Regional Sales Manager - Luxury Portfolio

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).

Cultivate Your Resume and Sales Career with Us

-Part of fifth largest global winery Viña Concha y Toro (32 million cases)

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

• 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
• Bonterra Wine Enthusiast Top 100 Wines of 2024 and Top 100 Best Buys of 2024
• Bonterra  Wine 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 are looking for a Regional Manager, to grow share of our Luxury Brands Collection (LBC) with primary focus on Texas. With the key mission of building enthusiasm for our world class wines—luxury, premium and core portfolio brands—heavy emphasis will be placed on gaining share in the on premise sector and fine wine independent retailers. This role leads regional execution through influence, collaboration, and disciplined planning—working closely with distributor partners, internal sales, marketing, and sales operations teams—to achieve depletion, shipment, and program objectives across on‑ and off‑premise channels. To be successful in this role, you must be a highly field‑focused leader who can balance strategic planning with hands‑on market execution, ensuring strong customer relationships, disciplined budget management, and consistent adherence to company standards and ‘Ways of Working’. This role reports to the VP National Accounts and Distinctive Services.

Take a deep dive into our collection Luxury Brands VCT - Luxury Brands Viña Concha Y Toro USA which unites the extraordinary history and global power of our acclaimed Chilean wines with our visionary and sustainable winegrowing in California, and world-renowned iconic Malbec from Mendoza, Argentina. Featured wines include Chilean icon Don Melchor Cabernet Sauvignon of which Wine Spectator named the 2021 vintage #1 Wine of the Year on their annual ranking of Top 100 Wines.

This is a remote role with the ideal candidate located in the Dallas/Fort Worth Metroplex or Houston area. This role entails driving within the field to visit accounts, attend events and winemaker dinners, do workwiths and attend distributor meetings. Overnight travel will be approximately 45% - 50%.

Essential Responsibilities

• Manage state-level depletions, KPIs and distributor targets.
• Conduct monthly performance reviews with key distributor teams.
• Manage monthly work-withs, market visits and key-selling activities.
• Build and execute state-level road maps (i.e., programming/activity calendars).
• Manage relationship with key state distributor personnel.
• Monitor pricing accuracy, inventory health, and forecast inputs.

Annual Business Planning

• Accountable to plan performance within assigned state(s).

Shipments

• Accountable for inventory management within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.

Depletions

• Accountable for execution of chain/brand programs within assigned region.
• Accountable for Luxury Brand Collection execution.

Budget Management

• 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 Management

• 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 meetings with portfolio managers to review pricing, programming and inventory.

Market Impact

• Present in market 70%-80% of time.
• Business reviews and key distributor meetings.
• Cultivate relationships with key account buyers and ensure execution of focus programs.
• In-market selling of key brand initiatives.
• Regional/local on premise chain business development.
• Host/ lead fine wine events at key customer locations within the assigned territory. These events consist of wine dinners, happy hours, tastings etc. to retain, recruit and convert new consumers.
• Monthly/quarterly market audits and program compliance.

Must Requirements

• Bachelor’s Degree in Business/Marketing or related field plus a minimum of 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
• Proven success managing distributor relationships and key accounts across on‑ and off‑premise channels and trade
• 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; travel throughout region required
• Overnight travel approximately 45% - 50%; weekend and evening work as required

Preferred Requirements

• Established relationships with decision makers in key regional on premise chain accounts, ideal
• Experience selling imports and/or organic categories, advantageous
• Circana/Nielsen information experience, a plus
• Wine education or certification, a plus (WSET or CSW preferred) 
• Bilingual English/Spanish, a plus but not required

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 Texas with the ideal candidate in the Dallas/Fort Worth Metroplex or Houston area. Overnight travel will be approximately 45% - 50%.

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 $100,000 to $120,000, 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 nearly 200 across the United States.

To Apply  https://recruiting2.ultipro.com/FET1003FETZ/JobBoard/c6d65af3-319c-4d5a-8905-6818e98b821b

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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