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Regional Manager - Massachusetts/Maine (Virtual)

Fetzer Vineyards

Boston (Virtual), MA

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, Beckon, Sanctuary Wines and 1000 Stories. 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 Regional Manager, Massachusetts and Maine to carry on our vision. As we continue to innovate and introduce new brands to the market and identify opportunities for iconic brands from California such as Bonterra, Fetzer and 1000 Stories and iconic imports from global winery Viña Concha y Toro such as Don Melchor and Casillero del Diablo from Chile and Trivento from Argentina, you wiill assist in developing and executing the business plan, which includes calling on key accounts and managing our distribution network throughout the assigned region. The ideal candidate will leverage existing relationships with key decision makers and be eager to grow the business in all channels: on and off premise and chain accounts.

This is a virtual, home office based role with the ideal candidate located in Massachusetts in proximity to the 495/95/Framingham corridor. Travel will be approximately 40%-50% throughout the assigned region with 90%-95% of time focused in MA and 5%-10% in ME.

Develop annual business plan for all major distributors
•  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, manpower) to achieve plan goals
•  Ensure alignment and commitment of the distributor
Meet with the distributor business manager to ensure that sales objectives are being met while remaining within assigned budgets
Review and evaluate distributor depletions, shipments and inventories
•  Review distributor accounts sold and points of distribution against plan (quarterly)
Ensure monthly and mid-monthly reporting is reviewed/completed for all major distributors
Become proficient in distributor pricing to include:
•  Margin analysis (distributor and retailer)
•  Deal structures Channel or customer pricing

•  Ensure necessary face-time, planning, programming, execution and follow-up in assigned key accounts
•  Regular and consistent account calls and maintenance
•  Track and report on monthly depletions, trends and programming lifts through VIP and internal systems
•  Develop professional relationships with key account gatekeepers and decision-makers
•  Embrace a customer-first mentality and a partnership approach to all account interactions

Ensure all Fetzer Vineyards programming is executed with excellence in the marketplace
•  Proper pricing across all customers
•  In-store presence is meeting communicated standards at the shelf, on the floor or on a menu
•  Distribution is in line with understood authorizations
Utilize or develop local programming that will increase sales in each channel
Develop market specific brand standards and communicate them to wholesalers; ensure standards are enforced
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 depletions
•  POS ordering
•  Accrual requests
•  Shipment management
•  Market presentations
•  Business analysis; annual planning; budget management and analysis
•  Collaborative practices with the distributor business managers

•  Keep current on “news” and trends in the industry
•  Participate in training and development for you and your team
•  Foster a harmonious and productive workplace and assist in conflict resolution procedures if required
•  Always act like a leader, both internally and externally
•  Attend and participate in corporate meetings and activities as requested


•  Bachelor Degree from an accredited college with a minimum 5 years progressive experience, or equivalent education/experience combination
•  Proven success in wine/adult beverage sales management including both on and off premise sales. Experience with chain accounts, a plus
•  Knowledge of products, wine industry, competitive markets, brands, and customers’ issues and typical needs
•  WSET Certified, preferred
•  Strong oral, written communication, public speaking and presentation skills
•  Proven entrepreneurial spirit, strong teamwork skills
•  Excellent interpersonal skills with the highest level of integrity
•  Identification of wine styles (Structured External Tastings)
•  Proficiency in Microsoft Office products:Word, PowerPoint and Excel
•  Nielsen/IRI experience
•  Valid driver’s license and the ability to be insured


Our California winery operation includes Mendocino County winery, production and 1000 acres of farmed vineyard locations. Fetzer Vineyards’ corporate office is located at 12901 Old River Rd Hopland, CA 95449

To apply:

Tell us about your passion for the wine industry by applying online

Additional Information:

Job Posted:
Wednesday, May 15th
Type of Work:
Full Time
Job Category:
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