Area Sales Manager, Fine Wines & Spirits (Aspect Division) - Northern California

Summary-
Responsible for directing, communicating, motivating, organizing, and controlling execution of Riboli Family Wine & Spirits company goals through our wholesaler and assigned geography across Northern California. This position is responsible for driving, managing, and executing Fine Wine & Spirits KPI’s across the independent off-premise and on-premise channels of trade within Northern California. Responsible for developing and fostering Breakthru Aspect Division Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market.  

Essential Duties and Responsibilities- 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 distributor representatives, and trade.
• Responsible for executing the depletion, POD, BTG and volume plans across top independent off-premise and on-premise channels of trade for Northern California.
• Able to assist State Sales Director with distributor team meetings and General Sales Meetings (Aspect On-Premise and Full Book On-Premise) and education sessions to further Riboli brands’ share of mind.
• Ability to target and influence key customers within the independent off-premise and on premise channels of trade. Majority of focus on top fine wine accounts.
• Responsible for planning, directing, and coordinating all sales efforts within the independent off-premise and on-premise channels 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 off-premise and on-premise channels of trade.  
• Accountable for delivering depletion, POD, menu placements, and volume plan within the Northern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets.  
• Take active role in assessing Riboli on-premise distributor performance within assigned geographic zone, including addressing poor performance issues.
• Assist in developing wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirit brand strategies and objectives through effective communication and education.
• Ensure that Riboli’s key distributors are managing Riboli’s brand strategies for the trade.
• Call on independent top off-premise and on-premise accounts in conjunction with the distributor.  
• Utilize KARMA to manage daily activity in the field and KPI monitoring.
• 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 brands and agency brands, always representing these brands in the best and most professional manner.
• Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending, and every aspect of the Company’s business.
• Job execution will break into the following components:
  • 20% of time spent on wholesaler concentration (in market or conducting sales meetings/planning meetings).
  • 70% of time spent in the field (on own, with wholesaler, or Riboli management).
  • 10% administrative, preplanning, and follow up.
• Each of these areas may require working evening hours and weekends when necessary to accomplish the outlined objective.  

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/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education, Experience, and Skills-

• A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs)
• Minimum of 5+ years of wine industry experience.
• Proficient written communication skills. Incumbent must possess the ability to develop and provide all necessary written reports, correspondence and presentations necessary to satisfy job requirements.
• Proficient oral communication and interpersonal skills. Incumbent must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public. Incumbent must articulate in a professional and personable manner to be a strong leader and partner to Riboli Customers and Trade.
• Intermediate Excel skills. Ability to analyze sales data, market trends, and performance metrics to identify patterns, uncover opportunities, and develop data-driven strategies that drive business growth and optimize KPI achievement.
• Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software is critical to the success of this position.  
• Mathematical skills: Incumbent must have the ability to calculate and interpret financial data which affects every day Riboli business.
• For certain markets multi-language skills are required or would be a plus, i.e. Italian or Spanish (if required this will be identified during the recruitment process).
• Interpretive skills: Incumbent must possess the ability to define problems, establish facts and collect data to interpret issues, draw valid conclusions from the data and recommend solutions to the business problem.  Ability to interpret an extensive variety of statistical information.   

Physical Demands-
The physical demands described here are representative of those required by an employee to successfully perform the essential functions of this job.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the incumbent is regularly required to use their hands and eyes for PC use; reach with hands and arms; talk and hear.   The incumbent is required to stand; sit; stoop, kneel, crouch; see, taste and smell wine products.  The incumbent must be aware that the job involves distribution of alcohol beverages and recognizes that the company in no way encourages excessive or unnecessary drinking of alcoholic beverages while exercising the duties of this job.  The incumbent must occasionally lift and/or move up to 50 pounds at a time, the approximate weight of a case of wine.  

Additional Requirements-

• Current valid driver’s license and reside in Northern California
• Overnight travel is required and must be able to meet minimum requirement travel schedule for assigned territories.
• Prepare and present training meetings with wholesalers
• Prepare and present training meetings with retailers
• Excellent time management skills
• No DWI offenses
• No illegal drug use
• Certain positions require residence in specific areas (if required this will be identified during recruitment process or during employment).
• Must use for business a clean, late model, presentable and fully operational 4 door vehicle that reflects professionalism (company auto allowance provided).
• Employees must comply with all federal, state, and local laws and regulations which govern the alcoholic beverage industry and always maintain the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

 

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