District Manager - Maryland / Washington D.C.

Job Description:

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) is focused on excellence, innovation and longstanding commitments to the environment and responsible business practices. We are proud to offer exciting career opportunities within our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT-USA).

Why us?

-Part of fourth largest global winery Viña Concha y Toro (32 million cases)
-#1 South American wine supplier in the U.S.
-Sell highly awarded wines. To name a few in our VCT-USA portfolio:
o Don Melchor Wine Spectator Wine of the Year 2024; 4x Top 10; 10x Top 100
o Bonterra The Roost and Amelia Chardonnay Wine Enthusiast Top 100 Wines of 2025
o Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
o Bonterra Wine Enthusiast American Winery of the Year 2016
o Casillero del Diablo is the official wine sponsor of the Mexico National Football Team

As District Manager focused on the Maryland/D.C. areas, you will be responsible for the daily management of our wine brands in the distributor network and key accounts across off premise and on premise accounts. 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.

The ideal candidate is based in Maryland in Montgomery or Anne Arundel counties or the surrounding suburbs. Secondary preference is the Washington D.C. area. Overnight travel is approx. 10%-15%.

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 weekly market performance recaps and identify execution gaps to Region Manager.
• 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.

Budget Management
• Adhere to assigned budget limits within assigned territory.

Distributor Management
• Distributor relationship priorities include:
o Key District Managers and Sales Reps
o Chain Account Managers
o Division Managers
• Attend GSM and training sessions

Market Impact
• Be present in the market 85%-90%.
o MD - Top 25 retail, Top 10 local/regional on premise chain accounts.
o D.C. - On premise focus approximately 60% of time; national/regional chain compliance and execution approximately 40%
• Conduct distributor 'work withs' and perform key account development.

Requirements
• Bachelor’s degree in business/marketing or related field plus a minimum 2-5 years progressive sales experience in wine and spirits or beverage industry, or equivalent combination education/experience
• Account management including extensive knowledge of on- and off-premise wine channels and trade
• Knowledge and passion for both luxury/premium and commercial wines and excitement for selling a wide spectrum of price points and formats
• Valid Driver’s License and the ability to be insured
• Overnight travel approximately 10%-15% of time; weekend & evening work as required

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

Physical Requirements - Ability to lift and carry up to 50 lbs. & push/pull up to 30 lbs. on a 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 and 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, Tax Savings (401k with company match), STD/LTD, paid vacation, sick leave, company holidays. Health Care and Dependent Care FSA benefits available to eligible employees

Compensation - Base salary target is $90,000 to $102,000, plus an annual incentive target and transportation-related benefits

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.

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Requires successful completion of criminal background, DMV check, drug screen. AA/EOE/M/F/D/V You will be required to submit verification of citizenship or legal right to work in the US at time of an employment offer

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