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, Ram’s Gate, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, and BrandyLab.
We seek a dynamic, results-driven, innovative, and experienced Market Manager to lead and develop talented individuals within the wholesale team. The Market Manager is responsible for obtaining sales volume targets for select territories in the General market on and off channels and supporting the national accounts on-premise channel. Long-term brand building will also be a key initiative for this role. The market manager will work closely with key accounts and distributors to accomplish goals.
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.
- Lead key account execution and activation—execute goals/objectives developed by the Division Manager for the overall market.
- Time management by channel (60% On-Premise, 30% Off-premise, 10% Chain Merch Execution)
- Key Account responsibility – Lead top 200 Accounts in the General Market off/on (mix of on and off sale; regional/national on-premise accounts) directly
- Responsible for Territory of San Diego County/Inland Empire/Riverside County/San Bernadino County/South Orange County
- Work with Chain Merchandising Managers on ensuring O’Neill Chain Initiatives are met
- Execution - Measure and evaluate local programs and initiatives and ensure proper execution of NA programming where applicable
- Local Budget management--Manages brand budgets and T&E budgets
- Wholesaler Management
- Collaborative planning with distributors—training/education of distributor teams/reps; work with managers/reps to sell to KEY accounts; augment Division Manager’s programming at local team level where applicable
- Organize/lead in market work – GSMs, surveys, blitzes, account visits/work-withs
- Assist Division Manager—suggest incentives, trade marketing ideas, etc., to create more effective programs at the street level
- Internal Collaboration/planning--Work with the Regional/Division Manager to develop overall State sales plans, as well as ensure proper brand standards are adhered to
- Collaborate with Marketing on local brand/trade opportunities
- 90% of time allocated to Field Sales work (independently and with key distributors); 10% of time allocated to administrative duties (development of plans, budget management, development of presentations, follow-up)
Required Skills/Competencies:
- Results Driven
- Informing
- Business Acumen
- Financial Acumen
- Storytelling through Data and Analytics
- Ability to deal with Ambiguity
- Learning on the Fly
- Strategic Agility and Leadership
- Communication
- Presentation Skills
- Company and Brand Championship
- Action Oriented
- Marketing Prowess
- Management and Measuring Work
- Command Skills
- Developing Direct Reports and Others
- Problem-Solving
- Prioritization
- Creativity
- Customer Focused
Key Performance Indicators for this role include:
- Profit Growth
- Wholesaler leadership and development of local advocates
- Execution Excellence
- Operating efficiencies
- Wholesaler scorecard goal attainment
- POD growth
- Account Sold Growth
- Planner Execution
QUALIFICATIONS:
To perform this job successfully, an individual must be able to satisfactorily perform each essential duty. The requirements listed below are representative of the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
- Bachelor’s degree plus 5 years of industry experience and/or 5 years of sales experience in a consumer products industry
- Demonstrated ability to build relationships and maintain effective working relationships with Distributors and Accounts and all internal stakeholders
- Demonstrated strong coaching and sales training skills
- Strong understanding of wine production, wine styles, etc.
- Demonstrated knowledge of off/on/chains business and three-tier system
- Proficient with Microsoft Office suite to include Word, Excel, PowerPoint
- Excellent written and oral communication and listening skills
- Demonstrated ability to manage multiple projects, set priorities, and complete assignments with accuracy and within established time frames
- Ability to influence other’s actions without authority
- Must have a valid driver’s license
- Must reside within the San Diego market area
Cultural Behaviors:
O’Neill team members are Forward Thinkers, Hard Workers without Drama, and Friendly Problem Solvers who work as One Team to Always Deliver.
PHYSICAL REQUIREMENTS:
While performing the duties of this job, the employee is frequently required to do the following:
- Ability to sit/stand/walk for extended periods.
- Requires travel throughout the territory
- Extensive computer usage for administrative work
- Ability to lift up to 60 pounds
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.
