Area Sales Director - Malt (New Business)

E. & J. Gallo Winery•Dallas, FL

4d•Onsite

About The Position

As an Area Director of Sales – Distributor Management, Malt (New Business), you will play a critical leadership role in shaping and delivering GALLO’s Malt, RTD, and TAB innovation strategy across your assigned geography. You will own the execution of the annual plan, translating strategy into action through strong distributor partnerships, disciplined pricing and revenue management, and a sharp focus on future share growth within the Route to Market. In this role, you will lead and develop a high-performing team of Business Development Managers and Market Development Managers, setting clear direction while fostering a culture rooted in accountability, innovation, and ownership. You will collaborate closely with distributor leadership, including general sales managers, vice presidents of sales, and state presidents, to ensure alignment, optimize resources, and drive consistent execution of GALLO’s sales priorities across retail and on-premise channels. You will serve as a GALLO ambassador in the marketplace, advocating for our brands through customer engagement, events, and the effective use of digital tools and insights. Leveraging data, technology, and market intelligence, you will identify growth opportunities, make sound business decisions, and guide your teams and partners toward sustainable results. This is a highly visible leadership opportunity for a sales professional who thrives in a dynamic environment and is energized by driving innovation, developing talent, and delivering meaningful impact.

Requirements

Bachelor's degree plus 8 years of GALLO winery sales or distributor sales management experience reflecting increasing levels of responsibility; OR Bachelor's degree plus 10 years of CPG sales experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 12 years of GALLO winery sales or distributor sales management experience reflecting increasing levels of responsibility.
Supervisory/managerial experience to include ability to provide motivational guidance and direction.
Sales leadership experience within the Malt or RTD category.
Ability to influence all levels of the organization.
Required to see, smell and taste wine, spirits and malt products as part of job duties.
Required to travel by air and car up to 40% of the time as part of job duties.
Candidate is required to have a valid driver’s license, a safe driving record and reliable vehicle (if applicable) at the time of hire.
This position will undergo a motor vehicle check (MVR) to confirm a history of safe and responsible driving.
If needed, candidate must obtain the appropriate state driver’s license based on the position’s location within 30 days of hire.
Required to obtain Liquor License as required by state/locality.
Required to travel to company offices, sites, and/or meeting locations for onboarding, training, meetings, and events for development, department needs, and business delivery up to 5% of the time, with or without reasonable accommodation.
Required to be 18 years or older.

Nice To Haves

Bachelor’s degree plus 10 years of GALLO winery sales or distributor sales experience to include a prior director level rotation within GALLO winery sales reflecting increasing levels of responsibility; OR Master’s degree plus 8 years of GALLO winery sales or distributor sales experience to include a prior director level rotation within GALLO winery sales reflecting increasing levels of responsibility.
Experience working on both the distributor and supplier side, with strong knowledge of the assigned market.
Industry credentials such as Level 1, 2, 3 or 4 Cicerone Certification(s) and/or WSET or CSW Certification(s).
Demonstrated success influencing, negotiating, resolving conflict, and leading teams through complex, cross-functional business challenges.

Responsibilities

Own the execution of the annual plan, translating strategy into action through strong distributor partnerships, disciplined pricing and revenue management, and a sharp focus on future share growth within the Route to Market.
Lead and develop a high-performing team of Business Development Managers and Market Development Managers, setting clear direction while fostering a culture rooted in accountability, innovation, and ownership.
Collaborate closely with distributor leadership, including general sales managers, vice presidents of sales, and state presidents, to ensure alignment, optimize resources, and drive consistent execution of GALLO’s sales priorities across retail and on-premise channels.
Serve as a GALLO ambassador in the marketplace, advocating for our brands through customer engagement, events, and the effective use of digital tools and insights.
Leverage data, technology, and market intelligence to identify growth opportunities, make sound business decisions, and guide your teams and partners toward sustainable results.