Territory Sales Manager On-Premise, Northern California

At Riboli Family Wines, we've spent over a century perfecting our craft—and we're just getting started. As a four-generation, family-owned winery and one of America's fastest-growing wine producers, we create brands that people genuinely love, including Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. We've been recognized as American Winery of the Year, but what drives us isn't awards—it's the joy our wines bring to tables, celebrations, and everyday moments. Rooted in California and committed to quality, sustainability, and innovation, we're proud to honor our heritage while shaping the future of winemaking.

Summary-The Territory Sales Manager On-Premise is responsible for directing, communicating, motivating, organizing, and controlling execution of Riboli Family Wine & Spirits company goals through assigned personnel to achieve optimum sales across the Riboli portfolio. In addition, this position will be responsible for execution in 40-50 Top Accounts within a geographic zone, focused predominantly on premise. This position is responsible for driving, managing and executing KPI’s across on-premise and independent on-premise channels of trade within Northern California. Responsible for developing and fostering Breakthru Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market. Majority of time spent on-premise, with potential to manage independent retail operations.

Essential Duties and Responsibilities- Current duties may be changed if job requires and/or additional duties may be assigned if necessary.

Responsible for managing Riboli Family Wine & Spirits’ portfolio of products within Northern California including designated Riboli Area Sales Managers, distributors, and trade.

Responsible for executing the depletion, POD and revenue plan across the independent on/off-premise channels of trade and Military for Northern California.

Coaching and Development: teach, train, and lead direct reports to further their skills. Schedule consistent check-ins for KPI attainment and outline development opportunities.

Responsible for planning, directing, and coordinating all sales efforts within the on/off-premise channel of trade in Northern California.

Manage Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent on/off-premise channel of trade.

Accountable for delivering annual depletion, POD and revenue plan within the Northern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets for designated Riboli Area Sales Managers.

Take active role in assessing Riboli Area Sales Managers and distributor performance, including addressing poor performance issues.

Manage and develop Riboli Area Sales Managers and wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirit brand strategies and objectives through effective execution of the Riboli “Sales Process”.

This includes an active role in building monthly, quarterly and annual business plans by market.

Ensure that Riboli’s key distributors are managing Riboli’s brand strategies for the trade.

Call on independent top off-premise accounts (assigned) in conjunction with the distributor or Riboli Area Sales Manager.

Possess thorough knowledge of products, wine industry, competitive brands and markets.

Cultivate cross department relationships within the company, especially between sales, marketing, finance and logistics, to carry out Riboli Family Wine & Spirits brand strategies. Adherence to executive directions from senior leadership/ownership is a critical part of the job.

Exercise appropriate behavior with Riboli brands and agency brands, always representing these brands in the best and most professional manner.

Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending and every aspect of the Company’s business.

Job execution will break into the following components:

20 % of time spent planning, organizing, directing, and controlling execution.

60 % of time spent with Riboli Area Sales Managers, Distributor Sales Managers, and trade.

20 % administrative, preplanning, and follow up.

Each of these areas may require working evening hours and weekends when necessary to accomplish the outlined objective.

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, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education, Experience and Skills-

A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs)

Minimum of 7+ years in the beverage alcohol industry with multiple years of sales management experience.

Minimum 5+ years of direct people management experience.

Proficient written communication skills.

Incumbent must possess the ability to develop and provide all necessary written reports, correspondence and presentations necessary to satisfy job requirements.

Proficient oral communication and interpersonal skills. Incumbent must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public. Incumbent must articulate in a professional and personable manner to be a strong leader and partner to Riboli Customers and Trade.

Intermediate Excel skills. Ability to analyze sales data, market trends, and performance metrics to identify patterns, uncover opportunities, and develop data-driven strategies that drive business growth and optimize KPI achievement.

Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software is critical to the success of this position.

Mathematical skills: Incumbent must have the ability to calculate and interpret financial data which affects every day Riboli business.

For certain markets multi-language skills are required or would be a plus, i.e. Italian or Spanish (if required this will be identified during the recruitment process).

Interpretive skills: Incumbent must possess the ability to define problems, establish facts and collect data to interpret issues, draw valid conclusions from the data and recommend solutions to the business problem. Ability to interpret an extensive variety of statistical information.

Physical Demands-The physical demands described here are representative of those required by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the incumbent is regularly required to use their hands and eyes for PC use; reach with hands and arms; talk and hear. The incumbent is required to stand; sit; stoop, kneel, crouch; see, taste and smell wine products. The incumbent must be aware that the job involves distribution of alcohol beverages and recognizes that the company in no way encourages excessive or unnecessary drinking of alcoholic beverages while exercising the duties of this job. The incumbent must occasionally lift and/or move up to 50 pounds at a time, the approximate weight of a case of wine.

Additional Requirements-

Current valid driver’s license and reside in Northern California

Overnight travel is required and must be able to meet minimum requirement travel schedule for assigned territories

Prepare and present training meetings with wholesalers

Prepare and present training meetings with retailers

Excellent time management skills

No DWI offenses

No illegal drug use

Certain positions require residence in specific areas (if required this will be identified during recruitment process or during employment).

Must use for business a clean, late model, presentable and fully operational 4 door vehicle that reflects professionalism (company auto allowance provided).

Employees must comply with all federal, state and local laws and regulations which govern the alcoholic beverage industry and always maintain the highest ethical business standards and fiduciary duty on behalf of the company and its customers.

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Pay Range$100,000—$125,000 USD

At Riboli Family Wines, we are proud to be an equal-opportunity employer and we are committed to an environment of mutual respect, diversity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, protected veteran status or other characteristic protected by law.

The information provided in this description has been designed to indicate the general nature and level of work performed by incumbents within this job. It is not designed to be interpreted as a comprehensive inventory of all duties, responsibilities, qualifications, and working conditions required of employees assigned to this job. Management has sole discretion to add or modify duties of the job and to designate other functions as essential at any time. This job description is not an employment agreement or contract.