Regional Sales Manager - Luxury Portfolio

Bonterra Organic Estates | Viña Concha y Toro USA

1d • $100,000 - $120,000 • Remote

About The Position

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer
Vineyards) is focused on excellence, innovation and longstanding commitments to
the environment and responsible business practices. We are proud to offer
exciting career opportunities within our California-based winery, Bonterra
Organic Estates, and our distribution and commercial operations, Viña Concha y
Toro USA (VCT-USA).

Cultivate Your Resume and Sales Career with Us

-Part of fifth largest global winery Viña Concha y Toro (32 million cases)

-#1 South American wine supplier in the U.S.

Don Melchor Wine Spectator Wine of the Year 2024; 4x Top 10; 10x Top 100
Bonterra The Roost and Amelia Chardonnay Wine Enthusiast Top 100 Wines of
2025
Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
Bonterra Wine Enthusiast Top 100 Wines of 2024 and Top 100 Best Buys of 2024
Bonterra  Wine Enthusiast American Winery of the Year 2016
Casillero del Diablo is the official wine sponsor of the Mexico National
Football Team 
Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

We are looking for a Regional Manager, to grow share of our Luxury Brands
Collection (LBC) with primary focus on Texas. With the key mission of building
enthusiasm for our world class wines—luxury, premium and core portfolio
brands—heavy emphasis will be placed on gaining share in the on premise sector
and fine wine independent retailers. This role leads regional execution through
influence, collaboration, and disciplined planning—working closely with
distributor partners, internal sales, marketing, and sales operations teams—to
achieve depletion, shipment, and program objectives across on‑ and off‑premise
channels. To be successful in this role, you must be a highly field‑focused
leader who can balance strategic planning with hands‑on market execution,
ensuring strong customer relationships, disciplined budget management, and
consistent adherence to company standards and ‘Ways of Working’. This role
reports to the VP National Accounts and Distinctive Services.

Take a deep dive into our collection Luxury Brands VCT - Luxury Brands Viña
Concha Y Toro USA [https://luxurybrandsvct.com/] which unites the extraordinary
history and global power of our acclaimed Chilean wines with our visionary and
sustainable winegrowing in California, and world-renowned iconic Malbec from
Mendoza, Argentina. Featured wines include Chilean icon Don Melchor Cabernet
Sauvignon of which Wine Spectator named the 2021 vintage #1 Wine of the Year on
their annual ranking of Top 100 Wines.

This is a remote role with the ideal candidate located in the Dallas/Fort Worth
Metroplex or Houston area. This role entails driving within the field to visit
accounts, attend events and winemaker dinners, do workwiths and attend
distributor meetings. Overnight travel will be approximately 45% - 50%.

Requirements

• Bachelor’s Degree in Business/Marketing or related field plus a minimum of five years progressive sales experience in wine and spirits or beverage industry, or equivalent combination education/experience
• Proven success in alcohol beverage industry sales and account management including extensive knowledge of on- and off-premise wine channels and trade
• Knowledge and passion for both luxury/premium and commercial wines and excitement for selling a wide spectrum of price points and formats
• Practical selling experience in food and beverage industry
• Recent track record selling in the on premise channel―restaurants, bars, private clubs, hotels; fine wine independent retailers
• Proven success managing distributor relationships and key accounts across on‑ and off‑premise channels and trade
• Thorough knowledge and demonstration of wine principles, winegrowing/making process, food and wine pairing and related industry knowledge
• Strong verbal and written communicator with 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; travel throughout region required
• Overnight travel approximately 45% - 50%; weekend and evening work as required

Nice To Haves

• Established relationships with decision makers in key regional on premise chain accounts, ideal
• Experience selling imports and/or organic categories, advantageous
• Circana/Nielsen information experience, a plus
• Wine education or certification, a plus (WSET or CSW preferred) 
• Bilingual English/Spanish, a plus but not required

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 relationship with key state distributor personnel.
• Monitor pricing accuracy, inventory health, and forecast inputs.
• Accountable to plan performance within assigned state(s).
• Accountable for inventory management within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.
• Accountable for execution of chain/brand programs within assigned region.
• Accountable for Luxury Brand Collection execution.
• Ensure all brand spending for assigned region remains within annual budget.
• Responsible for submitting discretionary spending requests in accordance with policy.
• Ensure state distributor banks are being targeted to highest ROI activities.
• Monthly meeting with Sales Operations to review YTD budget performance.
• Facilitate monthly performance review meetings and QBRs.
• 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.
• Business reviews and key distributor meetings.
• Cultivate relationships with key account buyers and ensure execution of focus programs.
• In-market selling of key brand initiatives.
• Regional/local on premise chain business development.
• Host/ lead fine wine events at key customer locations within the assigned territory. These events consist of wine dinners, happy hours, tastings etc. to retain, recruit and convert new consumers.
• Monthly/quarterly market audits and program compliance.

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.
• Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO).
• We offer many employee-focused health, wellness, training and safety-related programs as well as scholarship opportunities for dependents.
• transportation-related benefits

What This Job Offers

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