Regional Manager - New Jersey/Delaware

Bonterra Organic Estates • Newark, NJ

1d • Remote

About The Position

Bonterra Organic Estates, a Certified B Corporation, is seeking a Regional Manager to drive market penetration, brand awareness, and sell-through for their wines in New Jersey and Delaware. This is a remote, home office-based role requiring significant field presence (70-80% of the time) to make sales calls, manage a key account list, participate in trade activities, and build relationships with distributor personnel and customers. The role involves extensive driving within the region and approximately 10-15% overnight travel. The Regional Manager is responsible for overseeing business performance, achieving the regional business plan, and ensuring adherence to company standards, processes, and compliance expectations. While there is no direct people leadership, the role drives results through coordination, influence, and collaboration with cross-functional teams and distributor partners.

Requirements

• Bachelor’s Degree in Business/Marketing or related field.
• Minimum of five years of progressive sales experience in the wine and spirits, beverage alcohol, or relevant CPG industry, or an equivalent combination of education and experience.
• Proven success in alcohol beverage industry sales and account management.
• Extensive knowledge of on- and off-premise wine channels and trade.
• Knowledge and passion for both luxury/premium and commercial wines.
• Proven field leadership mindset with the ability to drive execution through influence rather than authority.
• Strong knowledge of off-premise and chain execution levers (pricing, promotions, merchandising).
• Comfort leading account strategies.
• Practical selling experience in the food and beverage industry with meaningful distributor management exposure.
• Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing, and related industry knowledge.
• Strong verbal and written communication skills.
• Strong public speaking and presentation skills.
• Excellent interpersonal skills with the highest level of integrity.
• Proficiency in Microsoft 365 office applications including Word, PowerPoint, and Excel.
• Valid Driver’s License and the ability to be insured.
• Willingness to spend significant time traveling in-market.
• Overnight travel approximately 10% - 15% of time.
• Weekend and evening work as required.
• Travel throughout region required.

Nice To Haves

• Experience selling imports and/or organic categories.
• Circana/Nielsen information experience.
• Wine education or certification (WSET or CSW preferred).
• Familiarity with Fedway Associates, NJ and Breakthru Beverage, DE.

Responsibilities

• Manage state-level depletions, KPIs, and distributor targets.
• Conduct monthly performance reviews with key distributor teams.
• Manage monthly work-withs, market visits, and key-selling activities.
• Build and execute state-level road maps (i.e., programming/activity calendars).
• Manage relationships with key state distributor personnel.
• Monitor pricing accuracy, inventory health, and forecast inputs.
• Plan performance within assigned state(s).
• Manage inventory within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.
• Execute chain/brand programs within assigned region.
• Execute Luxury Brand Collection programs.
• Ensure all brand spending for assigned region remains within annual budget.
• Submit discretionary spending requests in accordance with policy.
• Ensure state distributor banks are targeted to highest ROI activities.
• Conduct monthly meetings with Sales Operations to review YTD budget performance.
• Facilitate monthly performance review meetings and QBRs with distributor leadership.
• Coordinate surveys around key selling periods.
• Conduct monthly meetings with portfolio managers to review pricing, programming, and inventory.
• Present in market 70%-80% of time.
• Conduct business reviews and key distributor meetings.
• Cultivate relationships with key account buyers and ensure execution of focus programs.
• Conduct in-market selling of key brand initiatives.
• Drive regional/local chain development.
• Perform monthly/quarterly market audits and program compliance checks.

Benefits

• First day Medical, Dental, Vision, Life & Disability
• Tax Savings (401k with company match)
• Short and Long-Term Disability
• Paid vacation, sick leave, and company holidays
• Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees
• One day/shift off per year as Volunteer Time Off (VTO)
• Employee-focused health, wellness, training, and safety-related programs
• Scholarship opportunities for dependents
• Transportation-related benefits

What This Job Offers

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