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Regional Manager - Texas / Oklahoma (Virtual)

Fetzer Vineyards

Dallas/SanAntonio/Houston (Virtual), TX

Job Description:

Rooted in rebellion. Commitment to regenerate.

Celebrating over 50 years of acclaimed winegrowing, Fetzer Vineyards was founded in 1968 in Mendocino County, California. An award-winning purveyor of wines and spirits spanning multiple origins and available in more than 50 countries worldwide, Fetzer Vineyards is a leader in sustainable business practices, organic winegrowing, and craftsmanship in the cellar.

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, Relay, 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 selections such as Chile’s most-acclaimed wine, Don Melchor, and the Cono Sur, Casillero del Diablo and Frontera labels from Chile, in addition to Argentina’s Trivento Reserve. 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 and Bourbon.

We’re looking for a Regional Manager, Texas and Oklahoma to carry on our vision. As we continue to innovate and introduce new brands to the market and identify opportunities for well-known brands from California such as Bonterra, Fetzer and 1000 Stories and imports from Concha y Toro, you will assist in developing and executing the business plan, which includes calling on key accounts, leading a sales team and managing our distribution network throughout Texas and Oklahoma.

This is a virtual, home office based role with the ideal candidate located in the Dallas/Fort Worth area with secondary preference to those based in San Antonio or Houston. Travel will be approximately 20%.

Essential Job Responsibilities:


Develop annual business plan for all of our distributors within the assigned territory
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
•  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 and tactical relationships with key account gatekeepers and decision makers
•  Embrace a customer-first mentality and a partnership


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
•  Be known for this and become best-in-class


Ensure that you 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
•  Training for you (and your team)
•  Foster a harmonious and productive workplace and assist in conflict resolution procedures if required
•  Motivate and mentor district managers, creating a culture of teamwork

Must Requirements:

•  Bachelor degree in business, marketing or finance preferred with a minimum five years practical sales and wholesaler management 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
•  WSET Certified preferred
•  Strong oral and written communication skills
•  Public speaking and presentation skills
•  Proven entrepreneurial spirit, strong teamwork skills
•  Identification of wine styles (structured external tastings)
•  Leadership/managerial competencies
•  Valid Driver’s License and ability to be insured

To apply:

Tell us about your passion for the wine industry: apply online

Requires successful completion of criminal background, DMV check (if applicable) and drug screen. AA/EOE/M/F/D/V You will be required to submit verification of your citizenship or legal right to work in the United States at the time of an offer of employment.

Additional Information:

Job Posted:
Monday, September 14th
Type of Work:
Full Time
Job Category:
Reference No: