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U.S. Director of Regional Chain Accounts

Fetzer Vineyards

California or Anywhere USA (Virtual), CA

Job Description:

Rooted in rebellion. Commitment to regenerate.

Celebrating its 50th anniversary in 2018, Fetzer Vineyards is an award-winning purveyor of wines and spirits spanning multiple origins and available in more than 50 countries worldwide. In addition to robust offerings under the winery’s flagship Fetzer label, the winery also crafts the leading wine from organic grapes, Bonterra Organic Vineyards. Other California offerings include Adorada, Anthony’s Hill, Jekel Vineyards, Sanctuary Wines and 1000 Stories, the original Bourbon barrel-aged wine. Part of global winery Viña Concha y Toro, Fetzer Vineyards imports iconic South American wines such as Chile’s most-acclaimed wine, Don Melchor, as well as the Cono Sur, Viña Maipo, Marques de Casa Concha, Casillero del Diablo and Frontera labels from Chile, in addition to Argentina’s Trivento Reserve. Recently, Fetzer Vineyards entered the ultra-luxury wine and spirits category by forging a partnership with Kentucky Peerless Distilling Co. to sell its historic craft rye whiskey.

We’re looking for a U.S. Director of Regional Chain Accounts to carry on our vision as we continue to innovate and introduce new brands to the market and identify opportunities for our proven brands such as Bonterra, Fetzer and 1000 Stories. In addition to personally calling on selected retailers in key sales geographies, you will be responsible for leading a team of regional chain account managers throughout the U.S. You and your team will maintain and develop strong working relationships with distributor chain sales management and key account personnel as well as develop direct business relationships with decision makers of regional retail chains.This team covers all regional chains including but not limited to Publix, HEB, Jewel-Osco, Rouses, Spec’s, Fry’s, QFC, Fred Meyer, Sprouts, Smith’s, Giant Eagle, Hy-Vee, Wegmans, Save Mart, Win Co, Raley’s and Albertsons/Safeway regional call points.

If you are eager to begin the New Year in a new role and direction, let’s start the conversation now.

This is a virtual, home office based role with the ideal candidate located in California or in proximity to a major metropolitan area anywhere in the US. Travel will be approximately 40% of the time.



Oversee the development and execution of annual business plans for all assigned customers
Establish volume and distribution plans for all key brands in alignment with national direction (at the key customer level)
Outline and secure appropriate “tools” (pricing, marketing, data, manpower) to achieve plan goals
Ensure alignment and commitment of the distributor chain teams
Instill a culture of analytic rigor that will build strong, sustainable customer relationships
Responsible for the creation of annual business plans for all customers in all geographies
Personally call on select retailers in key sales geographies


Help ensure all Fetzer Vineyards programming is executed with excellence in the marketplace
•  Superior program communication, goal setting and tracking
•  Provide insights and other support tools to the field teams
Utilize or help develop “break-through” local programming that will increase sales in each channel or with key customers
Consistently survey the marketplace to “inspect what you expect” and to keep up-to-date on all emerging trends

Ensure that you and your team keep current on all internal and external business responsibilities
•  Reporting of sales and distribution performance
•  Customer presentations
•  Business analysis for all customers and channels
•  Annual planning/monitoring of plan
•  Budget management and analysis

Accountable for the development of strong cross functional relationships (with field sales, distributors, finance, business analytics and marketing)
•  Foster a harmonious and productive workplace and assist in conflict resolution procedures if required
•  Manage, coach and train a regional chain management team across the U.S.
•  Ensure alignment and commitment of the distributor chain teams
•  Conduct regular team meetings
•  Always act like a leader
•  Play an active career development role for all direct reports
Keep current on “news” and trends in the industry

•  Bachelor’s Degree in business, marketing or finance; Master’s Degree preferred. A minimum of ten years progressive experience, or equivalent education/experience combination.
•  Successful wine/alcohol beverage sales management experience including both on and off premise sales.
•  Knowledge of products, wine industry, competitive markets, brands and customers’ issues and typical needs.
•  Public speaking and presentation skills.
•  Proven entrepreneurial spirit, strong teamwork skills.
•  Identification of wine styles (structured external tastings).
•  Leadership/managerial competencies.
•  Computer applications, including Microsoft Suite.
•  Valid driver’s license and the ability to be insured.
•  Overnight travel required (up to approximately 40%) and the ability to travel as needed.


This is a virtual, home office based role with the ideal candidate located in California or in proximity to a major metropolitan area anywhere in the US. Travel will be approximately 40% of the time.

Fetzer Vineyards’ corporate office is located at 12901 Old River Rd Hopland, CA 95449.

To apply:

Let’s get the conversation going during OND so you can start your new role in the New Year, or before.
Tell us about your passion for the wine industry by applying online

Requires successful completion of criminal background, DMV check (if applicable) and drug screen. AA/EOE/M/F/D/V

Additional Information:

Job Posted:
Thursday, November 8th
Type of Work:
Full Time
Job Category:
Reference No: