Regional Account Manager - Western Region

An industry leader, The Wine Group is one of the world’s foremost producers of award-winning wines across more than 60 wine brands and many winery facilities in California, New York, and Australia. Headquartered in Livermore, California, TWG is an industry innovator when it comes to developing, marketing, and selling wine brands beloved by consumers around the world, including Cupcake, Franzia, Benziger, Imagery, Tribute, 7 Deadly, Cooper & Thief, The Dreaming Tree, Charles Smith Wines, and more. The Wine Group believes in producing wine using sustainable and earth-friendly practices to foster healthy land and agriculture for generations to come. The company demonstrates environmental stewardship through its commitment to clean energy and by ensuring that all its owned vineyards are certified sustainable or biodynamic. To learn more, please visit: www.thewinegroup.com.

JOB SUMMARY

The Regional Account Manager – Western Region is responsible for executing TWG’s National Account Strategy across the entire TWG portfolio within both independent liquor accounts and regional grocery, convenience, and small-format chains. This role will manage and grow a portfolio of regional customers that includes, but is not limited to, Nugget Market, Bi-Mart, Plaid Pantry, Circle K, Bristol Farms, Terrible’s, Jacksons, ampm, and Rosauers. The Regional Account Manager will partner with the TWG Field Sales Organization (FSO) to optimize program execution with wholesalers, develop and implement annual strategic plans to expand TWG’s presence within each retail chain, and establish measurable Key Performance Indicators (KPIs) that drive brand growth. Additionally, they will ensure execution levels align with TWG’s Annual Operating Plan (AOP), delivering strong results and positioning TWG for continued success in the region. The ideal candidate will live in the Southern California area.

 

ESSENTIAL FUNCTIONS

• Develop, lead, and ensure execution of TWG’s strategy related to our agreed AOP plan for Regional Account Universe
• Responsible for delivering Region Account AOP Plan, Scorecard objectives and KPI’s.
• Manage and grow a portfolio of regional chain accounts, including customers such as Nugget Market, Bi-Mart, Plaid Pantry, Circle K, Bristol Farms, Terrible’s, Jacksons, ampm, Rosauers, and other assigned regional customers throughout the Western Region.
• Build relationships with regional chain buyers and all key decision makers in each account. Build quality relationships with Director/VP of Regional Chains at wholesaler as well as the KAMs and Execution teams.
• Understand TWG new item initiatives and how to prioritize them for each customer based on their individual go-to-market strategy.
• Translate national strategy into localized execution plans, tailored to their retailers.
• Conduct monthly program presentations against TWG priorities and chain specific opportunities; maximize TWG share of merchandising activity.
• Create and sell high impact Trade Marketing programs.
• Supports Field Sales to maximize program execution through all key phases: Planning-Communication-Execution-Evaluation.
• Manage budgets in the following categories: Pricing, Incentives, Coupons, Demos and Tasting, Travel and Entertainment expenses.
• Handle administration as required by each chain and TWG.
• This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.

QUALIFICATIONS

• Ability to travel with overnight stays.
• 5+ years of field sales experience with a supplier or distributor.          
• Retailer lead selling experience is a plus.
• Intermediate wine knowledge or associated certifications preferred.
• Knowledge of Nielsen, Excel, PowerPoint, Teams, and Word.
• Bachelor’s Degree.
• Strong analytical thinking and problem-solving skills.
• Must meet minimum insurance requirements and maintain a clean motor vehicle record.
• Must have a proactive spirit and possess strong initiative.
• Must be well organized with an ability to work independently as well as in a team environment and be flexible to changes in the wine industry.
• Must be able to work and succeed in a dynamic entrepreneurial environment.
• Support and model all Company procedures and policies. 

PHYSICAL DEMANDS

• Ability to perform tasks requiring bending, stooping, standing, and twisting in the performance of various tasks.
• Able to lift and carry up to 50 pounds at varying frequencies.
• Ability to travel frequently between home office, client sites, and industry meetings/events.

COMPENSATION

• Hiring Salary Range Posted: $120,100 - $150,000.
• Actual compensation will be based on factors such as experience, skills, knowledge, and abilities, education, and other position-related factors.

At The Wine Group, we are proud to be an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, protected veteran status or other characteristic protected by law.