Midwest Regional Sales Manager

WineTalent is working with our client, Rutherford Wine Company on a Midwest Regional Sales Manager role.

About the Company:  Rutherford Wine Company is a family owned and managed portfolio of wines showcasing the rich diversity of California’s premier grape growing regions.  The winery is committed to sustainable, earth-friendly wine growing and winemaking practices.  The portfolio includes wines that are estate-grown, terroir inspired, sustainably farmed, small-lot production wines and a growing portfolio of private label wines produced from Napa, Monterey, Lodi and Central Coast fruit.  The portfolio of wines is sold nationally and internationally.

About the Position:  This position is responsible for managing and achieving annual sales and distribution goals for the Midwest Region; IL, IN, IA, MN, MI, OH, PA, WI. Ensures goals are achieved with profit and within guidelines of the company strategy. Builds annual commercial plan that encompasses marketing initiatives designed to engage consumers and achieve sales goals. Localizes and implements national distributor policies and programs consistent with company goals, objectives, and marketing initiatives. Responsible for managing approved pricing support (DA,SPA, Coupon) and local tactical funds within assigned budget.

Essential Duties and Responsibilities:

  • Achieve annual regional shipment, depletion and profitability goals.
  • Develop and action approved annual commercial plan based on assigned goals (how growth will be achieved). Course correct plan as needed.
  • Provide regular monthly reporting- performance analysis, marketing & sales plans, pricing & inventory, and winery accolades (more often as market conditions may require) for region and communicate;
    • To distributor network to ensure engagement at all levels.
    • To RWC executive team; VP Sales, GM, Owner to create transparency.
    • Recording all distributor meetings and important conversations or approvals with proper follow-up notes and keeping a secure, public file for RWC via proper data resource system (Sales K-Drive, One Drive, etc.).
  • Quarterly market reviews with distributor executive management for region.
  • Responsible for the deployment and reconciliation of pricing and local tactical budget.
    • Accurate and timely processing of distributor invoices.
    • Gain approval and ensure proper pricing changes are registered as required and within company policy.
  • Responsible for establishing and maintaining a strong, professional, relationship with all levels of distributor management personnel. Providing clear goals and keeping management on track.
  • Keep and maintain direct relationship with at least the top 200 accounts in region; direct sales calls, account support initiatives, winery education, and regular communication
    • Ensure communication, meeting presentations, follow-up notes, account support are all properly tracked and saved as historical records for the company on approved company share drives.
    • Keep updated list of all contacts (name, title, e-mail, phone, address) associated with top 200 accounts in region.
  • Actively source new prospect accounts for RWC brands to ensure market awareness.
  • Perform winery consumer & trade events to promote and sample brands with an emphasis on collecting trade and consumer contact information for our data base and growing distribution list for email campaigns.
  • Perform regular markets visits to support; distributor meetings, trade & consumer shows, direct account calls/presentations, prospect new accounts, and pricing & display surveys.


  • Bachelor’s degree in Business Administration, Communication, Marketing or closely related discipline.
  • At least 10 years of related sales and marketing experience.  Strong chain account sales experience in the local territory.
  • Proven success in building and enriching relationships with business partners including wholesalers, private label buyers and related businesses.
  • Proven ability to work effectively with all levels of distributor management and sales.
  • Able to travel as much as 50% of the time within the United States, including some weekend stays.
  • Experience with Diver and NAVision software.
  • Knowledge and understanding of AC Nielsen and/or IRI Data.


  • High level of wine knowledge.
  • Proven ability to work effectively with all levels of distributor management and sales.
  • Proficient in Microsoft Office (Word, PowerPoint, Excel)
  • Strong English communication skills both written and verbal.
  • Ability to manage time effectively and handle multiple projects.

Compensation and Benefits:

  • This is a full-time, salaried position with a performance-based bonus
  • Competitive compensation depending on experience plus benefits including medical, dental and vision coverage, paid time off and 401(k).

About WineTalent:  WineTalent is a wine industry focused recruitment company. We work closely with our clients and our job seekers to find the right fit of talents, experience and work environment. All inquiries will be kept strictly confidential.

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