Area Sales Manager, AZ

Riboli Family Wines•Phoenix, AZ

9h•$85,000 - $90,000•Onsite

About The Position

The Area Sales Manager is responsible for selling the full Riboli Family Wines & Spirits portfolio in the Phoenix, Arizona market across all channels of trade. The role works independently in the market, managing accounts, appointments, and follow-through to drive case sales, new placements, menu features, and distribution gains. It builds brands through wine dinners, tastings, seminars, and events, and partners with distributor sales teams in the field and in sales and planning meetings. The Area Manager reports weekly to Riboli and distributor management, and performance is measured by sales results. The position’s work is allocated approximately 70% to field selling, 20% to planning and scheduling, and 10% to reporting and follow-up. The role follows structured weekly activity standards, including account meetings and prospecting, advance scheduling, KARMA activity documentation, Monday reporting, and regular distributor collaboration. Evening and weekend work may be required to meet market demands. Overnight travel may be required within the assigned Arizona territory. The position requires residing in the Phoenix metro area and using a clean, late-model, presentable, fully operational four-door vehicle for business; a company auto allowance is provided. The employee must comply with laws and regulations governing the alcoholic beverage industry and maintain high ethical and fiduciary standards. Pay range: $85,000–$90,000 USD.

Requirements

Four-year college degree and/or equivalent work experience that enables performance of the job responsibilities; equivalent experience may include supplier or distributor sales or wine-industry management.
At least 3 years of wine industry experience.
Good written communication skills, including the ability to develop 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 Riboli customers and the trade.
Fluent working knowledge of PC software, including Microsoft Word, PowerPoint, and Excel, and ability to use other company software.
Ability to calculate and interpret financial data used in everyday business management.
Ability to define problems, establish facts, collect and interpret data, draw valid conclusions, and recommend solutions; ability to interpret a wide variety of statistical information.
Current valid driver’s license.
Ability to meet the minimum travel schedule for the assigned Arizona territory; overnight travel may be required.
Good time-management skills.
No DWI offenses.
No illegal drug use.
Must reside in the Phoenix, Arizona metro area.
Must use a clean, late-model, presentable, fully operational four-door vehicle for business.
Must comply with federal, state, and local laws and regulations governing the alcoholic beverage industry, including Arizona Department of Liquor Licenses and Control requirements, and maintain high ethical business standards and fiduciary duty.
Ability to meet the described physical demands, with reasonable accommodations where applicable.

Nice To Haves

Italian or Spanish language skills may be required in certain markets or may be a plus; any 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 manage account planning, appointment setting, sales calls, closing, and follow-up.
Partner with distributor sales teams through field work-withs, sales meetings, tastings, and educational classes on the Riboli Family portfolio.
Manage execution and compliance in on- and off-premise channels, including chains and independents, with a primary focus on on-premise accounts and core SKU/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 business-planning meetings with distributor management to track progress, identify problems, and develop solutions.
Report weekly to Riboli and distributor management on activities, results, market conditions, and trends.
Conduct wine dinners, tastings, and seminars, and speak knowledgeably about the Riboli Family portfolio and wine generally.
Add value to distributors and help meet their business needs, with the objective of 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, with each meeting tied to a sales outcome and documented follow-up.
Schedule at least 90% of weekly account meetings before the work week, maintain an organized Outlook/KARMA calendar, and build efficient routes across the assigned territory.
Enter account activity in KARMA immediately after meetings, including objectives, contacts, sampled items, notes, photos, follow-up actions, and timelines; document samples drawn from distributor inventory and link them to measurable sales activity.
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 weekly schedule, and a weekly recap; send a recap covering the same points to distributor management.
Complete at least two distributor work-withs per month, attend distributor sales and planning meetings, 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 retaining responsibility for independently selling and closing business.
Prepare and present training meetings with distributors and retailers.
Meet the physical demands of the position, including occasional lifting or moving of items weighing up to 50 pounds.