Head of Wholesale Sales

The Regional Sales Manager (RSM), Eastern Region, leads Ridge Vineyards' wholesale business throughout the territory. The RSM is accountable for driving profitable growth, cultivating high-quality distribution, overseeing distributor performance and inventory, and fostering long-term relationships with trade partners. This role demands strong commercial judgment, disciplined market execution, and the ability to translate Ridge's brand strategy into measurable results. Sales Strategy & Performance
Deliver regional sales volume, revenue, and profit targets within budget.

Set and track goals by product, account type, and distribution channel (on/off-premise). Manage allocated wine sales and optimize product mix. Grow productive points of distribution across priority on- and off-premise accounts, with particular focus on Ridge's strategic brands and target accounts. Ensure appropriate pricing and margin structure is maintained in all channels. Balance on- and off-premise distribution in accordance with brand strategy. Build a broad, quality-driven distribution base throughout the region.

Field Execution & Travel
~50% travel, including occasional evenings and weekends for trade and consumer events. Call on key and target accounts independently and alongside distributor reps. Deliver compelling staff trainings, support sales meetings, and serve as an articulate brand ambassador. Conduct tastings, wine dinners, and trade presentations.

Distributor Management & Market Intelligence
Responsible for wholesaler business reviews, programming, inventory management, annual planning, pricing, and holding distributor teams accountable for execution
Proactive management of wholesaler inventory, depletion trends, supply risks and excess positions. Provide clear, timely reporting and communicate key insights to the National Sales Director. Bachelor’s degree required. Extensive knowledge and passion for wine. Proven success managing distributor relationships and field sales.

Established network with key buyers and sommeliers. experience with MS Office, Salesforce, and VIP highly valued. Must hold a valid driver’s license and be comfortable with extensive travel.