Regional Sales Director – West Region
**Must have multi-state sales and distributor management experience**
This French owned company is the exclusive US importer and distributor for its Parent Company's portfolio of wines. The core mission of the company is to continue to build the prestigious French wine houses of the group through expansion of distribution, strengthening of distributor relationships and a focus on well executed marketing plans.
JOB BASICS:
Location: Remote – West Region - SoCal preferred but flexible for the right person - will include 50% or more travel throughout territory as needed
§ Territory: AK, AZ, CA, CO, HI, ID, MT, NM, NV, OR, UT, WA, WY
§ Employment Type: Full-Time.
§ Reports to: VP of Sales
§ Collaborates with: CEO; Director of National Accounts – Off Premise; Marketing Manager
Salary: 120K base + 25% bonus
POSITION SUMMARY:
Our client is seeking a Regional Sales Director – West Region to lead the commercial execution of company strategy across the Western U.S. With oversight of 13 states, this role is responsible for driving distribution, depletions, brand visibility, and profitability for the wine and champagne portfolio.
The Regional Sales Director will manage all distributor relationships in the region, execute strategic sales initiatives, support national account mandates at retail, and ensure alignment between corporate strategy and regional field execution. This position requires strong leadership, analytical capabilities, and a deep understanding of the three-tier system.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:
Sales & Distribution Strategy:
o Develop and execute annual regional sales plans consistent with the national strategy.
o Secure new placements and expand distribution within Off-Premise and On-Premise channels.
o Grow sales volumes, increase depletions, and strengthen presence of existing listings across the region.
o Direct the implementation of pricing strategies, promotional programs, and marketing plans in coordination with the CEO, VP of Sales, and Marketing.
o Ensure regional strategy aligns with national chain objectives and supports execution at retail.
Distributor Management:
o Lead and manage relationships with distributor partners across all 13 West Region states.
o Conduct regular market visits, performance reviews, and retail surveys with distributor management and field teams.
o Oversee pricing, inventory management, margin control, and depletion allowances.
o Ensure accurate and timely execution of commercial programs, incentives, and chargebacks.
o Work closely with distributor sales teams to improve the penetration of the brands at the account level.
Retail & Key Account Development
o Build and maintain strong relationships with key regional retail buyers, chains, restaurant groups, and influential trade partners.
o Support national account programs at the regional level and ensure execution excellence inside major retail chains.
o Conduct regular sales calls independently and with distributor representatives to strengthen in-market visibility.
Marketing & Brand Activation:
o Partner with the Marketing team to develop and execute promotions that increase brand awareness, visibility, and velocity.
o Execute consumer-facing events, trade shows, general sales meetings, and brand activations.
o Ensure all brand standards are upheld and properly represented throughout the region.
Reporting, Analysis & Cross-Functional Collaboration:
o Provide regular reporting on sales performance, distributor execution, competitive activity, and market insights.
o Utilize company tools—Excel, Nielsen/Byzzer, Diver/iDig, ERP platform—to analyze market trends and identify growth opportunities.
o Collaborate with national accounts and internal teams to maintain alignment between local execution and broader company goals.
o Ensure compliance with company guidelines and operational processes.
Training & Development:
o Train and educate distributor sales teams on the product portfolio and brand strategies.
o Support internal alignment by collaborating closely with the national accounts team, marketing, and finance.
o Lead by example, demonstrating professionalism, integrity, and dedication to company success.
Administrative & Industry Representation:
o Represent the company at industry events, trade shows, regional GSMs, and distributor meetings.
o Participate in internal strategic meetings, contributing insights that support long-term company growth.
o Maintain all administrative responsibilities with accuracy and timeliness.
QUALIFICATIONS & REQUIREMENTS:
Experience & Industry Knowledge
o Minimum 5–7 years of wine industry sales experience, with strong distributor management background.
o Proven track record overseeing multi-state territories, preferably in the West.
o Deep understanding of Off-Premise and On-Premise channels and three-tier system operations.
Skills & Competencies
o Strong strategic planning and execution skills.
o Excellent communication, negotiation, and presentation abilities.
o Ability to build long-term relationships with distributors and retail partners.
o Highly organized with exceptional multi-tasking abilities.
o Proficiency with Excel, PowerPoint, Word, Outlook, Zoom/Teams, Diver/iDig, and Nielsen (Byzzer).
o Autonomous, proactive, and able to take initiative without supervision.
o Must provide professional references, a list of retail contacts, and a customer relationship matrix.
WORKING CONDITIONS & PHYSICAL REQUIREMENTS:
§ Regular travel within the region; occasional weekend and holiday work.
§ Must be available during working hours and flexible during peak business periods.
§ The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations.
§ Constantly operates a computer and other office productivity machinery employing repetitive arm and wrist motions, such as a computer and phone. Manual dexterity sufficient to reach and handle items.
§ Specific vision abilities require close and distance vision.
§ Must have a valid driver’s license.
§ Must be able to sit, stand or walk for a prolonged period.
§ Must be physically able to lift and carry cases of wine and promotional materials. Must be able to lift 50 lbs. Occasionally bend, stoop, reach, kneel, crouch, or climb.
COMPENSATION & BENEFITS:
§ Competitive base salary (commensurate with experience).
§ Performance-based bonus structure.
§ Comprehensive health coverage (medical, dental, vision).
§ Company-issued phone and laptop.
§ Travel expenses are reimbursed by company guidelines.
§ Paid vacation and career development opportunities.
Join this company and be a part of a dynamic team driving the success of premium French wine brands in the U.S. market!
Equal Opportunity Employer