Regional Manager - Illinois

Job Description:

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) offers exciting career opportunities within our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT-USA).

-Part of 4th largest global winery Viña Concha y Toro (32 million cases)
-#1 So. American wine supplier in US
-Don Melchor Wine Spectator Wine of the Year 2024
-Bonterra Wine Enthusiast American Winery of the Year 2016
-Casillero del Diablo official wine sponsor of the Mexico National Football Team
-Trivento most chosen Argentine wine in the world 2024 (IWSR)

As Regional Manager, you will grow share in on/off premise—including regional/local chain development—throughout Illinois to ensure market penetration and sell-through. You will work independently and collaboratively with distributor personnel and key members of our sales and marketing team as well as actively work the market multiple days a week to make sales calls, maintain your own key account list, participate in local trade activities, and build direct relationships with customers.

This is a remote, home office-based role with the ideal candidate located within proximity to the Greater Chicagoland area. Entails extensive driving within the field in order visit accounts, do work withs and attend distributor meetings. Overnight travel approximately 15%-20%.

Scope - Responsible for overseeing business performance within Illinois to ensure achievement of the regional business plan. This role has direct people leadership responsibilities. Manage state-level depletions, KPIs, distributor targets.
• Conduct monthly performance reviews with key distributor teams
• Manage monthly work-withs, market visits
• Build/execute state-level programming/activity calendars
• Monitor pricing accuracy, inventory health, forecast inputs
• Ensure DM performance aligns with region strategy/goals
Annual Business Planning
• Accountable to plan performance
• Conduct weekly/monthly performance updates with state distributor leadership

Shipments
• Accountable for inventory management ensuring DOH and DOO remain within guidelines

Depletions
• Accountable for execution of chain/brand programs
• 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
• Ensure state distributor banks are being targeted to highest ROI activities
• Monthly meeting with Sales Ops to review YTD budget performance

Distributor Management
o Distributor relationship priorities include Market Leads, State VPs/EVP, State Business/Portfolio Managers, Chain Leads
• Facilitate monthly performance review meetings / QBRs
• Coordinate surveys
• Meet monthly with portfolio managers to review pricing, programming, inventory

Market Impact
• Present in market 60%-70% of time
• Team development, business reviews and key distributor meetings
• Business reviews and key distributor meetings
• Cultivate relationships with key account buyers and ensure execution of focus programs
• Regional/local chain development
• Monthly/quarterly market audits and program compliance

Requirements
• Bachelor’s Degree in Business/Marketing or related field plus a minimum 5 years progressive sales experience in wine and spirits, beverage alcohol (or relevant CPG) industry, or equivalent combo 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
• Demonstrated success in developing and managing distributor partnerships to maximize results and achieve mutual goals.
• Proven leadership and motivational skills with a track record of mentoring and developing sales talent
• Strong knowledge of off-premise and chain execution levers (pricing, promotions, merchandising)
• Practical selling experience in food and beverage industry with meaningful distributor management exposure
• Valid Driver’s License and ability to be insured; willingness to spend significant time traveling in-market
• Overnight travel approx 15%-10% of time; weekend/evening work as required
• Travel throughout region required

Preferred
• Experience selling imports and/or organic categories, advantageous; Wine education or certification, a plus (WSET or CSW preferred)

Physical Requirements - Ability to lift/carry up to 50 lbs; 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/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/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

Compensation - Base salary target $120,000 - $135,000, annual incentive target that aligns with individual and company performance, and transportation-related benefits.

Bonterra Organic Estates' California winery operation includes Mendocino County winery, production and approximately 830 vineyard acres

Apply

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/legal right to work in US at time of employment offer.

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