Oak Ridge Winery is a multi-generational family owned and operated winery, based in Lodi, California. Our consistently highly rated portfolio of brands are produced at our facility in Lodi and farmed from our family vineyards in and around the Lodi Appellation. We are focused on sustained profitable portfolio growth, in our full domestic distribution network as well as abroad, while working with exceptional people who share our core values.
Job purpose
The Regional Sales Manager is responsible for driving revenue growth and achieving case sales goals within the assigned territory in line with brand and corporate expectations.
Duties and responsibilities.

Location: Northeast US within a reasonable distance of an airport to accommodate travel within the region.

Deliver Fiscal Year Shipment Revenue and Volume Goals

Distributor Engagement (40% of time):

Planning & Execution:
•  Collaborate with Distributor Partners within defined region to establish FY volume Goals, which align with Winery Objectives
•  Conduct sales meetings to motivate, educate and engage distributor teams to effectively market and sell the Oak Ridge portfolio.
•  Develop and foster relationships with sales managers, account managers, trade development managers within wholesale partners.
•  Develop and execute brand programs in each market in alignment with the national promotional activity calendar; collaborate with the marketing team to expand on additional market needs within the region.

Pricing & Programming:
•  Collaborate with Distributor Partners to propose annual company approved price adjustments based upon national pricing standard guidelines and market dynamics.
•  Create local programming and incentive to drive distribution and volume growth of priority brands.

Brand launches:
•  Effectively plan and communicate distribution and volume goals, timelines, inventory needs, consumer and trade facing events for a successful brand launch.

Inventory & Forecasting:
•  Forecast and analyze on hand inventory to ensure proper inventory to support programs and sales efforts.
•  Communicate inventory trend changes to winery to ensure adequate inventory on hand.

Lead distributor sales and team meetings:
•  Effectively communicate programs, winery updates, launches, releases; Coordinate and host team tastings and educational seminars to achieve sales goals.
•  Coordinate and execute GSMs, portfolio tastings, trade shows, brand launches and new releases to achieve volume sales goals

Drive distributor market work:
•  Continually evaluate and optimize ORW footprint and drive distribution by opening new accounts, identifying underperformers, and capitalizing on new opportunities.
•  Plan and execute productive market work to motivate, inspire, and educate distributor sales force to enhance focus on the Oak Ridge Winery portfolio in the market.
•  Be able and willing to efficiently travel to markets within the assigned territory working both with, and independently of, our distributor partners.

Key Account/Market Development (40% of time):
•  Identify, plan, and execute increased distribution of core brands in key accounts within assigned territory.
•  Develop/execute annual plans in on and off premise channels. Track key account and brand performance with distributor partners.
•  Education & Events:
Trade Education – Organize and execute local trade events such as portfolio tastings and seminars.
Consumer Education – Organize and execute consumer facing events to amplify ORW brand exposure and encourage sell-through at the account level.

Administrative/Reporting Management (20% of time)
•  Budget/Financial Management:
o Review pricing, sales, program planning/review with wholesale principals, sales & brand managers.
o Demonstrate fiscal responsibility; adhere to all budget standards for pricing/programming, DA, non-price support and T&E.
o Timely review of T&E expenses.
•  Collaborate with VP of Sales and Strategic Accounts Manager, to review calendars, budgets, key target accounts, sales objectives/initiatives, and program trackers.
•  Inventory & Forecasting as noted above.
•  Prepare wholesaler business reviews and yearly planning meetings.
•  Maintain wholesale and trade price parity within assigned territory.
•  Proactively plan and maintain calendar with market activities at least 6 weeks in advance.
•  Update marketing team on collateral needs.

Qualifications

Education: Minimum 4-year college degree (BA or BS)
Experience: 5 years’ work experience in related field in wine sales and wine hospitality.
•  Proficient in Microsoft Excel, Word, PPT, and VIP
•  Strong understanding of Trade Math.
•  Established relationships with distributors and retailer/restauranteurs in the region.
•  Entrepreneurial mindset – Willingness to own the region with confidence.
•  Highly organized, detail oriented with strong time management skills and ability to multi-task.
•  Excellent written and verbal communication skills.
•  Passionate about wine and the industry.
•  Self-motivated, able to work independently, trustworthy.
•  Good driving record with a valid driver’s license.
Working conditions
Flexibility to work nights and weekends.
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