Position Summary
The Lead Market Development Merchandiser is a strategic field-based leader responsible for driving brand execution, distributor alignment, and retail account performance within an assigned territory - Orange County. This role partners closely with Southern Glazer’s Wine & Spirits (SGWS) and key retail chain accounts to influence programming, improve product placement, and grow market share. Serving as the primary on-the-ground representative of the C. Mondavi & Family portfolio, the Lead Sales Merchandiser ensures strong in-store execution, develops relationships with key retail decision makers and leverages sales data and market insights to identify growth opportunities. The role operates with a high level of independence, combining merchandising execution with distributor leadership, analytics, and strategic territory planning to drive sales performance.

Key Responsibilities & Time Allocation
Strategic Account Development
•  Independently identify high-opportunity accounts with the greatest potential to impact company performance.
•  Analyze depletion, POD, inventory, and pricing data to determine market priorities.
•  Develop territory-level action plans to improve distribution, display, and sales velocity.
•  Determine optimal accounts and locations for in-store demos and brand activations based on performance metrics.
•  Monitor competitive activity and provide strategic market feedback to sales leadership.
•  Exercise independent judgement in determining territory priorities, account focus, promotional opportunities and distributor execution strategies to improve sales performance.

Retail Execution Oversight & Program Implementation
•  Ensure CMF products are merchandised in accordance with company standards through coordination with distributor partners and retail personnel.
•  Evaluate shelf sets, displays, and cold box placements to ensure alignment with CMF brand priorities.
•  Identify opportunities to improve product visibility, pricing accuracy, and in-store execution.
•  Provide feedback and direction to distributor partners to improve merchandising standards and program execution.
•  Conduct market audits to evaluate program effectiveness and recommend adjustments to sales leadership.

Distributor Leadership & Training
•  Lead SGWS team meetings within the assigned territory.
•  Train distributor sales teams on:
o Perfect Store standards, Pricing expectations, Display priorities, Brand positioning and portfolio strategy
•  Coordinate and lead “work-withs” with SGWS representatives to drive execution and accountability.
•  Set clear objectives for distributor partners and follow up on execution standards.
•  Conduct market work with SGWS representatives 2–4 times per week.

Account Support & Relationship Management
•  Maintain regular contact with store managers, department managers, and key retail personnel.
•  Proactively schedule and lead account meetings with key decision makers.
•  Negotiate placement opportunities, promotional support, and programming.
•  Serve as a strategic resource to retail accounts and distributor partners to support merchandising programs, display strategy, and product education.
•  Conduct wine tastings, consumer demos, and educational seminars when requested.

Sales Support & Market Intelligence
•  Support Regional Sales Managers by improving execution within existing accounts and assisting with new item placements.
•  Monitor sales trends, display effectiveness, and competitive activity using tools such as iDig, NIQ, and planograms.
•  Complete daily and weekly account visit logs in VIP KARMA and submit required reporting accurately and on time.
•  Interpret sales and depletion data to identify performance trends, diagnose market challenges and recommend corrective actions to sales leadership.

Business Planning & Cross-Functional Collaboration
•  Establish quarterly territory goals aligned with company sales strategy.
•  Collaborate with Regional Sales Managers and Sales Leadership on market strategy and territory planning.
•  Provide analytical reporting and recommendations regarding distributor performance.
•  Work closely with Sales Operations, Marketing, and Accounting to resolve ordering, billing, and shipping issues.
•  Support market visits, business reviews, educational initiatives, and special projects.
•  The role requires the consistent exercise of discretion and independent judgment in territory planning, distributor engagement strategies, and retail account development.

Time Allocation
•  In-store merchandising execution (displays, shelf sets, resets): 30–35%
•  Distributor partners influencing/selling : 25–30%
•  Retail account influencing/selling (wine stewards and store directors): 25–30%
•  Planning, reporting, and administrative responsibilities: 10–15%

Qualifications
•  Bachelor’s Degree or an equivalent combination of education and experience
•  Valid driver’s license and reliable transportation
•  2 years prior experience in chain retail, beverage alcohol, or consumer packaged goods merchandising preferred
•  Wine industry experience and basic wine knowledge strongly preferred
•  Proficiency with mobile technology, reporting tools, and basic computer applications
•  Strong written and verbal communication skills
•  Ability to work independently and manage time effectively in a field-based role

Working Conditions & Physical Requirements
•  Field-based position with frequent local travel by automobile
•  Ability to lift up to 45 lbs. and perform physical tasks including bending, standing, reaching, and carrying
•  Must be able to stand and walk for extended periods during account visit