[Hiring] Regional Sales Manager - Luxury Portfolio @Bonterra Organic Estates | Viña Concha y Toro USA

Role Description

As a Regional Manager, you will be responsible for overseeing business performance of our Luxury Brands Collection (LBC) throughout the Miami/Fort Lauderdale area—Dade, Broward, Palm Beach counties—and ensuring the achievement of the regional business plan. Due to the portfolio’s fine wine focus, heavy emphasis will be placed on gaining share in the on-premise sector and fine wine independent retailers. You will work independently and collaboratively with distributor personnel and key members of our sales, marketing, and winemaking teams as well as build direct relationships with customers.

This role has no direct people leadership responsibilities but drives results through coordination, influence, and collaboration with cross-functional teams and distributor partners. The role is also accountable for ensuring full adherence to VCTUSA’s established ‘Ways of Working’, including company standards, processes, and compliance expectations.

This is a remote role with the ideal candidate located within close proximity to Miami, Florida. This role entails driving within the field to visit accounts, work with distributor sales personnel as well as attend distributor meetings. Overnight travel will be approximately 10-15%.

Essential Responsibilities

• Manages state-level depletions, KPIs, and distributor targets.
• Conducts monthly performance reviews with key distributor teams.
• Manages monthly work-withs, market visits, and key-selling activities.
• Build and execute state-level roadmaps (i.e., programming/activity calendars).
• Manage relationship with key state distributor personnel.
• Monitor pricing accuracy, inventory health, and forecast inputs.
• Accountable to plan performance within assigned state(s).
• Accountable for inventory management within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.
• Accountable for execution of chain/brand programs within assigned region.
• Accountable for Luxury Brand Collection execution.
• Ensure all brand spending for assigned region remains within annual budget.
• Responsible for submitting discretionary spending requests in accordance with policy.
• Ensure state distributor banks are being targeted to highest ROI activities.
• Monthly meeting with Sales Operations to review YTD budget performance.
• Distributor relationship priorities include:
• Market Leads
• State VPs
• State EVP (monthly and quarterly meetings)
• State Business/Portfolio Managers
• Chain Leads
• Facilitate monthly performance review meetings and QBRs.
• Coordinate surveys around key selling periods.
• Conduct monthly meeting with portfolio managers to review pricing, programming, and inventory.
• Present in market 70%-80% of the time.
• Cultivate relationships with key account buyers and ensure execution of focus programs.
• In-market selling of key brand initiatives.
• Regional/local chain development.
• Monthly/quarterly market audits and program compliance.

Qualifications

• Bachelor’s Degree in Business/Marketing or related field plus a minimum 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 excitement for selling a wide spectrum of price points and formats.
• Practical selling experience in food and beverage industry.
• Recent track record selling in the on-premise channel—restaurants, bars, private clubs, hotels; fine wine independent retailers.
• Experience with ultra-premium/high end/fine wine—import, domestic and/or biodynamic—highly desirable.
• Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing and related industry knowledge.
• Strong verbal and written communicator with strong 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 and the ability to be insured.
• Overnight travel approximately 10% of time; weekend and evening work as required.
• Travel throughout region required.

Preferred Requirements

• Experience selling imports and/or organic categories, advantageous.
• Circana/Nielsen information experience, a plus.
• Wine education or certification, a plus (WSET or CSW preferred).

Physical Requirements

• Ability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. on a frequent basis.
• Ability to frequently sit and work at a desk for long periods of time.
• Requires ability to frequently walk and occasionally stand, reach outward and upward, climb, crawl, squat, kneel, and 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 and ground transportation.

Location

This is a remote role based in South Florida with the ideal candidate located in the Miami area with secondary preference to Fort Lauderdale.

Benefits

• First day Medical, Dental, Vision, Life & Disability.
• Tax Savings (401k 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 $102,000 to $112,000, 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.

To Apply

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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 U.S. at the time of an offer of employment.

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