District Manager - Greater San Francisco Bay Area

Bonterra Organic Estates • Greater San Francisco, CA

2d • Remote

About The Position

Viña Concha y Toro USA (VCT-USA) is seeking a District Manager based in the Greater San Francisco Bay Area to grow its portfolio across independent retail, on-premise accounts, and chains. The role focuses primarily on the North Bay—Sonoma, Napa, and Mendocino counties—and east to Sacramento. It is sales- and activation-focused, with responsibility for driving performance, distribution, and market share through customer relationships, distributor collaboration, and field execution. The District Manager reports to the Regional Manager.

This is a remote, home office-based role involving extensive driving to visit accounts, conduct work-withs, and attend distributor meetings. The position is expected to be in the market 85%–90% of the time, with overnight travel approximately 10%–15%. The role requires active customer and distributor engagement three to five days per week. Weekend and evening work is required as needed to support events, promotions, and customer activities.

The role includes developing territory business plans, achieving sales and distribution objectives, executing brand and chain programs, managing assigned budgets and promotional resources, and monitoring account execution and market performance. Compensation includes a target base salary of $90,000–$110,000, an annual incentive target tied to individual and company performance, and transportation-related benefits.

Requirements

• Bachelor’s degree in business, marketing, or a related field plus two to five years of progressive sales experience in the wine and spirits or beverage industry, or an equivalent combination of education and experience.
• Proven success in alcohol beverage industry sales and account management, including extensive knowledge of on- and off-premise, retail wine channels, and trade.
• Track record of achieving sales goals and growing market share.
• Experience working with wholesalers or distributors and key account customers.
• Knowledge of and passion for luxury, premium, and commercial wines, and enthusiasm for selling a wide range of price points and formats.
• Strong verbal and written communication skills, including public speaking and presentation skills.
• Excellent interpersonal skills and the highest level of integrity.
• Proficiency with Microsoft 365 applications, including Word, PowerPoint, and Excel.
• Valid driver’s license and ability to be insured.
• Ability to travel throughout the region, including overnight travel approximately 10%–15% of the time; weekend and evening work as required for events, promotions, and customer activities.
• Ability to lift and carry up to 50 lbs. and push or pull up to 30 lbs. frequently; frequently sit and work at a desk for extended periods; frequently walk; and occasionally stand, reach outward and upward, climb, crawl, squat, kneel, and bend.
• Hand and finger dexterity for keyboarding and frequent extended computer use; physical ability to travel domestically and internationally by air and ground transportation.
• Successful completion of a criminal background check, DMV check, and drug screen.
• Verification of U.S. citizenship or legal right to work in the United States at the time of an employment offer.

Nice To Haves

• Experience selling imported wines and/or organic categories.
• Experience with Circana/Nielsen information.
• Familiarity with KARMA/iDig or similar CRM and sales execution platforms.
• Wine education or certification; WSET or CSW preferred.

Responsibilities

• Drive market-level sales activation and key brand programs.
• Build relationships with retail accounts, local chains, retail buyers, on-premise decision-makers, distributor management, and distributor sales representatives.
• Coordinate market work-withs, surveys, and sales blitzes with distributor teams.
• Provide daily and weekly market performance recaps and identify execution gaps to distributor and VCT-USA management.
• Achieve assigned sales, distribution, depletion, and market share objectives.
• Develop target account lists and execution plans to increase distribution and sales.
• Present sales programs, pricing initiatives, promotional opportunities, and brand priorities to customers and distributor partners.
• Monitor account execution, including pricing, distribution, merchandising, displays, cold box placements, menu placements, and promotional compliance.
• Use CRM systems, reporting tools, and sales analytics to identify opportunities and monitor performance.
• Develop and execute annual and quarterly territory business plans and meet market activation KPIs.
• Execute confirmed chain and brand programs applicable to the territory, including Luxury Brand Collection execution where assigned, and grow distribution on brand focus programs.
• Communicate progress on execution priorities with the Regional Manager and distributor teams.
• Adhere to assigned territory budgets; submit requests for additional spending to the Regional Manager; and manage budgets, samples, incentives, and promotional resources according to company guidelines.
• Attend distributor general sales meetings, other distributor and team meetings, and training sessions when applicable.
• Conduct regular sales calls, work-withs, customer meetings, staff trainings, tastings, and consumer events.
• Conduct market health audits with distributor and VCT-USA management to ensure pricing compliance with company standards.
• Manage a large geographic territory and prioritize field activities for maximum effectiveness.

Benefits

• Medical, dental, vision, life, and disability coverage beginning on the first day.
• 401(k) with company match.
• Paid vacation, sick leave, and company holidays.
• Health Care and Dependent Care Flexible Spending Account benefits for eligible employees.
• One day or shift off per year for Volunteer Time Off.
• Employee-focused health, wellness, training, and safety programs.
• Scholarship opportunities for dependents.
• Annual incentive target aligned with individual and company performance.
• Transportation-related benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level