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Regional Manager, Pennsylvania

Fetzer Vineyards

Philadephia, PA/NJ/NY/Maryland (Virtual), PA

Job Description:

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.

We’re looking for a Regional Manager, Pennsylvania 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 will 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 have proven success working with key decision makers from the Pennsylvania Liquor Control Board (PLCB) in order to grow the business throughout the state network of Fine Wine & Good Spirits stores and within the on premise channel. In addition, you will leverage existing relationships with on premise customers in the major markets in Pennsylvania as well as work closely with the broker team.

This is a virtual, home office based role with the ideal candidate located in Pennsylvania. Secondary preference to candidates located in Northern New Jersey, New York or Maryland within reasonable commuting distance to Philadelphia. Travel will be approximately 25% - 30%.

Develop annual business plan for all major distributors or brokers
•  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 or broker
•  Meet with the distributor or broker business manager to ensure that sales objectives are being met while remaining within assigned budgets
Review and evaluate depletions, shipments and inventories
•  Review distributor or broker accounts sold and points of distribution against plan (quarterly)
Ensure monthly and mid-monthly reporting is reviewed/completed for all major distributors or brokers
Become proficient in pricing to include:
•  Margin analysis
•  PLCB pricing and markup structure and broker commissions.

•  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/brokers; 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
•  Positively contribute to the achievement of the team objectives and goals
•  Always act like a leader, both internally and externally


•  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. Working knowledge of PLCB
•  Knowledge of products, wine industry, competitive markets, brands, and customers’ issues and typical needs
•  WSET Certified, preferred
•  Public speaking/presentation skills
•  Proven entrepreneurial spirit, strong teamwork skills
•  Excellent interpersonal skills with the highest level of integrity
•  Identification of wine styles (Structured External Tastings)
•  Nielsen/IRI information experience
•  Valid driver’s license; ability to be insured
•  Travel approximately 25%-30%.


Our California winery operation includes Mendocino County winery, production and 1000 acres of farmed vineyard locations. The company employs nearly 330 across the US. Fetzer Vineyards’ corporate office is located at 12901 Old River Rd Hopland, CA 95449

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Additional Information:

Job Posted:
Tuesday, June 11th
Type of Work:
Full Time
Job Category:
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