Western Regional Sales Manager

Role Title: Western Regional Sales Manager, CA, WA, OR, ID, AZ and NV

Reports To: VP of Sales

Department: National Sales

Location: Must live in California near a major airport hub.

ROLE PURPOSE

Responsible for establishing and delivering the Company’s annual goals in the Western Region with a focus on California by working with and through the chosen Wholesaler partner.

KEY RESPONSIBILITIES

Planning

• Build and agree an annual market plan that will deliver the Company's annual depletion & distribution goals. The plan should include: Shipment goals, depletion goals, and POD (distribution) goals.
• Develop pricing and program strategies that deliver the Bundschu plan goals.
• Formulate market plans by channel and account and allocate the appropriate resources to the greatest strengths & opportunities.
• Use VIP and market intelligence to identify market opportunities. Share the insights with the Wholesaler Sales Team and develop an action plan to seize the opportunity.
• Work closely with the Marketing team to develop appropriate regional programs.
• Implement the Bundschu Company activation calendar.
• Develop win-win-win solutions for Retailers, Bundschu and our Wholesaler partners.

Wholesaler management

• Adopt all the standard processes described in the Bundschu Management Guide.
• Monitor and evaluate Wholesaler’s performance against market goals using the VIP reporting tool.
• Hold monthly business conversations with the Wholesaler Management Teams to review performance and course correct direction.
• Manage compliance of Strategic account programs.

Brand advocacy

• Educate Wholesaler sales personnel on the Bundschu Portfolio and the brand standards we expect.
• Where relevant undertake tastings and presentations to Wholesalers sales teams, wine stewards, sommeliers, and key retail accounts.
• Host wine dinners in key accounts, make arrangements for Bundschu Family dinners.

Market management

• Monitor competitor activities in the market.
• Communicate information on competitive strategy & tactics to direct supervisor and key Wholesaler personnel.

Business management

• Always show fiscal responsibility. Stay within pre agreed budget limits.
• Put controls in place to manage local market dollars; be totally transparent with budgeted spend.
• Stay within the pre-determined sample budget.
• Follow Company policy on travel and entertainment spend.
• Market activity reporting- complete market activity reports and contact reports and submit as required to manager.
• All other duties as assigned by manager to achieve company goals.

Activation

• Work with Wholesaler salespeople and management to execute programs efficiently & effectively.
• Participate in market focus activity in markets outside the primary area as needed.

QUALIFICATIONS

• High degree of wine knowledge, Somm WSET 2 or CMS 1. Wine focus and education high level.
• BA degree in Business or related area, or equivalent years’ work experience in wine industry.
• Technology savvy in understanding different digital platforms
• Excellent verbal and written communication skills required.
• Strong persuasive presentation skills, including the ability to speak before large audiences both internally and externally, required.
• Ability to multi-task and to exercise independent judgment without supervision.
• Strong analytical skills required.
• Passion for wine and the ability to continuously learn new wines and brands and represent effectively to customers required.

TRAITS

• Strong code of ethics and high level of emotional intelligence
• Listens more than talks
• Problem Solver
• Tenacious and resilient
• Energetic self-starter manager who has demonstrated an ability to communicate, work with and lead others in a matrix environment
• Works cooperatively as a member of a team and is committed to the overall team objectives rather than own interests.
• Actively learns from own failures and successes and those of others.
• Is honest in opinions and takes responsibility for his/her actions.

EXPERIENCE

• Minimum of five years previous professional outside sales experience required.
• Understanding and knowledge of off-premise and/or chain accounts
• Wine / alcohol beverage industry experience highly desirable but not mandatory.

WORK ENVIRONMENT

• Occasional delivery of samples weighing approx. 45lbs.
• 50% travel – combination of vehicle and air.
• Home based office – will require ergonomically compliant set up.
• 50% of time in field – will require walking, standing, bending and lifting.
• 40% of time divided between meetings, and desk work – could require long periods of sitting.

ABOUT:

Creating quality wine and experiences since 1858—The Bundschu Company owns and operates Gundlach Bundschu Winery, Abbot’s Passage Winery & Mercantile, Echo Echo Wines, and Huichica Music Festival in Sonoma Valley and beyond. Owned and managed by the Bundschu family for over 160 years, the company has built a robust and storied wine industry legacy by continually looking forward and pushing boundaries on all sides. We are known for best in class wines, beautiful settings, dynamic customer experiences, and a spirit of unpretentious and youthful approachability.

We strive to create a working environment that inspires personal and professional growth and a business that affords a meaningful and enriching lifestyle to all its participants. We hire people of any race, gender or sexual orientation who have fun pushing themselves to perform at the highest levels, every day. We are open minded people with integrity who do the right thing and act the right way, whether or not anyone is looking. We are looking for hard working, smart thinking, motivated, innovative, and collaborative individuals who value our legacy and are ambitious enough to create one of their own.

WORK ENVIRONMENT:

Bundschu Company offers its employees a comprehensive benefits package. The core health insurance components include medical and dental. Bundschu Co. covers the majority of cost for employees and dependents. Other benefits include 401(k) with discretionary company match, vision insurance, FSA and disability insurance, paid time off, paid holidays, time off for volunteer opportunities, time-off for your birthday, wine and merchandise discounts and many more! This position also includes both a car allowance and phone reimbursement.