Territory Sales Manager On-Premise, Southern California

Territory Sales Director, Southern California At Riboli Family Wines, we've spent over a century perfecting our craft—and we're just getting started. As a four-generation, family-owned winery and one of America's fastest-growing wine producers, we create brands that people genuinely love, including Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. We've been recognized as American Winery of the Year, but what drives us isn't awards—it's the joy our wines bring to tables, celebrations, and everyday moments. Rooted in California and committed to quality, sustainability, and innovation, we're proud to honor our heritage while shaping the future of winemaking.

POSITION STATEMENT

Responsible for directing, communicating, motivating, organizing, and controlling execution of Riboli Family Wine & Spirits company goals through assigned personnel to achieve optimum sales across the Riboli portfolio. In addition, this position will be responsible for execution in 40-50 Top Accounts within a geographic zone, focused predominantly off premise. This position is responsible for driving, managing and executing KPIs across on-premise and independent off-premise channels of trade within Southern California. Responsible for developing and fostering Breakthru Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market. Time management, (On Premise 25%/Off Premise 75%).

ESSENTIAL DUTIES AND RESPONSIBILITIES

Current duties may be changed if job requires and/or additional duties may be assigned if necessary. Managing Riboli Family Wine & Spirits’ portfolio of products within Southern California including designated Riboli Area Sales Managers, distributors, and trade. Executing the depletion, POD and revenue plan across the independent on/off-premise channels of trade and Military for Southern California. Coaching and Development: teach, train, and lead direct reports to further their skills. Schedule consistent check‑ins for KPI attainment and outline development opportunities. Planning, directing, and coordinating all sales efforts within the on/off-premise channel of trade in Southern California. Managing the Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent on/off-premise channel of trade. Accountable for delivering annual depletion, POD and revenue plan within the Southern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets for designated Riboli Area Sales Managers. Taking an active role in assessing Riboli Area Sales Managers and distributor performance, including addressing poor performance issues. Managing and developing Riboli Area Sales Managers and wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirit brand strategies and objectives through effective execution of the Riboli “Sales Process”. Building monthly, quarterly and annual business plans by market. Ensuring that Riboli’s key distributors are managing Riboli’s brand strategies for the trade. Calling on independent top off‑premise accounts (assigned) in conjunction with the distributor or Riboli Area Sales Manager. Possessing thorough knowledge of products, wine industry, competitive brands and markets. Cultivating cross‑department relationships within the company, especially between sales, marketing, finance and logistics, to carry out Riboli Family Wine & Spirits brand strategies. Adherence to executive directions from senior leadership/ownership is a critical part of the job. Exercise appropriate behavior with Riboli brands and agency brands, always representing these brands in the best and most professional manner. Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending and every aspect of the Company’s business. Job execution will break into the following components: 20 % of time spent planning, organizing, directing, and controlling execution; 60 % of time spent with Riboli Area Sales Managers, Distributor Sales Managers, and trade; 20 % administrative, pre‑planning, and follow‑up. Each of these areas may require working evening hours and weekends when necessary to accomplish the outlined objective.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION, EXPERIENCE AND SKILLS

A four‑year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs) Minimum of 7 + years in the beverage alcohol industry with multiple years of sales management experience. Proficient written communication skills, including the ability to develop and provide all necessary written reports, correspondence and presentations. Proficient oral communication and interpersonal skills, able to effectively present information and respond to questions from managers, clients, customers and the public. Intermediate Excel skills. Ability to analyze sales data, market trends and performance metrics to identify patterns, uncover opportunities and develop data‑driven strategies. Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software. Mathematical skills: ability to calculate and interpret financial data which affects daily Riboli business. For certain markets multi‑language skills are required or would be a plus, i.e. Italian or Spanish. Interpretive skills: ability to define problems, establish facts, collect data, interpret issues, draw valid conclusions and recommend solutions.

PHYSICAL DEMANDS

While performing the duties of this job, the incumbent is regularly required to use their hands and eyes for PC use; reach with hands and arms; talk and hear. The incumbent is required to stand; sit; stoop, kneel, crouch; see, taste and smell wine products. The incumbent must occasionally lift and/or move up to 50 pounds at a time, the approximate weight of a case of wine.

ADDED REQUIREMENTS

Current valid driver’s license and reside in Southern California. Overnight travel is required and must be able to meet minimum travel schedule for assigned territories. Prepare and present training meetings with wholesalers. Prepare and present training meetings with retailers. Excellent time management skills. No DWI offenses. No illegal drug use. Certain positions require residence in specific areas. Must use a clean, late‑model, presentable, fully operational 4‑door vehicle that reflects professionalism (company auto allowance provided). Employees must comply with all federal, state and local laws and regulations governing the alcoholic beverage industry and always maintain the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

PAY RANGE

$100,000 – $125,000 USD

EQUAL OPPORTUNITY EMPLOYER

At Riboli Family Wines, we are proud to be an equal‑opportunity employer and we are committed to an environment of mutual respect, diversity and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, protected veteran status or other characteristic protected by law.

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

The information provided in this description has been designed to indicate the general nature and level of work performed by incumbents within this job. It is not designed to be interpreted as a comprehensive inventory of all duties, responsibilities, qualifications and working conditions required of employees assigned to this job. Management has sole discretion to add or modify duties of the job and to designate other functions as essential at any time. This job description is not an employment agreement or contract. #J-18808-Ljbffr Riboli Family Wines