District Manager - Massachusetts/ Ri

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).

Part of fifth largest global winery Viña Concha y Toro (32 million cases), we are the #1 South American wine supplier in the US. A few of our highly awarded wines include Don Melchor Wine Spectator Wine of the Year 2024; Bonterra; Casillero del Diablo is the official wine sponsor of the Mexico National Football Team.

We’re looking for a District Manager to grow the VCT-USA portfolio in both off premise (general market) and on premise channels throughout Massachusetts and Rhode Island. This is a remote role based in Massachusetts with the ideal candidate based in the Greater Boston area. This role entails overnight travel of approximately 10% to 15%.

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.

In conjunction with our distributor partners, represent the VCT-USA portfolio of domestic and import brands at targeted on and off premise 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 strategies and programs in accordance with sales and marketing strategies

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.
• Provide weekly market performance recaps; identify execution gaps.
• Track program compliance, competitive pricing and feature execution.

Depletions
• Execute all confirmed chain/brand programs applicable to assigned territory.
• Accountable for Luxury Brand Collection execution, where assigned.
• Communicate progress on execution priorities with sales leadership and distributor.

Budget Management
• Adhere to assigned budget limits within assigned territory.
• Submit all requests for additional spend for further submission and processing.

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

Market Impact
• Be present in the market 85%-90%.
• Customer-facing role to predominantly sell against VCT-USA key brand/chain/channel programs.
• Conduct distributor 'work withs'

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
• 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
• Strong verbal and written communicator with strong public speaking and presentation skills
• Proficiency in Microsoft 365
• Valid Driver’s License and ability to be insured
• Overnight travel is approximately 10%-15% of time; weekend/evening work as required
• Travel throughout region required

Preferred
• Experience selling imports and/or organic categories
• Circana/Nielsen information experience
• Wine education or certification

Physical Requirements - Ability to lift & 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,occasionally stand, reach outward/upward, climb, crawl, squat, kneel, bend; requires hand/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 - 1st day Medical, Dental, Vision, Life & Disability, Tax Savings (401k w/ company match), STD/LTD, paid vacation, sick leave, company holidays. FSA account benefits available to eligible employees. Community engagement encouraged with one day/shift off/year as Volunteer Time Off (VTO).

Compensation - Base salary target of $115,000-$118,000, an annual incentive target that aligns with individual and company performance, 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. The company employs approximately 200 across the US.

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

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