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Director of Northern CA, Off-Premise Chains

J. Lohr Vineyards & Wines

Hybrid > San Jose, CA

Job Description:

The Director of Northern California, Off-Premise chains is responsible for achieving sales goals in targeted California off premise customers, ensuring that our distributor and accounts understand the story and image of J. Lohr Vineyards & Wines, and have the tools needed to deliver appropriate messaging and increase wine sales. The Director ensures that distributors’ off-premise account teams and their account executives implement programs and strategies to meet overall sales goals.


•  Exhibits the highest levels of respect, integrity, sincerity, and professionalism in dealing with others.
•  Works with the VP of US Sales; VP of National Accounts, Off-Premise; California Regional Manager; California Area Managers; and Marketing team to develop and drive the sales plan for assigned Northern California customers.
•  Consistently calls on assigned California customers, independently and with our distributor partners.
•  Educates key California off-premise chain customers on products and merchandising as well as the unique characteristics of J. Lohr wines, our estate vineyards, people, production, methods, sustainability initiatives and appellations, and how these fit into our competitive set.
•  Ensures that the California, off premise channel performs within all key financial benchmarks and budgets.
•  Regularly reviews California account customer spending and programming, ensuring that all expenditures stay within assigned budgets and with appropriate return on investment.
•  Consistently monitors and manages brand price structures and brand standards.
•  Utilizes key informational tools, such as VIP, ad hoc reporting, Nielsen data and California distributor information to gain insight and understanding of the off-premise channel of trade.
•  Completes and maintains California account target lists, chain by chain preplans, and prepares proactive strategies to successfully engage key customers with the J. Lohr portfolio.
•  Communicates approved programs to distributor account teams and assists in implementation. Tracks programs for effectiveness and proper return on investment.
•  Communicates chain by chain annual plans and goals. Monitors performance and recommends corrective action as needed.
•  Effectively manages through and with distributor partners, maximizing overall portfolio participation with the trading customers. This will be done by planning, organizing key activities, regularly measuring market results and implementing corrective action.

•  Bachelor’s degree (preferably in business, sales and marketing or a related field).
•  At least 8 years of experience in national sales, distributor sales management, and experience with chain accounts.
•  Experience with, and knowledge of, pricing and brand standards.
•  Demonstrated ability to successfully achieve sales goals.
•  Strong mathematical and analytical skills, and attention to detail are needed in order to understand revenues and expenses, budget and sales plan variances, and to suggest corrective action.
•  Exemplary communication, influence and negotiation skills are required in order to work effectively with a variety of people, and foster teamwork.
•  Proficiency in Microsoft Office, allowing the candidate to build presentations, sell sheets, and deliver and respond to detailed correspondence.
•  Seasoned organization, reasoning, judgment, and problem-solving skills are necessary in order to coordinate multiple projects, resolve problems, and represent J. Lohr.
•  Participation in sales success training programs is highly desirable.
•  Knowledge and enjoyment of wine and wine culture, varietals, appellations, food pairings, etc.
•  Driver’s license with a driving record that is acceptable to the winery’s insurance carrier.
•  Willingness to travel with overnight stays is essential.
•  Ability to lift and carry 40 pounds.
•  Residence in the San Francisco Bay Area.

About J. Lohr Vineyards & Wines:
Founded forty-nine years ago by Jerry Lohr and still family owned and operated today, J. Lohr Vineyards & Wines grows, produces and bottles a full line of internationally recognized wines from its more than 4,000 acres of certified sustainable estate vineyards in Monterey County’s Arroyo Seco and Santa Lucia Highlands appellations, Paso Robles, and St. Helena in Napa Valley. Offering an expressive range of styles that showcases its estate fruit, J. Lohr crafts seven tiers of award-winning wines: J. Lohr Signature Cabernet Sauvignon, J. Lohr Cuvée Series, J. Lohr Vineyard Series, J. Lohr Gesture, J. Lohr Pure Paso® Proprietary Red Wine, J. Lohr Estates, and ARIEL Vineyards. The company’s online home is

At the heart of our success is a commitment to forward-looking, sustainable practices, combined with constant reinvestment in vineyards, state-of-the-art facilities, and artisanal winemaking. In partnership with our family of employees, we are dedicated to maintaining integrity and transparency across all our industry relationships, positioning J. Lohr to prosper for many years to come.

The expected base pay range for this role is $100,000-$110,000. Actual pay will be determined by experience, qualifications, geographic location, business needs, and other job-related factors permitted by law. We offer our employees a generous and comprehensive benefits package. The core health insurance components include medical, dental and vision with company contribution to a health savings account (HSA). Additional health benefits include life and disability. Other benefits include 401(k) with company contribution, vacation, sick, holidays, wine, merchandise discounts, and more. Our HR team will discuss our incentive/bonus program with eligible candidates.

Please respond with your cover letter that explains why you are well suited for this position at J. Lohr Vineyards & Wines, along with your résumé.

Thank you for your interest in J. Lohr!

Additional Information:

Job Posted:
Thursday, May 25th
Type of Work:
Full Time
Job Category:
Job Level: