RV - Manager, Regional Sales - East Coast

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Position Overview

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.

Core Responsibilities

1. Sales Strategy & Performance

• Deliver regional sales volume, revenue, and profit targets within budget.
• Set annual distributor marketing calendars and adjust as necessary.
• Set and track goals by product, account type, and distribution channel (on/off-premise).
• Manage allocated wine sales and optimize product mix.

2. Market Development

• 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.

3. Field Execution & Travel

• ~50% travel, including occasional evenings and weekends for trade and consumer events.
• Conduct regular in-market visits, focusing on high-potential and high-priority areas.
• 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.

4. Distributor Management & Market Intelligence

• Responsible for wholesaler business reviews, programming, inventory management, annual planning, pricing, and holding distributor teams accountable for execution
• Develop and maintain strong relationships with distributor teams and leadership.
• Proactive management of wholesaler inventory, depletion trends, supply risks and excess positions.
• Evaluate competitive activity and adjust plans as needed to maintain a strong market position.
• Provide clear, timely reporting and communicate key insights to the National Sales Director.

5. Event & Marketing Integration

• Collaborate with Ridge marketing to execute impactful events targeting trade, press, and consumers.
• Leverage Ridge’s production and executive team when applicable to elevate presence in the market.

Candidate Profile

• 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.
• Strong written, verbal, and presentation skills.
• Highly organized with strong attention to detail.
• Technologically proficient; experience with MS Office, Salesforce, and VIP highly valued.
• Must hold a valid driver’s license and be comfortable with extensive travel.

Salary: $135k to $150k, depending on experience