Division Sales Director, Northeast

Job Description

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) has been guided by excellence, innovation, environmental stewardship, and responsible business practices since 1968. We are proud to offer exciting career opportunities across our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT USA).

We’re looking for a Division Director, Northeast, to provide strategic direction to ensure overall achievement of the division’s business plan throughout the Northeast and Mid-Atlantic regions. This entails overseeing all division and regional teams, ensuring consistent adherence to VCT-USA’s “Ways of Working” and alignment with company standards, and driving operational consistency and commercial performance across regions.

Through effective leadership, cross functional coordination, and disciplined execution, this role strengthens organizational capability and supports sustained growth across the division. The ideal candidate is based in the New York metropolitan area. Strong consideration will also be given to candidates located near Philadelphia, Boston, or other strategic markets throughout the Northeast region. Overnight travel is approximately 30% to 40%.

Key Responsibilities

• Own revenue, shipment and depletion goals across assigned division
• Translate annual business plan into actionable steps for division/regional teams
• Accountable for KPI performance, incentives, programming across divisions
• Act as primary VCT-USA lead with key region distributor leadership
• Manage pricing and budget compliance, and program ROI
• Ensure compliance between sales execution and key marketing/chain initiatives
• Recruit, train and develop region leads and ensure development of region support roles to achieve “Preferred Supplier” status

Annual Business Planning - Accountable to plan performance within assigned divisions
Shipments - Accountable for VCT-USA shipment plan within assigned divisions
Depletions - Conduct monthly review of depletion performance with region leads
Budget Management - Accountable to meet budget guidelines for assigned divisions
Distributor Management - Attend all state QBRs and assist with areas falling critically behind plan performance
Market Impact - In market 50%–60%; Team development, business reviews and key distributor and chain meetings; Corporate surveys
Requirements

• Bachelor’s degree in business/marketing or related field plus a minimum ten years progressive sales and marketing experience in CPG, wine and spirits, or beverage industry, or equivalent combination education/experience
• At least 5 years in a leadership role with proven success in driving commercial growth
• In-depth knowledge of positioning and marketplace placement
• Demonstrated success in developing and managing distributor partnerships to maximize results and achieve mutual goals
• Superior leadership and motivational skills with a history of building high-performing sales teams
• Strong understanding of account development and marketing strategies in the food/beverage environment
• Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel
• Valid Driver’s License and the ability to be insured
• Travel throughout the region required; overnight travel approximately 30%–40%

Preferred

• MBA, preferred
• Adult beverage industry experience in sales leadership roles
• Wine certification/education
• Experience growing revenue in import and/or organic categories, advantageous
• Circana/Nielsen; KARMA/iDig or similar CRM/sales execution platforms, advantageous

Physical Requirements - Ability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. on a frequent basis; ability to frequently sit and work at a desk for long periods of time; requires ability to frequently walk and occasionally stand, reach outward and upward, climb, crawl, squat, kneel, and bend; requires hand and finger dexterity for keyboarding and frequently working at computer for extended periods of time. Additional physical requirements required as related to domestic/international travel via air and ground transportation.
Benefits - First day Medical, Dental, Vision, Life & Disability, Tax Savings (401k w/ co. match), STD and LTD Disability, paid vacation, sick leave, company holidays. Health Care and Dependent Care FSA benefits available to eligible employees. Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO).
Compensation - Base salary target: $190,000 - $200,000, annual incentive target that aligns with individual and company performance, and transportation-related benefits.
About Bonterra Organic Estates - Part of the Viña Concha y Toro family of wineries since 2011, our California winery operation includes Mendocino County winery, production and approximately 830 acres of vineyard locations.
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