District Manager - Greater San Francisco Bay Area

Great Brands – Bigger Purpose

Part of Chile-based Viña Concha y Toro, the leading wine producer in Latin America and one of the world's largest wine companies, Viña Concha y Toro USA (VCT-USA) is a premier U.S. wine marketer and the nation's leading importer of South American wines. Our diverse portfolio features acclaimed brands from California, Chile, and Argentina, including Bonterra, Casillero del Diablo, Don Melchor, Fetzer, Frontera, Ranch Wine, Trivento, and 1000 Stories.

A Certified B Corporation, Bonterra Organic Estates—our Hopland, California-based winery—strives to lead the industry in sustainability through our commitments to regenerative farming, renewable energy, and circular packaging. Located in Mendocino County, our California operations include winemaking, production, and approximately 830 acres of estate vineyards dedicated to crafting exceptional wines while advancing environmental stewardship and social responsibility.

As District Manager based in the Greater San Francisco Bay Area, you will be responsible for growing the VCT-USA portfolio across independent retail, on-premise accounts, and chains. In this role, you will be responsible for driving performance, distribution and market share with primary focus on North Bay—Sonoma, Napa, Mendocino counties—as well as east to Sacramento. This role is primarily sales‑ and activation‑focused, executing key initiatives to strengthen customer relationships and support commercial growth. This role influences results through effective communication, collaboration, and field execution. You will report to the Regional Manager.

This remote, home office-based 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%.

If you are a motivated sales professional who excels at building relationships, identifying opportunities, delivering results, and eager to be active in the market three to five days per week developing customer relationships, driving sales initiatives, and working alongside distributor partners, then we want to hear from you.

Key Responsibilities

• Accountable for market-level sales activation and driving key brand programs.
• Build strong relationships with top retail accounts, local chains, retail buyers and on-premise decision-makers to identify key selling opportunities.
• Develop strong relationships with distributor teams to multiply efforts and gain share of mind.
• Coordinate market work-withs, surveys, and sales blitzes with distributor teams.
• Provide daily/weekly market performance recaps and identify execution gaps to distributor and VCT-USA management.
• Achieve assigned sales, distribution, depletion, and market share objectives.
• Develop target account lists and execution plans to drive distribution and sales growth.
• Present sales programs, pricing initiatives, promotional opportunities, and brand priorities to customers and distributor partners.
• Monitor account execution, including pricing, distribution, merchandising, displays, cold box placements, menu placements, and promotional compliance.
• Utilize CRM systems, reporting tools, and sales analytics to identify opportunities and monitor performance.

Annual Business Planning

• Accountable for market activation and KPIs within assigned area of responsibility.
• Develop and execute annual and quarterly territory business plans.

Depletions

• Execute all confirmed chain/brand programs applicable to assigned territory.
• Accountable for Luxury Brand Collection execution, where assigned.
• Grow distribution on brand focus programs.
• Communicate progress on execution priorities with the Regional Manager and distributor teams.

Budget Management

• Adhere to assigned budget limits within assigned territory.
• Submit all requests for additional spend to the Regional Manager for further submission and processing.
• Manage budgets, samples, incentives, and promotional resources in accordance with company guidelines.

Distributor Management

• Distributor relationship priorities include Sales Managers, Field Sales Managers, Sales Reps, Chain Merchandiser Managers, Chain KAMs.
• Build and maintain strong relationships with distributor management and sales representatives.
• Attend General Sales Meetings (GSM), distributor meetings, team meetings, and training sessions when applicable. 

Market Impact

• Be present in the market 85%-90%.
• Customer-facing role to predominantly sell against VCT-USA key brand/chain/channel programs.
• Conduct regular sales calls, work-withs, customer meetings, staff trainings, tastings, and consumer events.
• Provide market health audits with appropriate distributor and VCT-USA management to ensure pricing compliance with VCT-USA standards.
• Manage a large geographic territory and prioritize activities for maximum effectiveness.

Must Requirements

• Bachelor’s degree in business/marketing or related field plus a minimum two to five years progressive sales experience in wine and spirits or beverage industry, or equivalent combination education/experience
• Proven success in alcohol beverage industry sales and account management including extensive knowledge of on- and off-premise, retail wine channels, and trade
• Proven track record of achieving sales goals and growing market share
• Experience working with wholesalers/distributors and key account customers
• Knowledge and passion for both luxury/premium and commercial wines and excitement for selling a wide spectrum of price points and formats
• Strong verbal and written communicator with strong public speaking and presentation skills
• Excellent interpersonal skills with the highest level of integrity
• Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel
• Valid Driver’s License and the ability to be insured
• Overnight travel approximately 10% - 15% of time; weekend and evening work as required to support events, promotions, and customer activities
• Travel throughout region required

Preferred Requirements

• Experience selling imports and/or organic categories, advantageous
• Circana/Nielsen information experience, a plus
• Familiarity with KARMA/iDig or similar CRM/sales execution platforms, advantageous
• Wine education or certification, a plus (WSET or CSW preferred)

Physical Requirements

Ability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. on a frequent basis; ability to frequently sit and work at a desk for long periods of time; requires ability to frequently walk and occasionally stand, reach outward and upward, climb, crawl, squat, kneel, and bend; requires hand and finger dexterity for keyboarding and frequently working at computer for extended periods of time. Additional physical requirements required as related to domestic/international travel via air and ground transportation.

Benefits

First day Medical, Dental, Vision, Life & Disability, Tax Savings (401k with company match), Short and Long-Term Disability, paid vacation, sick leave and company holidays. Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees. Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO). We offer many employee-focused health, wellness, training and safety-related programs as well as scholarship opportunities for dependents.

Compensation

Compensation for this role includes a target base salary range of $90,000 to $110,000, an annual incentive target that aligns with individual and company performance, and transportation-related benefits. Actual rates will vary and are based on a candidate’s relevant education, qualifications, experience, skillset, competencies, internal equity, location and alignment with market data.

To Applyhttps://recruiting2.ultipro.com/FET1003FETZ/JobBoard/c6d65af3-319c-4d5a-8905-6818e98b821b

Requires successful completion of criminal background, DMV check and drug screen. AA/EOE/M/F/D/V  

You will be required to submit verification of your citizenship or legal right to work in the United States at the time of an offer of employment.

Privacy Policy: https://www.bonterra.com/privacy-policy

Employee Rights under FMLA: https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf

https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlasp.pdf