Territory Sales Manager -Premise, Northern

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. We've been recognized as American Winery of the Year, but what drives us isn't awards—it's the joy our wines bring to tables, celebrations, and everyday moments.

Rooted in California and committed to quality, sustainability, and innovation, we're proud to honor our heritage while shaping the future of winemaking.

The Territory Sales Manager On-Premise is 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. In addition, this position will be responsible for execution in 40-50 Top Accounts within a geographic zone, focused predominantly on premise. This position is responsible for driving, managing and executing KPI’s across on-premise and independent on-premise channels of trade within Northern 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. Majority of time spent on-premise, with potential to manage independent retail operations.

Current duties may be changed if job requires and/or additional duties may be assigned if necessary.

• Responsible for managing Riboli Family Wine & Spirits’ portfolio of products within Northern California including designated Riboli Area Sales Managers, distributors, and trade.
• Responsible for executing the depletion, POD and revenue plan across the independent on/off-premise channels of trade and Military for Northern 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.
• Responsible for planning, directing, and coordinating all sales efforts within the on/off-premise channel of trade in Northern California.
• Manage 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.
• Accountable for delivering annual depletion, POD and revenue plan within the Northern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets for designated Riboli Area Sales Managers.
• Take active role in assessing Riboli Area Sales Managers and distributor performance, including addressing poor performance issues.
• Manage and develop 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”.
• This includes an active role in building monthly, quarterly and annual business plans by market.
• Ensure that Riboli’s key distributors are managing Riboli’s brand strategies for the trade.
• Call on independent top off-premise accounts (assigned) in conjunction with the distributor or Riboli Area Sales Manager.
• Possess thorough knowledge of products, 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. Adherence to executive directions from senior leadership/ownership is a critical part of the job.
• Exercise appropriate behavior with Riboli…