Rack & Riddle seeks a dynamic and results driven CA Sales Representative to manage and accelerate growth for Stanford Brut California Champagne and expanding custom sparkling wine portfolio. This role will own California on and off premise chain business while also growing sales with independent restaurants, bars, boutique retailers, and regional grocery, club and specialty retail chains. The ideal candidate is equally driven to acquire new accounts, new menu placements and to maximize volume, visibility and profitability with existing accounts.



Essential Duties and Responsibilities:

Drive Account Acquisition & Retention
o Actively prospect and secure new customers for Stanford Brut and custom sparkling wines in the California market.
o Maintain existing customer relationships and placements through stellar service.
o Identify strategic opportunities to grow points of distribution and annual volume per account.
Expand Existing Relationships
o Leverage current customer relationships to introduce new SKUs, formats, and private label opportunities.
o Tailor upsell and cross-sell strategies based on customer needs and seasonal programming.
Sales Execution & Brand Building
o Present Stanford Brut and custom sparkling wine offerings with compelling storytelling, product knowledge, and data-driven insights.
o Collaborate with distributor partners to increase visibility and velocity of Stanford Brut in key CA markets.
o Develop and deliver quarterly/annual business reviews to chain beverage teams, negotiating pricing, programming, and feature calendars.
o Activate promotional programs (BTG features, staff incentives, displays) alongside distributor field teams.
Operational Coordination
o Work closely with the Sales Operations Manager to ensure timely fulfillment, forecasting accuracy, and promotional execution.
o Provide training and support to distributor reps to ensure consistent and effective brand messaging.
o Anticipate chain planning calendars, pricing windows, and compliance requirements.
Market Intelligence & Feedback
o Gather competitive insights and customer feedback to guide product development and commercial strategy.
o Maintain accurate CRM records and develop action plans based on performance metrics.
Other duties, as assigned by Management.





The successful candidate’s background includes: 

3-5 years of experience in wine or beverage sales, preferably in the California market.
Proven track record in business development, especially in account acquisition and growth.
Understanding of the retail and on-premise wine landscape in California - Existing relationships with CA on-premise chains and grocery beverage decision makers strongly preferred.
Strong presentation, communication, and relationship-building skills.
Ability to work independently, travel regularly within California, and manage multiple priorities.
Familiarity with Salesforce or other CRM tools a plus.
Possess a bachelor’s degree from an accredited university
Professional wine qualification (e.g., WSET Level 2+, CSW) a plus.
Passion for sparkling wine and California wine culture.

 
If you have a passion for client satisfaction, excel in problem-solving, and thrive in a dynamic, customer-centric environment, we encourage you to apply for this exciting opportunity to join our team!

Summary

Established in 2007 in Northern California by wine industry veterans Rebecca Faust and Bruce Lundquist, Rack & Riddle was founded with the mission to craft superior sparkling wines. Through years of steadfast dedication and thoughtful expansion, Rack & Riddle has become the #1 custom sparkling wine producer in the United States with 3.5 million cases of capacity. An exceptional winemaking team dedicated to the mastery of sparkling wine supported by state-of-the-art technology, delivers turnkey grape-to-bottle, wine-to-bottle, and private label sparkling wine services with tank sizes ranging from 500 to 100,000 gallons. Four modern wineries located in Healdsburg, Geyserville and Lodi specialize in Méthode Champenoise, Charmat, and in-line carbonation solutions producing the best of all things sparkling. The company prides itself on being an upstanding member of the communities in which it operates and is committed to operating fairly, ethically, and sustainably.

Rack & Riddle is a drug-free workplace and an Equal Opportunity Employer.

This position is subject to a background check in accordance with applicable laws. A conviction does not automatically bar individuals from employment.

This role's compensation is anticipated to fit within the stated range. These figures represent what we reasonably expect to pay for this position, but the actual compensation offered will depend on numerous job-related factors, including but not limited to candidate skills, knowledge and education.