Regional Manager - Northern California

Job Description:

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).

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
• Bonterra Wine Enthusiast - American Winery of the Year 2016
• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team

We are looking for a Regional Manager – Northern California to lead from the front and grow VCT-USA’s business by actively being in the market with the team, distributor and customers. This role partners closely with our distributor, leads execution across chain and regional accounts, and drives strong performance in the on- and off-premise general market.

This position is accountable for delivering annual volume, NSV, and depletion goals by rallying the team around the most important execution priorities, building strong customer and distributor relationships and ensuring execution across pricing, promotions, merchandising and distribution. This is a hands-on, field-first leadership role where success requires consistent time in the market—not managing from behind a desk.

The Regional Manager will manage direct reports through strong influence, clear priorities, disciplined cadence, and visible field leadership.

This is a remote role with the ideal candidate located in the San Francisco Bay Area. This role entails driving within the field to visit accounts, do workwiths and attend distributor meetings.

Distributor Leadership & Market Execution
• Lead day-to-day distributor partnership in No CA from the field, setting clear goals, execution standards and performance expectations
• Spend significant time in-market conducting distributor work-withs/ride-withs, coaching sales teams, and reinforcing execution
• Align distributor teams around a small number of critical executional focuses that drive brand growth and plan delivery

Chain & Regional Account Management
• Build and maintain strong relationships with regional buyers, chain teams and distributor chain leadership
• Lead quarterly buyer meetings; participate in monthly business reviews
• Ensure fast, accurate program compliance for promotions, ads/features, merchandising and pricing

On- & Off-Premise General Market Leadership
• Personally engage in the general market, driving distribution, placements, features, menu/wine list wins (where applicable), and display execution
• Maintain a strong, current understanding of market dynamics, competitive activity, and opportunity pockets across No CA

Commercial Planning, KPI Management & Reporting
• Own the annual No CA market plan and deliver results through disciplined execution, not complexity
• Track and analyze results (cases, dollars, distribution, promotional effectiveness) and translate data into clear priorities for the field
• Provide concise monthly and quarterly reporting with actionable insights

People Leadership
• Lead, coach, and develop direct reports primarily through field time, setting clear expectations and modeling high standards
• Build a strong performance culture through regular ride-withs, in-field coaching, and clear feedback

Required
• Bachelor’s Degree plus minimum5 years progressive sales experience in wine and spirits, beverage alcohol (or CPG) 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
• Proven field leadership mindset with the ability to drive execution through influence rather than authority
• Strong knowledge of off-premise and chain execution levers (pricing, promotions, merchandising) and comfort leading account strategies
• Valid Driver’s License, ability to be insured
• Overnight travel approximately 10% of time; weekend and evening work as required

Preferred
• Experience leading teams through hands-on coaching and in-market leadership
• Strong on-premise programming and general market development experience
• Experience managing chain calls, buyer presentations, and monthly/quarterly business reviews

Physical Requirements - Ability to lift/carry up to 50 lbs; push/pull up to 30 lbs on frequent basis; ability to frequently sit & work at a desk for long periods of time; requires ability to frequently walk and occasionally stand, reach outward/upward, climb, crawl, squat, kneel, bend; requires hand and finger dexterity for keyboarding/frequently working at computer for extended periods of time. Additional physical requirements required as related to domestic/international travel via air/ground transportation.

Benefits - First day Medical, Dental, Vision, Life & Disability, 401k with company match, paid vacation, sick leave, company holidays. FSA benefits available to eligible employees.

Compensation - Base salary target $130,000 - $142,500, an annual incentive target, and transportation-related benefits.

Apply

Requires successful completion of criminal background, DMV check, 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 US at the time of an employment offer.

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