Becker Vineyards - Senior Wholesale Manager

Job Description:

Senior Wholesale Manager
Becker Vineyards | Fredericksburg, Texas

Reports To: General Manager and Winery Owner
Direct Reports: 2 (Sales Team)
Territory: Statewide (Texas)
Employment Type: Full-Time, Exempt
Compensation: Base Salary + Performance-Based Bonus Structure

About Becker Vineyards

Founded in 1992 by Dr. Richard and Bunny Becker, Becker Vineyards has grown into one of the largest and most awarded wineries in Texas. Our wines are 100% Texas grown and Texas made, reflecting a deep commitment to the quality and character of Texas Hill Country terroir. With statewide distribution and a wine portfolio recognized across the industry, Becker Vineyards continues to lead the growth of the Texas wine category through both large-scale retail partnerships and a thriving on-premise presence.

Position Overview

Becker Vineyards is seeking an experienced Senior Winery Sales Manager to lead our statewide sales strategy and manage a team of two sales professionals. This role is central to driving profitable growth across both off-premise and on-premise channels throughout Texas. The ideal candidate will work in close partnership with our distributor, to execute account strategy, expand market share, and strengthen brand presence across the state.

This is a high-visibility role reporting directly to the General Manager and Winery Owner, offering the opportunity to shape the commercial strategy of one of Texas's most established and respected wine brands.

Key Responsibilities

Distributor & Trade Relationship Management
- Serve as the primary point of contact and strategic partner with our distributor, coordinating sales priorities, promotional calendars, and market execution.
- Conduct regular market work-withs alongside distributor sales representatives to ensure brand standards, pricing, and placement goals are being met.
- Build and maintain strong relationships with distributor leadership, chain teams, and key account buyers.

Sales Strategy & Execution
- Develop and execute the annual statewide sales plan across on-premise and off-premise channels, in alignment with winery production capacity and profitability goals.
- Drive continued growth of large retail/chain accounts while identifying opportunities to expand and diversify the on-premise business.
- Own pricing strategy, promotional planning, and margin management across the three-tier system (winery, distributor, retailer).
- Analyze depletions, distribution voids, and market trends to identify growth opportunities and course-correct underperforming areas.

Team Leadership
- Directly manage, coach, and develop a team of two sales representatives, setting clear goals, territories, and performance expectations.
- Conduct regular field rides, account visits, and performance reviews to ensure team effectiveness and accountability.
- Foster a high-performance, collaborative culture aligned with Becker Vineyards' brand values.

Account Development
- Personally manage and grow relationships with top strategic accounts across both retail and on-premise segments.
- Lead new account acquisition efforts, particularly in high-growth on-premise segments (restaurants, hotels, wine bars, event venues).
- Represent Becker Vineyards at trade tastings, distributor events, festivals, and key account presentations.

Reporting & Planning
- Provide regular sales performance reporting, forecasts, and market insights to the General Manager and Owner.
- Manage sales team budget, travel, and sample allocation within approved parameters.
- Partner with winery leadership on production planning based on sales forecasts and market demand.

Qualifications

10+ years of progressive experience in winery, wholesale, or distributor sales within the Texas market, with a demonstrated track record of increasing responsibility.
- Deep, working knowledge of the U.S. three-tier distribution system and Texas-specific wholesale dynamics.
- Established relationships within the Texas distributor network, retail buying community, and on-premise trade.
- Proven ability to build and execute sales strategies that drive profitable volume growth across diverse channels.
- Strong leadership experience managing and developing a sales team.
- Excellent negotiation, analytical, and relationship-management skills.
- Comfortable working with sales data, depletion reports, pricing models, and budget management.
- Willingness and ability to travel extensively throughout Texas.
- Passion for Texas wine and a genuine belief in the Becker Vineyards brand and mission.

What Becker Vineyards Offers

- Competitive base salary commensurate with experience.
- Performance-based bonus structure tied to sales growth and profitability targets.
- The opportunity to lead sales strategy for one of Texas's most established and award-winning wineries.
- A collaborative culture with direct access to ownership and executive leadership.
- The chance to shape the continued growth of a 100% Texas grown and Texas made wine brand.

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Becker Vineyards is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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