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Business Development Manager

Oak Ridge Winery

Remote > Sacramento, CA

Job Description:

Oak Ridge Winery is a family owned and operated winery that strives to be a leader in the wine industry and to work with exceptional people who share our values. We produce many well-known brands from our family vineyards and purchased grapes from the Lodi appellation and beyond.

Job purpose
The Business Development Manager is responsible for development and expansion of strategic points of distribution and achieving case sales goals in quality accounts throughout their territory, particularly in major metropolitan markets in a manner consistent with company values and brand standards.

Duties and responsibilities
Sales Management:
•  Achieve each brand’s annual sales goals; depletions, revenue and accounts sold
Key Account Development:
•  Grow winery distribution among the most influential prestige, volume, and/or regional accounts.
•  Develop/execute annual channel strategic plans. Track key account performance by brand with wholesaler monthly.
•  Host key education via account tastings, winemaker dinners, and seminars.
Brand Development Education:
•  Deliver educational experiences to consumers and trade via events (e.g., distributor portfolio tastings, winery events, new releases, winery launches, regional seminars, collector events, winery/winemaker dinners, trade luncheons).
Distributor Navigation:
•  Plan/execute meetings:
Establish and execute calendar year distribution
Depletion & sales goals
Brand strategy and promotional activity calendar
•  Follow-up with monthly and quarterly performance review meetings to examine sales, distribution, inventory, key accounts, and program goals, with written recap to distributor management and ORW director of sales (DOS).
•  Pricing and programming: propose and implement annual company approved price adjustments based upon national pricing guidelines and evolving market factors.
•  New wine/brand launches:
Plan distribution goals
Execute timelines
Secure opening POs and educational seminars
•  Inventory control: forecast and analyze buying patterns to ensure proper stock levels for upcoming programs and sales efforts.
•  Lead distributor sales and team meetings:
Present educational seminars, programs, winery updates, launches, releases, and category tastings, to achieve distribution and sales goals.
•  Drive distributor market work:
Work in market to motivate, inspire, and educate distributor sales force to achieve focus on our wines in prestige’s and leading volume accounts.
Budget Management:
•  Adhere to all budget guideline4s: pricing/programming, DA, non-price support, T&E samples.
•  Timely review, approval and submission of T&E expenses, and all wholesaler bill back invoices; follow protocol on any invoice discrepancies.
Administrative/Reporting Management:
•  Daily-
Log key account activities via Customer Relation Management tool, update outlook calendar with market activities and travel.
•  Weekly-
Summary of activities & layout plan for upcoming week’s key activities and objectives.
•  Monthly-
Top market distributor business review agenda and recap.
Meet with VP of Sales, and Strategic Accounts Manager, to review calendars, budgets, market visitors, key target accounts, sales objectives/initiatives, and program trackers.
Update marketing team on collateral needs, retail srp offenders/corrections, trip planners.
•  Quarterly-
Pricing, sales, program planning/review with wholesale principals, sales & brand managers.
•  Annual-
Wholesaler business reviews and calendar year planning meetings
•  Ongoing-
Screen trade winery visitors and populate internal hospitality forms.
Education & Events:
•  Wine education: on-going, competitive wines and regional wine profiles; collaborate w/marketing
•  Distributor education: portfolio tastings, brand events, brand launches, new releases.
•  Trade education: portfolio tastings, wine region and varietal seminars.
•  Consumer e4ducation: collector’s events, charity/wine events (w/marketing), member events (w/hospitality), wine dinners.
•  Events: in market activations for ph, winemaker and agency visits; participate as needed.
•  Events: activations of sales involvement for marketing branded events.
•  Coordinate hospitality experiences at winery.


Education: Minimum 4-year college degree (BA or BS)
Experience: 5 years work experience in related field with a prestige brand experience in wine sales and wine hospitality.
•  Proficiency with Microsoft Excel, Word, PPT, and Diver
•  Must be trustworthy, highly communicative, and highly motivated
•  Wine credentials include CMS, SWE, WSET certifications, but not essential
•  Good driving record and valid driver’s license

Working conditions

Flexibility to work weekends and off hours when needed.
Ability to travel domestically via any mode of public transportation.
Physical requirements
Ability to lift and carry at least 40lbs., or a 9.0L case of wine

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Additional Information:

Job Posted:
Monday, September 18th
Type of Work:
Full Time
Job Category:
Job Level:
$9O,OOO.OO ‍−‌ $115,OOO.OO Discretionary Bonus, 401k, Benefit, auto allowance