Regional Sales Manager - Gulf Region

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Regional Sales Manager - Gulf Region

O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality, centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good.

We are proud to be an industry leader in sustainability and a Certified B Corporation.

We are one of California's largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier, CA. Our award-winning portfolio of consumer brands includes Line 39, Fit Vine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Substance, ViNO, 209 Gin, and Brandy Lab.

We are seeking an experienced and driven Regional Sales Manager (RSM) to join our team in the Gulf Region. As a key member of our sales organization, you will play a pivotal role in driving growth and building strong relationships with distributors, retailers, and customers across the region. This is a unique opportunity to work with a renowned, purpose-driven company that leads the industry in both quality and sustainability.

If you're passionate about sales, excited to work with innovative brands, and eager to contribute to a company committed to social and environmental responsibility, we want to hear from you.

The Regional Sales Manager will report to the Vice President of the Central Region and drive sales and growth across GA, AL, and MS. The RSM will partner with senior-level distributor networks, cultivate strategic account relationships, and lead brand strategy and budget management to maximize revenue, expand market share, and elevate brand visibility. The role will also collaborate with the Strategic Accounts team to drive execution and foster growth across both on-premise and off-premise channels.

The following reflects management’s definition of essential functions for this job, but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Develop annual sales strategy, planning, and execution, including pricing, focus markets, and KPIs.
• Own region and key customer P&L.
• Execute and evaluate all Strategic Account programs.
• Proactively analyze business and brand performance and report findings to the VP.
• Own relationships and lead Local Key Account and Customer Meetings.
• Own wholesaler relationships and management at the senior level, including VP Wine, EVP, and local customer account teams.
• Lead and prepare monthly and quarterly reviews, utilizing O'Neill Scorecards.
• Manage market work such as GSMs, surveys, blitzes, account visits, and work-withs.
• Execute, measure, and evaluate National and Local programs and initiatives.

• Depletions Attainment
• Profit and Revenue Growth
• Distribution & Account-Sold Growth
• Results-driven, growing share in assigned accounts through new distribution and activation of programming.
• Strategic agility and planning, building annual account objectives alongside marketing, customer, and wholesaler teams.
• Financial acumen, executing pricing and account investment strategies.
• Business acumen, serving as a knowledge expert on assigned customers.
• Action-oriented, seizing opportunities more readily than others.

• Skilled negotiator, using storytelling complemented by price to sell effectively and overcome internal bias and customer objections.
• Problem-solving, quickly assessing, triaging, and resolving complex issues.
• Customer-focused, owning relationships with key stakeholders in assigned accounts.
• Ability to influence others' actions without direct authority.

• Strong insights and data skills, using syndicated and qualitative data for storytelling.
• Company and brand championship, with a company-first mentality.
• Expert presentation skills and…