District Manager - Houston

Great Brands – Bigger Purpose

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) has been guided by excellence, innovation, environmental stewardship, and responsible business practices since 1968. We are proud to offer exciting career opportunities across our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT USA).

Why us?

• Part of Viña Concha y Toro, the leading wine producer in Latin America and one of the world's largest wine companies
• The nation's primary importer of South American wines
• Sell highly-awarded wines. To name a few in our VCT USA portfolio:
• Don Melchor 2021 Wine Spectator #1 Wine of the Year 2024; 4x Top 10; 10x Top 100
• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
• Bonterra 2022 Estate Collection Chardonnay Wine Enthusiast - 100 Best Wines of 2024
• Bonterra 2023 Sauvignon Blanc Wine Enthusiast - 2024 Top Rated Wines under $20
• Bonterra Wine Enthusiast - American Winery of the Year 2016
• Bonterra Cabernet Sauvignon Estate Collection San Francisco Wine Competition - Best of Class 2024
• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team
• Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

As District Manager based in Texas, you will be responsible for growing the VCT-USA portfolio across off premise and on premise channels in the Greater Houston area, with periodic visits to Oklahoma. In this role, you will be responsible for the daily management of our wine brands in the distributor network and key accounts balancing time between off premise/independent retail accounts, on premise accounts, and ensuring execution of programming in retail chains.

This role is primarily sales- and activation-focused, responsible for driving performance and executing key initiatives to strengthen customer relationships and support commercial growth. You will influence results through effective communication, collaboration, and on-the-ground execution. This role reports to the Regional Manager.

Key Responsibilities

• Accountable for market-level sales activation and driving key brand programs.
• Build strong relationships with top retail accounts and local chains and identify key selling opportunities.
• Develop strong relationships with distributor teams to multiply efforts and gain share of mind.
• Coordinate market work-withs, surveys, and sales blitzes with distributor teams.
• Provide daily/weekly market performance recaps and identify execution gaps to distributor and VCT-USA management.
• Track program compliance, competitive pricing, and feature execution.

Annual Business Planning

• Accountable for market activation and KPIs within assigned area of responsibility.

Depletions

• Execute all confirmed chain/brand programs applicable to assigned territory.
• Accountable for Luxury Brand Collection execution, where assigned.
• Grow distribution on brand focus programs.
• Communicate progress on execution priorities with Region Manager and distributor teams.

Budget Management

• Adhere to assigned budget limits within assigned territory.
• Submit all requests for additional spend to Region Manager for further submission and processing.

Distributor Management

• Distributor relationship priorities include:
• Key District Managers and Sales Reps
• Division Managers
• Chain Account Managers
• Attend General Sales Meetings (GSM) and training sessions when applicable.

Market Impact

• Be present in the market 85%-90%.
• Customer-facing role to predominantly sell against VCT-USA key brand/chain/channel programs.
• Conduct distributor 'work withs' and perform key account development.
• Provide market health audits with appropriate distributor and VCT-USA management to ensure pricing compliance with VCT-USA standards

Must Requirements

• Bachelor's degree in business/marketing or related field plus a minimum two to five years progressive sales experience in wine and spirits or beverage industry, or equivalent combination education/experience
• Proven success in alcohol beverage industry sales and account management including extensive knowledge of on- and off-premise wine channels and trade
• Knowledge and passion for both commercial and luxury/premium wines and excitement for selling a wide spectrum of price points and formats
• Strong verbal and written communicator with strong public speaking and presentation skills
• Excellent interpersonal skills with the highest level of integrity
• Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel
• Valid Driver's License and the ability to be insured
• Overnight travel approximately 10% - 15% of time; weekend and evening work as required
• Travel throughout region required

Preferred Requirements

• Experience selling imports and/or organic categories, advantageous
• Circana/Nielsen information experience, a plus
• Familiarity with KARMA/iDig or similar CRM/sales execution platforms, advantageous
• Wine education or certification, a plus (WSET or CSW preferred)

Physical Requirements

Ability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. on a frequent basis; ability to frequently sit and work at a desk for long periods of time; requires ability to frequently walk and occasionally stand, reach outward and upward, climb, crawl, squat, kneel, and bend; requires hand and finger dexterity for keyboarding and frequently 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 role with the ideal candidate based in the Greater Houston area. Overnight travel is 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 for eligible employees. 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, 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 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.