JOB TITLE: Regional Sales Manager CLASSIFICATION: Exempt
DEPARTMENT: Sales PRIMARY LOCATION: Remote Walla Walla , Washington
DIVISION: Regional Sales JOB LOCATIONS: FL, IL, TX, AND NORTHEAST
REPORTS TO: National Sales Manager FULL TIME/PART TIME: Full Time
DIRECT REPORTS: No APPROVED DATE: November 2025

SUMMARY:
House of Smith, a Washington state wine company founded in 1999, is owned by visionary winemaker Charles Smith. From 330 cases of 1999 K Syrah sold out of his Astro van, Charles has created brands (House Wine, Kung Fu Girl, Wines of Substance) that have sold more bottles of Washington wine than
anyone else in the history of Washington state, other than Chateau Ste. Michelle. HOS is one of North America’s most recognized producers, earning over 300 scores of 95 points-and-above and over 1,575 scores of 90 points-and-above, to include 4 perfect 100-point ratings! House of Smith is one of the most innovative and now largest Washington wine producing independent.
Reporting to the National Sales Manager, the Regional Manager is responsible for driving profitable and sustainable growth in respective region/area, by leading the development and implementation of field selling and distributor management tactics to maximize winery volume, share and profit in the defined territory.

DUTIES & RESPONSIBILITIES: The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.
•  Responsible for developing an annual sales strategy, planning (inc. pricing, focus market & KPIs) & execution
•  Responsible for region and all activities occurring within region
•  Responsible for executing and evaluating all Strategic Account programs
•  Responsible for proactively analyzing business/brand performance
•  Own relationship and lead Local Key Account/Customer Meetings
•  Own Wholesaler relationship and management at Sr. Level - VP Wine/EVP/Local customer account teams
•  Lead & prepare monthly and quarterly reviews w/wholesaler
•  Market work – GSMs, surveys, blitzes, account visits/work withs
•  Implement, execute, measure, and evaluate National & Local programs/initiatives

Required Skills/Competencies:
•  Results driven. Focuses on achieving specific goals and outcomes, prioritizing the final result. Grows share
•  Strategic Agility & Planning: Plans annual account objectives with, marketing, customer, and wholesaler teams
•  Financial Acumen: Executing financial strategies of the organization including pricing and account investment
•  Business Acumen: Knowledge expert with the assigned customers
•  Negotiation Skills – using storytelling only complimented by price. Pricing cannot be a crutch. Sells effectively, overcoming internal bias and customer objections.
•  Problem solving: Quickly assess, triage and solve complex issues
•  Insights & Data Skills: Syndicated, qualitative, other and using it for storytelling
•  Company and Brand Championship – company first mentality
•  Presentation skills and commanding presence with groups: Expert in presentation skills and messaging of key stories
•  Command Skills
•  Communication
•  Informing: Keeps internal partners informed of critical information
•  Action oriented: Seizes opportunities more than others.
•  Customer focused: Owns relationship with key stakeholders in assigned accounts
•  Owns relationship with key stakeholders in assigned accounts
•  Leverage social media to connect with prospects, build relationships, and identify new sales opportunities.

Key Performance Indicators for this role include:
•  Profit Growth
•  Volume Growth
•  Distribution (PODS)
•  SKU Velocity analytics
•  Wholesaler goal attainment

QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

•  A minimum of 5 years of industry experience with multi-state management experience in a consumer products industry.
•  Leadership experience managing a team of people required, with demonstrated success in building talent including promotions of team.
•  Previous ownership of revenue and A&P spends and budgets
•  Mastered ability to build relationships and maintain effective working relationships with Distributors and Accounts and all internal stakeholders
•  Pricing proficiency
•  Highly skilled negotiator (distributors and key accounts)
•  Demonstrated knowledge and experience in the on and off-premise business channels and the three-tier system.
•  Highly proficient with Microsoft Office suite to include Word, Excel, and demonstrated excellence in PowerPoint building skills used for presentations
•  Excellent written, oral and listening skills
•  Demonstrated ability to manage multiple projects, set priorities and complete assignments with accuracy and within established time frames
•  Ability to influence others’ actions without authority
•  Must have a valid state driver’s license

CULTURAL BEHAVIORS:
House of Smith team members are, Achievers, Hard Working without Drama. Friendly Problem Solvers who work as One Team to Deliver results.
PHYSICAL REQUIREMENTS:
•  Requires frequent travel by air and auto to visit accounts, wholesalers and markets
•  Extensive computer usage for administrative work
•  Ability to lift to 40 pounds
WORK ENVIRONMENT:
•  Work location is performed in a typical field environment or home office
•  Moderate demands for movement and lifting
•  Frequent travel to customer sites is required. 50% travel.