Area Sales Manager, AZ

Riboli Family Wines•Phoenix, AZ

12d•Onsite

About The Position

The Area Sales Manager sells the full Riboli Family Wines & Spirits portfolio across all channels of trade in the Phoenix, Arizona market. The role independently manages accounts, appointments, selling activity and follow-through to drive case sales, new placements, menu features and distribution gains. It also builds brands through wine dinners, tastings, seminars and events, while partnering with distributor sales teams in the field and in sales and planning meetings. The manager reports weekly to Riboli and distributor management and is measured on sales results. The position follows a structured weekly market rhythm: 70% field selling, 20% planning and scheduling, and 10% reporting and follow-up. Activity expectations include at least 20 scheduled account meetings and five prospecting meetings each week, advance scheduling of at least 90% of weekly account meetings, immediate KARMA documentation after meetings, and Monday reporting by 10:00 a.m. The manager also completes at least two distributor work-withs per month and participates in distributor sales and planning meetings. The role requires residence in the Phoenix metro area, a current valid driver's license, use of a clean, late-model, presentable and operational four-door vehicle for business (with a company auto allowance), and compliance with laws governing the alcoholic beverage industry. Overnight travel may be required within the assigned Arizona territory. The position may require evening and weekend work. Pay range: $85,000–$90,000 USD.

Requirements

Four-year college degree and/or equivalent work experience sufficient to perform the job responsibilities; equivalent experience may include supplier, distributor sales or wine-industry management roles.
At least 3 years of wine industry experience.
Good written communication skills and the ability to prepare reports, correspondence and presentations.
Good oral communication and interpersonal skills, including the ability to present information and respond to questions from managers, clients, customers and the public.
Ability to communicate professionally and personably and serve as a strong leader and partner to customers and the trade.
Fluent working knowledge of PC applications, including Microsoft Word, PowerPoint and Excel, and other company software.
Ability to calculate and interpret financial data used to manage business.
Ability to define problems, establish facts, collect and interpret data, draw conclusions and recommend solutions.
Ability to interpret a wide variety of statistical information.
Current valid driver's license.
Must reside in the Phoenix, Arizona metro area.
Must be able to meet the minimum travel schedule for the assigned Arizona territory; overnight travel may be required.
Must use a clean, late-model, presentable and fully operational four-door vehicle for business.
Must comply with federal, state and local alcoholic-beverage laws and regulations, including Arizona Department of Liquor Licenses and Control requirements, and maintain high ethical business standards.
No DWI offenses and no illegal drug use.
Ability to meet the stated physical demands, including occasional lifting and/or moving of up to 50 pounds.

Nice To Haves

Multi-language skills, such as Italian or Spanish, may be required in certain markets or may be a plus; any market-specific requirement will be identified during recruitment.

Responsibilities

Sell wine and spirits across the assigned account base, driving case sales, new placements, menu features and distribution gains.
Independently plan accounts, set appointments, conduct sales calls, close business and complete follow-up.
Partner with distributor sales teams through field work-withs, sales meetings, tastings and educational classes.
Manage execution and compliance across on- and off-premise channels, with a primary focus on on-premise accounts and core SKU and brand implementation.
Assist the Senior District Sales Manager and Regional Vice President with presenting programming and plans to distributor management and salespeople.
Participate in monthly, quarterly and annual distributor business-planning meetings; track progress, identify problems and develop solutions.
Report weekly on activities, results, market conditions and trends to Riboli and distributor management.
Conduct wine dinners, tastings and seminars and speak knowledgeably about the Riboli Family portfolio and wine generally.
Provide value to distributor partners and work toward becoming their preferred supplier.
Work within budget guidelines established by Riboli management.
Complete at least 20 scheduled account meetings and five new-account prospecting meetings per week, making a sales ask and documenting follow-up for each.
Maintain an organized Outlook/KARMA calendar, schedule at least 90% of weekly account meetings before the work week, and build efficient routes across the assigned territory.
Enter account activity into KARMA immediately after meetings, including objectives, contacts, samples, notes, photos, follow-up actions and timelines; document samples taken from distributor inventory.
By 10:00 a.m. each Monday, send the Senior District Sales Manager and Regional Vice President the KARMA activity report with photos, an Excel sales and distribution report, the upcoming schedule and a weekly recap; send a corresponding recap to distributor management.
Complete at least two distributor work-withs per month, communicate account opportunities, follow up on execution and support distributor sales efforts with account strategy.
Use distributor personnel for introductions, deliveries, order fulfillment and distribution follow-up while remaining responsible for independently selling and closing business.
Prepare and present training meetings with distributors and retailers.