license and proof of automobile insurance required.
• Must successfully pass pre-employment background screening.

Preferred Qualifications

• Have a proven track record of achieving sales goals and expanding distribution for premium or luxury wine brands.
• Possess strong existing relationships with key retailers, restaurants, and distributor personnel throughout the Carolinas.
• Demonstrate excellent presentation, communication, and public speaking skills.
• Are proficient in VIP/iDig, Outlook, Word, Excel, Publisher, and PowerPoint.
• Are able to lift and move wine cases averaging up to 40 pounds.

Physical Demands

• Must be able to lift up to 50 lbs, bend, twist and squat on occasion.
• Able to comfortably lift and move wine averaging 40 pounds per case.
• Drive for two to three hours at a time.

Benefits & Perks:

• Medical, Dental, Vision
• Life Insurance
• FSA (Flexible Spending Accounts)
• 401k Matching
• PTO (Paid-Time-Off)
• Paid holidays
• Employee Company Discounts

$90,000 - $105,000 (Depending on Experience) *Please note that actual pay may vary within the range based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. Cline Family Cellars provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

: We are not accepting unsolicited phone calls, emails, or resumes from recruiters or employment agencies.