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District Manager - Southern California

Bonterra Organic Estates (former Fetzer Vineyards)

Remote > Southern California, CA

Job Description:

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) is focused on excellence, innovation and longstanding commitments to the environment and responsible business practices. We are proud to offer exciting career opportunities within our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT-USA).

Why us?
-Part of fifth largest global winery Viña Concha y Toro (35 million cases)
-#1 South American wine supplier in the U.S.
-Bonterra Organic Estates is the largest Regenerative Organic Certified® winery in the U.S.
-Sell highly-awarded wines. To name a few in our VCT-USA portfolio:
o Don Melchor 3x Wine Spectator Top 10; 9x Top 100
o Bonterra 29x Wine & Spirits Top 100 wines
o Bonterra Cabernet Sauvignon Estate Collection - Best in Class 2024 San Francisco Wine Competition
o Casillero del Diablo Cabernet Sauvignon is the #1 Premium Import Cabernet Sauvignon
o Trivento Reserve Malbec is #2 in the US and the fastest growing (+31%) among the top 10 brands

We’re looking for a district manager to grow the VCT-USA portfolio in both off premise (general market) and on premise channels throughout Southern California. In this role, you will be responsible for the daily management of our wine brands in the distributor network and key accounts throughout a broad geography of markets including, but not limited to San Diego, Orange County, Greater Los Angeles area, Inland Empire, Kern County and the Central Coast?Santa Barbara, San Luis Obispo, Ventura. This role reports to the Regional Sales Manager.

In conjunction with distributor partners, represent the VCT-USA portfolio of domestic and import brands at targeted on and off premise general market accounts in assigned territory; gain distribution in both on and off premise; secure displays and cold box placements in retail; by-the-glass (BTG) and wine lists in on premise; provide product education and training to key accounts, distributor managers and sales teams to keep our brands top of mind; partner with Marketing Team to support local marketing initiatives; execute brand strategies and programs in accordance with sales and marketing strategies.

This is a remote role with the ideal candidate based in San Diego County but we are open to candidates in other parts of Southern California: Orange County, Greater Los Angeles area, Inland Empire. This role entails overnight travel of approximately 10% to 15%.


•  Achieve all volume and distribution goals for the VCT-USA portfolio of brands in the on premise and general market off premise channels—including high-profile accounts—in assigned territory
•  Participate in developing and executing pricing/programming strategies, implementation of key initiatives, tracking monthly and annual forecasts, inventory management and reviewing distributor performance
•  Maintain an active list of select key accounts to ensure introduction of new items, increase distribution and ensure execution in regional chain retailers, general market off premise as well as on premise accounts?restaurants, hotels, country clubs, stadiums and airport lounges
•  Seek new business opportunities to secure distribution, displays, by-the-glass (BTG) and wine list placements

Essential Responsibilities
•  Track and communicate active programs based on target goals with the distributor partners/teams; address status and any gaps
•  Conduct workwiths focusing on “high gain” opportunities in all markets within assigned region
•  Recap field activities and share with distributor and regional manager
•  Review performance in key driver accounts; use depletion planning file/tools
•  Conduct weekly recap with key distributor personnel
•  Be present in the trade an average of three to four days per week. Attend tastings, events, wine dinners and festivals, as needed

•  Communicate key activities, incentives, pricing and depletion goals
•  Schedule and lead GSM at distributor
•  Conduct internal one-on-one meeting with direct supervisors
•  Work with state/regional manager and distributor to develop and implement local programming
•  Review key account performance and plan accordingly

•  Monitor quarterly performance review, including distribution and depletion results along with defining acceleration plans
•  Formally review key account lists with adjusted action plans as needed
•  Preplan activities for the upcoming quarter, along with post evaluation of prior period to ensure effective time management
•  In collaboration with distributor, conduct formal surveys with appropriate recap and outline of next steps

•  Bachelor’s Degree in Business/Marketing or related field plus a minimum two to five years progressive sales experience in wine and spirits or beverage industry, or equivalent combination education/experience
•  Proven success in alcohol beverage industry sales and account management including extensive knowledge of on and off premise wine channels and trade
•  Knowledge and passion for both luxury/premium and commercial wines and excited to sell a wide spectrum of price points and formats. Experience selling imports, organic and biodynamic categories, a plus
•  Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel
•  Valid Driver’s License. Overnight travel approximately 10% of time; weekend and evening work as required


First day Medical, Dental, Vision, Life & Disability, Tax Savings (401k with company match), Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees.

Compensation:Base salary target of $85,260-$95,000, 20% annual incentive target


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Additional Information:

Job Posted:
Friday, May 24th
Type of Work:
Full Time
Job Category:
Job Level:
$85,‌26O.OO ‍−‌ $95,OOO.OO
Reference No: