Regional Manager - New Jersey​/Delaware

Regional Manager

Great Brands – Bigger Purpose

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) is focused on excellence, innovation and longstanding commitments to the environment and responsible business practices. We are proud to offer exciting career opportunities within our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT-USA).

Why us?

• Part of fourth largest global winery Viña Concha y Toro (32 million cases)
• #1 South American wine supplier in the U.S.
• Sell highly-awarded wines. To name a few in our VCT-USA portfolio:
• Don Melchor Wine Spectator Wine of the Year 2024; 4x Top 10; 10x Top 100
• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024
• Bonterra Wine Enthusiast Top 100 Wines of 2024 and Top 100 Best Buys of 2024
• Bonterra Wine Enthusiast American Winery of the Year 2016
• Bonterra Cabernet Sauvignon Estate Collection
  - Best in Class 2024 San Francisco Wine Competition
• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team
• Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

We're looking for a Regional Manager to grow share in on/off premise―throughout New Jersey and Delaware to ensure market penetration, brand awareness and sell-through. You will work independently and collaboratively with distributor personnel and key members of our sales and marketing team as well as actively work the market multiple days a week to make sales calls, maintain your own key account list, participate in local trade activities and maintain close communication with distributor team members and leadership, and build direct relationships with customers.

This is a remote, home office-based role with the ideal candidate located within proximity to North New Jersey. This role entails extensive driving within the field in order visit accounts, do work withs and attend distributor meetings. Overnight travel will be approximately 10% - 15%.

Scope

Responsible for overseeing business performance within an assigned state or group of states and ensuring the achievement of the regional business plan. This role has no direct people leadership responsibilities but drives results through coordination, influence, and collaboration with cross functional teams and distributor partners. The role is also accountable for ensuring full adherence to VCTUSA's established 'Ways of Working', including company standards, processes, and compliance expectations.

Key Responsibilities

• Manage state-level depletions, KPIs, and distributor targets.
• Conduct monthly performance reviews with key distributor teams.
• Manage monthly work-withs, market visits and key-selling activities.
• Build and execute state-level road maps (i.e., programming/activity calendars).
• Manage relationship with key state distributor personnel.
• Monitor pricing accuracy, inventory health, and forecast inputs.

Annual Business Planning

• Accountable to plan performance within assigned state(s).

Shipments

• Accountable for inventory management within assigned region ensuring Days of Inventory on Hand (DOH) and DOO remain within targeted guidelines.

Depletions

• Accountable for execution of chain/brand programs within assigned region.
• Accountable for Luxury Brand Collection execution.

Budget Management

• Ensure all brand spending for assigned region remains within annual budget.
• Responsible for submitting discretionary spending requests in accordance with policy.
• Ensure state distributor banks are being targeted to highest ROI activities.
• Monthly meeting with Sales Operations to review YTD budget performance.

Distributor Management

• Distributor relationship priorities include:
• Market Leads, State VPs, State EVP (monthly and quarterly meetings), State Business/Portfolio Managers, Chain Leads
• Facilitate monthly performance review meetings and QBRs.
• Coordinate surveys around key selling periods.
• Conduct monthly meetings with portfolio managers to review pricing, programming and inventory.

Market Impact

• Present in market 70%-80% of time.
• Business reviews and key distributor meetings.
• Cultivate relationships with key account buyers and ensure…