Business Development Manager - Malt & New Business

E. & J. Gallo Winery•Richmond, VA

27d•$115,710•Onsite

About The Position

GALLO is seeking a Business Development Manager - Malt & New Business to lead sales execution, drive revenue, and maximize contribution across assigned state(s). You will be the face of our brands to retailers, onâpremise accounts and distributor partners, blending strategic field pricing, data-driven forecasting and disciplined execution to grow share. This role balances internal collaboration and distributor-facing leadership, prioritizing high-impact opportunities, negotiating goals and incentives, and ensuring national programs and new item launches are successfully implemented in market. You'll spend time coaching and directing distributor sales teams and, when assigned, leading Market Development Managers-developing talent, delivering sales training and conducting tastings and events that elevate our Malt & New Business portfolio. Strong market intelligence skills are essential: you will analyze performance, recommend pricing and A&P plans, leverage digital and eâRetail channels, and use tools like Account 360 to identify opportunities and guide distributor activity. Practical decision-making, resource optimization and an entrepreneurial mindset will help you pivot where the business needs it most. We value collaboration, inclusive leadership and accountability. You should be comfortable with travel, relationship-building, expense management and representing GALLO at consumer and trade events. Success in this position means delivering the plan, fostering positive cross-functional and distributor relationships, and mentoring others to build a sustainable talent pipeline. GALLO is committed to creating an inclusive workplace where diverse perspectives thrive. We welcome applicants of all backgrounds and encourage those who are passionate about building brands, developing people and driving results to apply. To be considered, please submit your resume and a brief cover note describing your most relevant sales leadership experience.

Requirements

Bachelor's degree plus 4 years of Gallo winery sales, marketing, or affiliated or non-affiliated distributor sales experience reflecting increasing levels of responsibility; OR Bachelor's degree plus 6 years of malt beverage, beer, wine, spirits or CPG sales, marketing, restaurant/hospitality, or distributor experience reflecting increasing levels of responsibility; OR High School Diploma or State-issued equivalency certificate plus 8 years of Gallo winery sales, marketing, or affiliated or non-affiliated distributor sales experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 10 years of malt beverage, beer, wine, spirits or CPG 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 be 21 years of age or older.
Required to obtain liquor license as required by state/locality.
Required to travel by air and automobile up to 50% during the course of business.
Required to see, taste, and smell wine and perform product tastings as part of job functions.
Experience demonstrating strong leadership selling, time management, public speaking skills.
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. This may be in addition to travel requirements, if applicable, as listed in this job description.

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 Malt Beverage experience.
Direct managerial/supervisory experience with sales, retail, or Malt Beverage employees (e.g. District Manager, Area Manager, State Manager, Field Marketing manager, etc.)

Responsibilities

Lead sales execution, drive revenue, and maximize contribution across assigned state(s)
Be the face of our brands to retailers, onâpremise accounts and distributor partners
Blend strategic field pricing, data-driven forecasting and disciplined execution to grow share
Balances internal collaboration and distributor-facing leadership, prioritizing high-impact opportunities, negotiating goals and incentives, and ensuring national programs and new item launches are successfully implemented in market
Coaching and directing distributor sales teams and, when assigned, leading Market Development Managers-developing talent, delivering sales training and conducting tastings and events that elevate our Malt & New Business portfolio
Analyze performance, recommend pricing and A&P plans, leverage digital and eâRetail channels, and use tools like Account 360 to identify opportunities and guide distributor activity
Travel, relationship-building, expense management and representing GALLO at consumer and trade events
Delivering the plan, fostering positive cross-functional and distributor relationships, and mentoring others to build a sustainable talent pipeline

Benefits

We are committed to providing competitive compensation, perks, and a culture that supports your well-being.
Benefits depend on your work category and may include medical and dental coverage, 401k plans, profit sharing, pet insurance, company holidays, access to an employee wine shop, and more!
Additional information will be provided before your first interview.

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