Area Sales Manager, Fine Wines & Spirits; Aspect Division - Northern

Overview

At Riboli Family Wines, we've spent over a century perfecting our craft—and we're just getting started. As a four‑generation, family‑owned winery and one of America’s fastest‑growing wine producers, we create brands that people genuinely love, including Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. Rooted in California and committed to quality, sustainability, and innovation, we are proud to honor our heritage while shaping the future of winemaking.

Responsible for directing, communicating, motivating, organizing, and controlling the execution of Riboli Family Wine & Spirits goals through our wholesaler and assigned geography across Northern California. This position drives, manages, and executes Fine Wine & Spirits KPIs across the independent off‑premise and on‑premise channels of trade in Northern California. Responsible for developing and fostering Breakthru Aspect Division Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market.

• Manage Riboli Family Wine & Spirits' product portfolio within Northern California, including designated distributor representatives and trade.
• Execute depletion, POD, BTG, and volume plans across top independent off‑premise and on‑premise channels of trade for Northern California.
• Assist the State Sales Director with distributor team meetings and general sales meetings (Aspect On‑Premise and Full Book On‑Premise) and education sessions to further Riboli brands’ share of mind.
• Target and influence key customers within the independent off‑premise and on‑premise channels of trade, focusing on top fine wine accounts.
• Plan, direct, and coordinate all sales efforts within the independent off‑premise and on‑premise channels of trade in Northern California.
• Manage Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets supporting Riboli Focus Calendar program periods across the independent off‑premise and on‑premise channels of trade.
• Deliver depletion, POD, menu placements, and volume plan within the Northern California zone; manage and allocate trade expenditure, sample budgets, and T&E budgets.
• Assess Riboli on‑premise distributor performance in the assigned geographic zone and address poor performance issues.
• Develop wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirits brand strategies through effective communication and education.
• Ensure Riboli’s key distributors manage Riboli’s brand strategies for the trade.
• Call on independent top off‑premise and on‑premise accounts in conjunction with the distributor.
• Utilize KARMA to manage daily activity in the field and KPI monitoring.
• Possess thorough knowledge of products, the wine industry, competitive brands, and markets.
• Cultivate cross‑department relationships within the company, especially between sales, marketing, finance, and logistics, to carry out Riboli Family Wine & Spirits brand strategies.
• Exercise appropriate behavior with Riboli brands and agency brands, always representing these brands professionally.
• Exercise the highest level of fiduciary duty to the company in all financial matters, including budgets, promotional spending, and all aspects of the company’s business.
• Work components:
  • 20 % of time spent on wholesaler concentration (in‑market or conducting sales meetings/planning meetings).
  • 70 % of time spent in the field (alone, with wholesaler, or Riboli management).
  • 10 % administrative, pre‑planning, and follow‑up.
• Each area may require evening hours and weekends when necessary to accomplish the outlined objectives.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

• Four‑year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required (e.g., supplier, distributor sales or wine industry management jobs).
• Minimum of 5 + years of wine industry experience.
• Proficient written communication skills; ability to develop and provide all necessary written reports, correspondence, and…