Division Sales Manager

SUMMARY:

O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good—we are proud to be an industry leader in sustainability and a Certified B Corporation.

We are one of California's largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier/Reedley, CA. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Wines of Substance, ViNO, and BrandyLab.

O’Neill is searching for a dynamic, results-driven, innovative, and experienced Division Sales Manager to lead and develop talented individuals within the wholesale team. The Division Manager, reporting to the General Manager, is pivotal in driving profitable and sustainable growth within the assigned region. This leader will craft and execute innovative field sales and distributor management strategies to maximize winery volume, market share, and profitability. Acting as the primary liaison with wholesalers at the CVP/DVM level, the Division Manager will also oversee relationships with key local on- and off-premise multi-outlet accounts. With a strong focus on leadership, this role is responsible for guiding and developing a team of Market Managers, ensuring the successful execution of strategic objectives, and fostering a culture of excellence across the territory.

DUTIES & RESPONSIBILITIES:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Team Leadership & Development. Lead and mentor a team of Market Managers, working closely with each manager at least 4 to 5 times per month in the field. Organize monthly team meetings, provide training, and guide the team to achieve monthly quotas and focus brand objectives.
• Market Strategy & Execution. Develop and implement local sales strategies, including pricing, key market focus, and KPIs. Plan and execute market work such as surveys, blitzes, and account visits. Drive execution and evaluation of all National and Local programs, including Strategic Account initiatives.
• Territory Management. Gain a deep understanding of the dynamics and trends within each division territory. Plan quarterly meetings to outline incentives, tools, and focus brands. Organize “blitz” days targeting top displayable accounts.
• Account Management. Build and maintain strong relationships with top On- and Off-Premise buyers, Regional Account Managers, and Independent Account Executives. Own relationships with local key accounts and oversee progress against account-specific goals.
• Wholesaler Management. Lead wholesaler relationships at the CVP and DVM levels for both On- and Off-Premise accounts. Conduct monthly business reviews with CVPs to align on annual plans and program goals.
• Performance Analysis. Proactively analyze business and brand performance, utilizing O’Neill Scorecards to evaluate success. Report findings to the General Manager and collaborate on actionable insights.
• Team Engagement & Communication. Foster team motivation through tools and strategies designed to "move the dial." Host monthly team meetings, happy hours, and other initiatives to keep the team aligned and engaged.
• National Account Support. Work closely with the O’Neill National Account Team to enhance chain merchandising execution through blitzes, GSMs, and collaborative events.

Required Skills and Competencies:

• Results Driven: Demonstrated ability to grow market share through new distribution and program activation.
• Strategic Agility: Skilled in planning annual objectives in collaboration with marketing, customer, and wholesaler teams.
• Financial Acumen: Proficient in executing pricing strategies and account investments.
• Business Acumen: Deep knowledge of assigned customers and market dynamics.
• Negotiation Skills: Expert in crafting compelling stories using pricing and data insights to overcome objections.
• Problem-Solving: Adept at assessing and resolving complex challenges quickly.
• Data & Insights: Proficient in leveraging syndicated and qualitative data for strategic storytelling.
• Company Advocacy: Champions company values and promotes a team-first mindset.
• Presentation Skills: Ability to communicate with clarity and confidence to diverse audiences.
• Customer Focus: Builds and sustains strong relationships with key stakeholders.

Key Performance Indicators:

• Profit Growth
• Distribution & Velocities
• Wholesaler scorecard goal attainment
• Demonstrating successful people development within the team

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• A minimum of 5+ years of industry experience and/or sales experience in a consumer products industry is required. Experience managing large states or multi-state territories is preferred.
• A bachelor's degree in a related field is preferred.
• Proven experience in managing a team is required, with demonstrated success in talent development, including promoting team members.
• Previous experience with revenue ownership, A&P spending, and budget management.
• Expertise in establishing and maintaining effective working relationships with Distributors, Accounts, and internal stakeholders.
• Advanced understanding and mastery of price structures.
• Highly skilled in negotiation with both distributors and key accounts.
• Demonstrated knowledge and experience in on-premise and off-premise business operations, as well as the three-tier distribution system.
• Proficient in Microsoft Office applications, including Word and Excel, with exceptional PowerPoint skills for creating impactful presentations.
• Excellent written, oral, and listening skills.
• Proven ability to manage multiple projects simultaneously, prioritize tasks, and complete assignments accurately within established deadlines.
• Demonstrated ability to influence actions and decisions of others without direct authority.
• Must hold and maintain a valid state driver’s license

Cultural Behaviors:

O’Neill team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.

PHYSICAL REQUIREMENTS:

• Requires frequent travel by air and auto to visit accounts and markets
• Extensive computer usage for administrative work
• Ability to lift up to 50 pounds

WORK ENVIRONMENT:

• Work location is performed in a typical field environment or home office with frequent visits to the headquarters office for meetings
• Moderate demands for movement and lifting
• Frequent travel to customer sites is required. Travel will be >50%.

SENIOR TITLE REQUIREMENTS: 3-5 years of demonstrated mastery and consistent high-level performance in the responsibilities outlined.

O’Neill Vintners & Distillers offers a competitive salary and comprehensive benefits package, including medical, dental, vision, and life insurance coverage, short- and long-term disability, a 401(k) with a company match, Paid Time Off, holidays, and more.

O’Neill Vintners & Distillers is an equal opportunity employer. All aspects of employment, including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

All candidates must pass a comprehensive background check and drug screen and adhere to all Company, Federal, and State Food Safety Regulations and Policies. This organization participates in E-Verify.