SUMMARY: The Southern California Regional Sales Manager (RSM) will manage a specific territory to further develop our business, maintain existing relationships/accounts, meet team sales plan, and enhance brand equity. This role involves developing on-premise and off-premise business and relationships, close collaboration with the Northern CA RSM and flexibility to respond to the changing CA sales landscape in partnership with the Director of Western Regional Sales.  

KEY RESPONSIBILITIES: 

Field Work (70%)

· Collaborates with Director of Western Regional Sales to effectively communicate territorial sales strategy to Southern California Distributor management.

· Responsible for executing Silver Oak|Twomey|OVID|Timeless|Prince Hill strategy within the Southern California sales territory.

· Targets and develops new business for the company, builds key account relationships.

· Develops National Account business and ensures distributor compliance and program fulfillment.

· Makes sales calls and continually prospects new accounts with distributors’ sales force and independently, while maintaining existing relationships with key accounts.

· Manages and works with distributors and their sales reps to achieve volume, prestige and new placement goals.

· Field work independently or with distributor reps and managers, four days per week on average.

· Works with Director of Western Regional Sales to manage pricing, programming, and inventory.

· Conducts in-person & virtual wine tastings, trade events and wine dinners for consumers, often on weekends and evenings. 

· Develops agendas, presentations and participates in sales meetings and business reviews.

· Conducts brand education, trains and coaches distributor sales reps and district managers.

· Promotes positive working relationships across the organization and distributor network.

Administrative Work (30%)

· Interacts with Distributor Sr. Sales Management and Portfolio Management statewide.

· Executes sales programs, builds key account relationships, develops and delivers education/training materials and presentations.

· Coordinates launches of new items with sales management.

· Works with the Director of Western Regional Sales to target appropriate accounts. Allocates wines, monitors and engages with accounts to enhance brand equity.

· Responsible for marketing intelligence gathering: reviews and analyzes market, sales performance, and other sales related data.

· Effectively collaborates with the entire Wholesale Team.

· Assists in building the Trade Marketing calendar, and coordinates Winemaker and Principal market work in the State.

· Forecasts sales and expense budgets and meet quarterly team sales goals. 

· Manages fulfillment of California National Account objectives in coordination with NA lead.

· Regularly communicates with the Director of Western Regional Sales regarding market work, sales progress, distribution initiatives, and market conditions.

· Analyzes sales information to implement Silver Oak|Twomey|OVID|Timeless|Prince Hill brand strategies and objectives.

· Collaborates with Wholesale Work Group structure, joins meetings for assigned work groups, actively shares new ideas and thoughtful comments on Work Groups regular topics.

· Maintains regular communications with inside sales team and winery sales management.

· Provides same day response to customer and company communications.

· Ensures State retail pricing is consistent with company guidance.

· Optimal use of resources provided by the winery.

Other

· Other tasks and responsibilities as assigned.

QUALIFYING SKILLS:

· Bachelor’s degree in Business or related field, and three years of related experience or equivalent combination of education and/or experience. Wine industry experience preferred.

· Proficient in MS Office Suite, particularly Excel and PowerPoint, and with a CRM system. Experience with DeVineWare preferred. 

· Must reside within the Southern California territory.

· Impeccable professional conduct, integrity and reliability.

· Highly motivated, self-starting individual, proactive and responsive with superb time management skills. 

· Demonstrates a positive approach and can work independently or as part of a team.

· Excellent managerial and selling skills. Experience managing supplier relations with wholesalers at sales staff and management levels.

· Ability and desire to travel daily within territory for meetings, market visits, presentations and market support.

· Objective oriented, focused, and assertive individual who can meet and exceed sales targets.

· Existing contacts and strong relationships with key on and off-premise accounts.

· Demonstrated success in business development and increasing case volume.

· Persuasive public speaking and presentation skills, ability to make effective group presentations 

· Professional approach and demeanor.

· Strong business writing and mathematical skills.

· Proven ability to track details and manage information.

· Embraces innovation and demonstrates entrepreneurial mindset.

· Demonstrates good judgment and makes sound business decisions on behalf of the company.

· Valid CA driver’s license with clean driving record.

PHYSICAL/MENTAL REQUIREMENTS:

While performing the duties of this job, the employee is frequently required to do the following:

· Extensive weekly travel within the territory.

· Coordinates multiple tasks simultaneously.

· Collects, interprets, and/or analyzes complex data and information.

· Understands and responds to a diverse population.

· Lifts and/or moves up to 35 pounds, including a briefcase and/or sales materials. 

· In most territories, travel is required by car. A clean DMV record is required.

WORK ENVIRONMENT:

· Splits time between an office setting and, in the marketplace, visiting accounts.

· Travel necessary in multiple modes.

The above 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.