Job Details

Great Brands – Bigger Purpose

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 (33.5 million cases)

-#1 South American wine supplier in the U.S.

-Sell highly-awarded wines. To name a few in our VCT-USA portfolio:

• Don Melchor Wine Spectator Wine of the Year 2024; 4x Top 10; 10x Top 100
• Bonterra The Roost and Amelia Chardonnay Wine Enthusiast Top 100 Wines of 2025
• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
• BonterraWine Enthusiast Top 100 Wines of 2024 and Top 100 Best Buys of 2024
• BonterraWine Enthusiast American Winery of the Year 2016
• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team
• Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

We're looking for a District Manager to grow the VCT-USA portfolio in both off premise (general market) and on premise channels within an assigned Southern California geography. In this role, you will be accountable for market-level sales activation and daily management of our wine brands in the distributor network and key accounts. This role reports to the Sr. Regional Director.

This is primarily a selling- and activation-based role focused on the broader San Diego area territory including, but is not limited to the San Diego area including San Diego, Imperial and Riverside counties. The ideal candidate is based in San Diego or surrounding suburbs.

In conjunction with distributor partners, represent the VCT-USA portfolio of domestic and import brands at targeted on premise and off premise general market accounts in assigned territory; gain distribution in both on and off premise; secure displays and cold box placements in retail; by-the-glass (BTG) and wine lists in on premise; provide product education and training to key accounts, distributor managers and sales teams to keep our brands top of mind; partner with Marketing Team to support local marketing initiatives; execute brand programs in accordance with sales and marketing strategies.

This is a remote role based and entails overnight travel of approximately 10% to 15%.

Scope

• Achieve all volume and distribution goals for the VCT-USA portfolio of brands in the on premise and general market off premise channels—including high-profile accounts—in assigned territory
• Build strong relationships with top retail accounts, local chains, general market off premise as well as on premise accounts-restaurants, hotels, country clubs, stadiums and airport lounges
• Identify key selling opportunities, introduce new items, increase distribution and ensure execution in regional chain retailers,
• Seek new business opportunities to secure distribution, displays, by-the-glass (BTG) and wine list placements

Essential Responsibilities

Weekly

• Track and communicate active programs based on target goals with the distributor partners/teams; address status and any gaps
• Coordinate market work-withs, surveys and sales blitzes with distributor teams
• Provide weekly market performance recaps and identify execution gaps to Region Manager
• Accountable for Luxury Brand Collection execution, where assigned
• Review performance in key driver accounts; use depletion planning file/tools
• Conduct weekly recap with key distributor personnel
• Be present in the trade an average of three to four days per week. Attend tastings, events, wine dinners and festivals, as needed

Monthly

• Communicate key activities, incentives, pricing and depletion goals
• Schedule and lead General Sales Meetings (GSM) and training sessions at distributor, when applicable
• Conduct internal one-on-one meeting with direct supervisors
• Work with state/regional manager and distributor to develop and implement local programming
• Review key account performance and plan accordingly
• Hold monthly meetings with distributor field sales managers
• Assess monthly/YTD performance relative to business plan and develop action plan(s) to address gaps

Quarterly

• Monitor quarterly performance review, including distribution and depletion results along with defining acceleration plans
• Formally review key account lists with adjusted action plans as needed
• Preplan activities for the upcoming quarter, along with post evaluation of prior period to ensure effective time management
• Serve as main point of contact for winery personnel, Marketing/ Brand team visits to the market for surveys, in-market work and/ or GSM preparation
• In collaboration with distributor, conduct formal surveys with appropriate recap and outline of next steps

Distributor Engagement

• Sales Reps
• District Managers
• Division Managers
• Chain Account Managers

Administrative Responsibilities

• Weekly inventory monitoring, complete monthly business review, complete monthly forecasting, maintain working key account list and complete any relevant post program analysis
• Process sample requests
• Other miscellaneous reporting/tracking requests from management

Must Requirements

• Bachelor's Degree in Business/Marketing or related field plus a minimum two to five years progressive sales experience in wine and spirits or beverage 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
• Knowledge and passion for both luxury/premium and commercial wines and excited to sell a wide spectrum of price points and formats. Experience selling imports and/or organic categories, a plus
• Strong verbal and written communicator who can articulate clear images and messages through words, public speaking and presentation skills
• Excellent interpersonal skills with the highest level of integrity
• Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel
• Valid Driver's License. Overnight travel approximately 10% of time; weekend and evening work as required
• Travel throughout region required

Preferred Requirements

• Circana/Nielsen information experience, a plus
• Wine education or certification, a plus (WSET or CSW preferred)

Physical Requirements

Ability to lift up to 40 lbs. on a frequent basis, carry up to 40 lbs. & push and pull up to 20 lbs. on an occasional basis; ability to sit and work at a desk for long periods of time; requires ability to walk and stand; reach outward and upward, climb, crawl, squat, kneel, and bend; requires hand and finger dexterity for keyboarding and working at computer for extended periods of time. Additional physical requirements required as related to domestic/international travel via air and ground transportation.

Location

This remote role is based in the San Diego area or the surrounding suburbs. Overnight travel estimated to be approximately 10% to 15%.

Benefits

First day Medical, Dental, Vision, Life & Disability, Tax Savings (401(k) with company match), Short and Long-Term Disability, paid vacation, sick leave and company holidays. Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees. Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO). We offer many employee-focused health, wellness, training and safety-related programs as well as scholarship opportunities for dependents.

Compensation

Compensation for this role includes a base salary target of $90,000 to $102,000, an annual incentive target that aligns with individual and company performance, and transportation-related benefits. Actual rates will vary and are based on a candidate's relevant education, qualifications, experience, skillset, competencies, internal equity, location and alignment with market data.

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. The company employs approximately 200 across the United States.

To Apply

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

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Equal Opportunity Employer

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