Territory Sales Director, Southern California

Riboli Family Wines•Los Angeles, CA

3d•Onsite

About The Position

Riboli Family Wines, a four-generation, family-owned winery and one of America's fastest-growing wine producers, is seeking a Territory Sales Director for Southern California. The company has a rich history spanning over a century, creating beloved brands like Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. Recognized as American Winery of the Year, Riboli Family Wines is driven by the joy their wines bring to consumers. The company is rooted in California, committed to quality, sustainability, and innovation, and is dedicated to honoring its heritage while shaping the future of winemaking. This position is responsible for directing, communicating, motivating, organizing, and controlling the execution of company goals through assigned personnel to achieve optimum sales across the Riboli portfolio. The role involves execution in 40-50 top accounts, predominantly off-premise, and driving, managing, and executing KPIs across on-premise and independent off-premise channels within Southern California. The Territory Sales Director will also be responsible for developing and fostering relationships with Breakthru Field Sales Managers and Sales Representatives to grow Riboli brands in the market. The time allocation is 25% On Premise and 75% Off Premise.

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, including the ability to develop and provide all necessary written reports, correspondence, and presentations.
Proficient oral communication and interpersonal skills, including the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
Intermediate Excel skills, including the ability to analyze sales data, market trends, and performance metrics.
Fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software.
Mathematical skills: ability to calculate and interpret financial data.
Current valid driver’s license.
Reside in Southern California.
Ability 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).
Compliance with all federal, state, and local laws and regulations governing the alcoholic beverage industry.
Maintenance of the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

Nice To Haves

Multi-language skills (Italian or Spanish) may be required or a plus for certain markets.

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 developing direct reports by teaching, training, and leading them to further their skills, scheduling consistent check-ins for KPI attainment, and outlining development opportunities.
Planning, directing, and coordinating all sales efforts within the on/off-premise channel of trade in Southern California.
Managing the assigned Breakthru Beverage Group California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent on/off-premise channel of trade.
Delivering the annual depletion, POD, and revenue plan within the Southern California zone and managing/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 in conjunction with the distributor or Riboli Area Sales Manager.
Cultivating cross-departmental 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.
Spending 20% of time planning, organizing, directing, and controlling execution.
Spending 60% of time with Riboli Area Sales Managers, Distributor Sales Managers, and trade.
Spending 20% on administrative, preplanning, and follow-up.
Working evening hours and weekends when necessary to accomplish outlined objectives.