Business Development Manager - Control

E. & J. Gallo Winery•Alexandria, VA

10d•Onsite

About The Position

As a Business Development Manager – Control, you’ll play a pivotal role in driving the success of Gallo’s spirits portfolio across retail and on-premise accounts in assigned control states. Acting as a trusted brand representative, you’ll work closely with broker partners, customer headquarters, and internal cross ‑ functional teams to bring strategic plans to life while maximizing revenue, contribution, and profitable share growth. In this role, you’ll balance strategic thinking with hands-on execution. You’ll analyze market dynamics, pricing mechanics, and competitive trends to identify growth opportunities, recommend pricing strategies, and support inventory management. By building strong customer and state headquarters relationships, you’ll help secure distribution, execute promotions, and grow both new and existing brands within the Gallo portfolio. You’ll also serve as a connector across the organization, collaborating with Category Management, Customer Development, Marketing, Business Intelligence, and broker leadership to ensure alignment and execution of annual sales plans. From leading new item launches and conducting sales training to supporting digital marketing initiatives and consumer-facing events, your work will directly influence Gallo’s presence and performance in the marketplace. As a Gallo ambassador, you’ll champion innovation, embrace an entrepreneurial mindset, and represent our brands with passion and integrity—helping shape the future of the spirits category while delivering results today.

Requirements

Bachelor's degree plus 3 years of Gallo Winery sales, marketing, or affiliated distributor sales experience reflecting increasing levels of responsibility; OR Bachelor's degree plus 5 years of wine or spirits sales, marketing, restaurant/hospitality or distributor experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 7 years of Gallo Winery sales, marketing, or distributor sales experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 8 years of wine or spirits sales, marketing, restaurant/hospitality or distributor experience reflecting increasing levels of responsibility
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 travel by air and automobile up to 50% during the course of business.
Required to be 21 years of age or older.
Required to lift and move product weighing up to 50 lbs.
Required to employ an alternative work schedule to include weekends and evenings.
Required to obtain a liquor license as required by state/locally.

Nice To Haves

Bachelor's degree plus 6 years of Gallo winery or distributor sales experience to include a prior rotation as a Portfolio Consultant, Business Development Manager, Program Manager Sales-LDP, Business Intelligence Manager or Account Manager 2; OR Bachelor's degree plus 8 years of external alcohol sales experience to include experience working in control states.
Direct managerial/supervisory experience with sales, retail, or on-premise employees (e.g. District Manager, Area Manager, State Manager, Field Marketing manager, etc.)
Strong understanding of the spirits industry, competitive volume, price strategy and competitive structure.
CSS, CSE, CEFS, CSSC or equivalent certification or in process within 6 months.

Responsibilities

Drive the success of Gallo’s spirits portfolio across retail and on-premise accounts in assigned control states.
Work closely with broker partners, customer headquarters, and internal cross-functional teams to bring strategic plans to life.
Maximize revenue, contribution, and profitable share growth.
Analyze market dynamics, pricing mechanics, and competitive trends to identify growth opportunities.
Recommend pricing strategies and support inventory management.
Build strong customer and state headquarters relationships to secure distribution and execute promotions.
Grow both new and existing brands within the Gallo portfolio.
Collaborate with Category Management, Customer Development, Marketing, Business Intelligence, and broker leadership to ensure alignment and execution of annual sales plans.
Lead new item launches and conduct sales training.
Support digital marketing initiatives and consumer-facing events.