Regional Sales Director - Central (Dallas, TX)

Job Description:

Are you a passionate sales leader who thrives on building relationships and growing brands in the Wine Industry? As a Regional Sales Director (Dallas, TX), you will lead a talented team, expand market share, and develop strategic partnerships that drive long-term success. If you're energized by leadership, collaboration, and achieving ambitious goals, we'd love to hear from you.

Position Summary:

Reporting to the Senior Director of National Sales, the Regional Sales Director – Central leads revenue growth, brand development, distributor execution, and team performance across an assigned U.S. territory. This position manages and develops a team of Market Managers by establishing clear priorities, reinforcing accountability, and driving consistent execution across markets. The Regional Sales Director is responsible for achieving depletion, distribution, programming, and revenue goals; strengthening distributor and key account partnerships; and providing senior leadership with timely, accurate reporting and actionable market insights.

Critical Tasks:
Distributor Management & Market Execution (40%)
•  Develop and maintain strong relationships with distributor owners, leaders, and sales teams.
•  Conduct regular market work-withs with distributor sales teams to increase distribution, placements, and menu features.
•  Create and execute annual distributor business plans that define volume targets, pricing strategies, and priority SKUs.
•  Monitor inventory levels, maintain appropriate stock positioning, and manage allocation strategies when applicable.
•  Lead portfolio education through sales meetings, tastings, and training sessions.
•  Assess distributor performance against depletion results, KPIs, and agreed-upon objectives.
•  Identify underperforming markets or accounts and implement corrective action plans.
•  Coordinate market visits and work-withs with supplier partners, as applicable.

Market Manager Leadership & Team Development (25%)
•  Lead, coach, and develop Market Managers across the assigned territory to ensure consistent execution of company priorities.
•  Establish clear market goals, priorities, and performance indicators for each Market Manager.
•  Conduct regular one-on-one meetings to review performance, market conditions, distributor execution, and account progress.
•  Guide Market Managers in developing strong distributor and key account relationships.
•  Ensure timely reporting, effective CRM use, disciplined follow-up, and execution of agreed-upon plans.
•  Identify development needs and provide coaching in portfolio knowledge, selling strategy, and market planning.
•  Partner with senior leadership on performance reviews, staffing requirements, and market coverage decisions.

Key Account Development (20%)
•  Manage and expand relationships with strategically important on- and off-premise accounts.
•  Secure placements with leading restaurants, fine-wine retailers, and regional chains that align with portfolio positioning.
•  Develop programming opportunities, including wine dinners, promotional features, by-the-glass placements, and staff education.
•  Build long-term partnerships and brand loyalty with key buyers.
•  Identify high-potential accounts and proactively develop new business opportunities.

Planning, Reporting & Internal Coordination (15%)
•  Prepare accurate forecasts and submit timely monthly and quarterly sales reports.
•  Measure performance against established goals and provide senior leadership with actionable market insights.
•  Manage regional budgets, including travel, samples, and promotional expenses.
•  Maintain accurate and current CRM and account-tracking records.
•  Participate in internal sales meetings and strategic planning sessions.

Professional Requirements:
Education and Experience: Bachelor’s degree preferred, or an equivalent combination of education and professional experience. A minimum of five years of fine-wine sales experience at the importer or supplier level is required, including direct supplier-side experience.
Skills and Capabilities: Experience managing, coaching, or leading market-level sales professionals is strongly preferred. The successful candidate will demonstrate a thorough understanding of the three-tier distribution system; a record of managing distributors and achieving depletion goals; strong knowledge of fine-wine regions, producers, and the competitive landscape; and effective presentation and training skills. Established relationships within the assigned territory are preferred. This position requires the ability to influence distributor priorities, secure execution in competitive markets, and travel frequently within the territory, typically 50–70%.

Technical and Business Knowledge: Advanced proficiency in Microsoft Excel and strong working knowledge of Windows, Word, and PowerPoint. Ability to develop reports, forecasts, and performance dashboards, supported by strong analytical, organizational, and business-planning skills. Demonstrates accountability, sound judgment, and a proactive approach to the business.

Key Competencies
•  Strategic distributor management
•  High-level account negotiation
•  Analytical and data-driven decision-making
•  People leadership, coaching, and accountability management
•  Relationship builder with strong follow-through
•  Self-motivated and entrepreneurial
•  Professional presence aligned with luxury/fine wine positioning

Performance Metrics
•  Depletion/Shipment growth vs. prior year
•  Distribution gains (new placements & menu features)
•  Programming execution
•  Inventory health & forecasting accuracy
•  Distributor engagement and execution quality
•  Market Manager performance, accountability, and team development
•  Achievement of annual revenue targets

Work Requirements: Ability to perform computer-based work for extended periods and maintain a flexible schedule based on business and travel requirements.

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