Territory Sales Director, Southern California

Riboli Family Wines•Los Angeles, CA

3d•Onsite

About The Position

Responsible for directing, communicating, motivating, organizing, and controlling execution of Riboli Family Wine & Spirits company goals through assigned personnel to achieve optimum sales across the Riboli portfolio. This position will be responsible for execution in 40-50 Top Accounts within a geographic zone, focused predominantly off premise. This position is responsible for driving, managing and executing KPI’s across on-premise and independent off-premise channels of trade within Southern California. Responsible for developing and fostering Breakthru Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market. Time management (On Premise 25%/Off Premise 75%).

Requirements

A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs)
Minimum of 7+ years in the beverage alcohol industry with multiple years of sales management experience.
Proficient written communication skills. Ability to develop and provide all necessary written reports, correspondence and presentations necessary to satisfy job requirements.
Proficient oral communication and interpersonal skills. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public. Articulate in a professional and personable manner to be a strong leader and partner to Riboli Customers and Trade.
Intermediate Excel skills. Ability to analyze sales data, market trends, and performance metrics to identify patterns, uncover opportunities, and develop data-driven strategies that drive business growth and optimize KPI achievement.
Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software is critical to the success of this position.
Mathematical skills: Ability to calculate and interpret financial data which affects every day Riboli business.
Current valid driver’s license and reside in Southern California.
Overnight travel is required and must be able to meet minimum requirement travel schedule for assigned territories.
Excellent time management skills.
No DWI offenses.
No illegal drug use.
Must use for business a clean, late model, presentable and fully operational 4 door vehicle that reflects professionalism (company auto allowance provided).
Employees must comply with all federal, state and local laws and regulations which govern the alcoholic beverage industry and always maintain the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

Nice To Haves

For certain markets multi-language skills are required or would be a plus, i.e. Italian or Spanish (if required this will be identified during the recruitment process).

Responsibilities

Managing Riboli Family Wine & Spirits’ portfolio of products within Southern California including designated Riboli Area Sales Managers, distributors, and trade.
Executing the depletion, POD and revenue plan across the independent on/off-premise channels of trade and Military for Southern California.
Coaching and Development: teach, train, and lead direct reports to further their skills. Schedule consistent check-ins for KPI attainment and outline development opportunities.
Planning, directing, and coordinating all sales efforts within the on/off-premise channel of trade in Southern California.
Managing Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent on/off-premise channel of trade.
Delivering annual depletion, POD and revenue plan within the Southern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets for designated Riboli Area Sales Managers.
Assessing Riboli Area Sales Managers and distributor performance, including addressing poor performance issues.
Managing and developing Riboli Area Sales Managers and wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirit brand strategies and objectives through effective execution of the Riboli “Sales Process”.
Building monthly, quarterly and annual business plans by market.
Ensuring that Riboli’s key distributors are managing Riboli’s brand strategies for the trade.
Calling on independent top off-premise accounts (assigned) in conjunction with the distributor or Riboli Area Sales Manager.
Possessing thorough knowledge of products, wine industry, competitive brands and markets.
Cultivating cross department relationships within the company, especially between sales, marketing, finance and logistics, to carry out Riboli Family Wine & Spirits brand strategies.
Adhering to executive directions from senior leadership/ownership.
Exercising appropriate behavior with Riboli brands and agency brands, always representing these brands in the best and most professional manner.
Exercising the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending and every aspect of the Company’s business.
Planning, organizing, directing, and controlling execution (20% of time).
Spending time with Riboli Area Sales Managers, Distributor Sales Managers, and trade (60% of time).
Administrative, preplanning, and follow up (20% of time).
Working evening hours and weekends when necessary to accomplish outlined objectives.
Preparing and presenting training meetings with wholesalers.
Preparing and presenting training meetings with retailers.