- Homepage for the Wine Industry
Created and Managed by WBM

winejobs > job details

Regional Manager, Illinois (Virtual)

Fetzer Vineyards

Virtual - Illinois, IL

Send this job to a friend:

Share this job:

Job Description:

Rooted in Impact

Fetzer Vineyards is an award-winning purveyor of multi-origin wines and spirits, selling in over 50 countries worldwide. Founded by Barney Fetzer in Mendocino County, CA, in 1968, and part of global powerhouse Viña Concha y Toro, Fetzer Vineyards today remains driven by excellence, innovation and longstanding commitments to the environment and responsible business practices. With a focus on crafting wines made from sustainable, organic and Biodynamic® grapes, Fetzer Vineyards is a Top-12 U.S. marketer of wines, the nation’s primary importer of South American wines, and the United States’ largest Certified B Corporation winery—a testament to the company’s dedication to the transformational goals of regenerative business.

In addition to its flagship Fetzer label, the Fetzer Vineyards portfolio features Bonterra Organic Vineyards, the 2016 Wine Enthusiast American Winery of the Year; 1000 Stories, California’s original Bourbon barrel-aged wine; Casillero del Diablo, the #1 Chilean wine brand (750ml) in the U.S.; and Trivento Reserve, the #3 selling Malbec in the U.S. The Origins Collection—an esteemed portfolio of super-premium to super-luxury offerings centered on terroir-driven wines from Chile, Argentina and the U.S.—showcases South American icons Don Melchor and Trivento Eolo Malbec, alongside Bonterra’s single-vineyard, biodynamically farmed wines and the award-winning craft whiskies of Kentucky Peerless Distilling Co.

We’re looking for a Regional Manager, Illinois 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 the assigned region.

This is a virtual, home office-based role with the ideal candidate located in the greater Chicago area. Travel will be approximately 25% to 30%.

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 retail chain 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
•  Foster a harmonious and productive workplace and assist in conflict resolution procedures if required
•  Motivate and mentor district manager(s), creating a culture of teamwork
•  Positively contribute to the achievement of the team objectives and goals

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
•  Identification of wine styles (structured external tastings)
•  Leadership/managerial competencies
•  Computer applications, including Microsoft Suite
•  Ability to travel approximately 25% to 30% of the time
•  Valid Driver’s License and ability to be insured


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

Requires successful completion of criminal background, DMV check (if applicable) and drug screen.

Additional Information:

Job Posted:
Friday, September 10th
Type of Work:
Full Time
Job Category:
Job Level:
Reference No: