Regional Sales Manager - Northwest

Description

O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality, centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good. We are proud to be an industry leader in sustainability and a Certified B Corporation.

We are one of California's largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier, CA. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Substance, ViNO, 209 Gin, and BrandyLab.

We are seeking an experienced and driven Regional Sales Manager (RSM) for the Northwest United States to join our team. As a key member of our sales organization, you will play a pivotal role in driving growth and fostering strong relationships with distributors, retailers, and customers in the region. This is a unique opportunity to work with a renowned, purpose-driven company that leads the industry in both quality and sustainability. If you're passionate about sales, excited to work with innovative brands, and eager to contribute to the success of a company with a strong commitment to social and environmental responsibility, we want to hear from you!

The Regional Sales Manager will report to the Vice President of the West Zone and be responsible for driving sales and growth in the Northwest Region. (Washington, Oregon, Idaho, Montana, and Alaska). The RSM will partner with senior-level distributor networks, cultivate strategic account relationships, and lead brand strategy and budget management efforts to maximize revenue, expand market share, and elevate brand visibility. Additionally, the RSM will collaborate with the Strategic Accounts team to drive execution and foster growth across both on-premise and off-premise channels.

Requirements

DUTIES & RESPONSIBILITIES:

The following 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.

• Responsible for developing annual sales strategy, planning (inc. pricing, focus market & KPIs) & execution
• Lead & develop a team consisting of one Market Manager
• Responsible for the region/key customer P&L
• Responsible for executing and evaluating all Strategic Account programs
• Responsible for proactively analyzing business/brand performance and reporting findings to the VP
• Own relationships and lead Local Key Account/Customer Meetings
• Own Wholesaler relationship and management at Sr. Level - VP Wine/EVP/Local customer account teams
• Lead & prepare monthly and quarterly reviews and utilize O’Neill Scorecards
• Managing market work – GSMs, surveys, blitzes, account visits/work-withs
• Execute, measure, and evaluate National & Local programs/initiatives
  
  

Required Skills/Competencies

• Results-driven: Grows share in assigned group of accounts through new distribution and activation of programming
• Strategic Agility & Planning: Plans annual account objectives with marketing, customer, and wholesaler teams
• Financial Acumen: Executing financial strategies of the organization, including pricing and account investment
• Business Acumen: Knowledge expert with the assigned customers
• Negotiation Skills – using storytelling complemented by price, to sell effectively and overcome internal bias and customer objections
• Problem-solving: Quickly assess, triage, and solve complex issues
• Insights & Data Skills: Syndicated, qualitative, other, and using it for storytelling
• Company and Brand Championship – company-first mentality
• Presentation skills and commanding presence with groups: Expert in presentation skills and messaging of key stories
• Informing: Keeps internal partners informed of critical information
• Action-oriented: Seizes opportunities more than others.
• Customer-focused: Owns relationships with key stakeholders in assigned accounts
• Owns relationships with key stakeholders in assigned accounts
  
  

Key Performance Indicators For This Role Include

• Depletions Attainment
• Profit and Revenue Growth
• Distribution & Account-Sold Growth
• People development
  
  

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• A minimum of 5 years of industry experience and/or sales experience in the consumer products industry. Large state or multi-state management experience preferred
• Bachelor's degree in a related field preferred
• Leadership experience managing a team of people is required, with demonstrated success in building talent, including promotions of team members
• Previous ownership of revenue and A&P spending, and budgets
• Mastered ability to build relationships and maintain effective working relationships with Distributors and Accounts, and all internal stakeholders
• Mastery of price structures
• Highly skilled negotiator (distributors and key accounts)
• Demonstrated knowledge and experience in on and off-premise business and three-tier system
• Highly proficient with the Microsoft Office suite to include Word, Excel, and demonstrated excellence in PowerPoint building skills used for presentations
• Excellent written, oral, and listening skills
• Demonstrated ability to manage multiple projects, set priorities, and complete assignments with accuracy and within established time frames
• Ability to influence others’ actions without authority
• Must have a valid state driver’s license
  
  

Cultural Behaviors

O'Neill team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.

Physical Requirements

• Requires frequent travel by air and auto to visit accounts and markets
• Extensive computer usage for administrative work
• Ability to lift up to 50 pounds
• Perform some repetitive motion activities.
• Coordinate multiple tasks simultaneously.
• Maintain focus and attention to detail in a fast-paced environment.
• May need to determine the color, smell, and taste of wine using eyes, nose, and tongue.
  
  

Work Environment

• Work location is performed in a typical field environment or home office, with frequent visits to the headquarters office for meetings
• Moderate demands for movement and lifting
• Frequent travel to customer sites is required. Travel will be 40%.
  
  

O’Neill Vintners & Distillers offers a competitive salary and comprehensive benefits package, including medical, dental, vision, and life insurance coverage, short- and long-term disability, a 401(k) with a company match, Paid Time Off, holidays, and more.

O’Neill Vintners & Distillers is an equal opportunity employer. All aspects of employment, including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

All employees must pass a comprehensive background check and drug screen and adhere to all Company, Federal, and State Food Safety Regulations and Policies. This organization participates in E-Verify.

NOTICE TO THIRD PARTY AGENCIES

Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. If a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.