Division Manager, Broad Market - Nor Cal

JOB SUMMARY

The Division Manager, Broad Market Nor Cal, is responsible for leading sales and execution across On-Premise, Off-Premise, and Independent accounts throughout the Northern California market, as well as achieving all volume and distribution goals for The Wine Group, Inc. portfolio of brands. The Division Manager will also be responsible for developing and executing pricing/programming strategies in coordination with the TWG Leadership Team. Additionally, the role will have responsibilities across On-Premise, Off-Premise, Independent, and key regional accounts. This entails strategy development and distributor channel leadership, including partnership and management across all levels of the distributor organization, from Sales Representatives and Area Managers to Sales Directors, Vice Presidents, and senior leadership.

The Division Manager is directly responsible for the leadership, direction, and performance management of the On‑Premise Market Specialist. This includes setting clear priorities, aligning execution to market and brand strategies, and ensuring consistent standards of on‑premise execution across the division.

The Division Manager will spearhead efforts to increase TWG’s market share, execute programs, and prioritize brand initiatives. There will be routine travel within assigned markets, with a strong focus on providing high-volume support in Northern California, including San Francisco, East Bay, San Jose, and Sacramento. The preferred candidate will be located within easy commuting distance for these markets.

ESSENTIAL FUNCTIONS

• Responsible for building and owning relationships in On-Premise, retail Off-Premise / Independent Accounts, and Key regional accounts along with a high focus on Distributor Management.
• Assist in developing and implementing annual operating plan which includes financial, volume, and distribution objectives.
• Collaborate with TWG management team to ensure new item & monthly retail priority execution are being achieved. 
• Schedule and lead effective distributor sales meetings with all levels of management. 
• Introduce creative sales execution concepts, share across state lines/regions if successful and aspire to be a leader in best practices. 
• Administrative responsibilities include complete monthly CPR, complete monthly phasing calendar, maintain working key account list, and completing any relevant Travel & Entertainment expenses on a weekly basis. 
• Manage assigned budgets including incentives, travel & entertainment, and other departmental expenses. 
• Ensure all sales practices are compliant with state & company policies/law. 
• This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. Duties, responsibilities, and activities may change at any time with or without notice. 
• Establishing clear expectations for the Market Specialist’s focus, priorities, and day‑to‑day execution.
• Providing coaching, direction, and ongoing performance feedback to Market Specialist.
• Ensuring alignment between Market Specialist activities and broader sales objectives.
• Leveraging the Market Specialist to support key on‑premise initiatives, activations, and executional standards.
• Evaluating effectiveness and adjusting focus based on business needs and market conditions.

OTHER FUNCTIONS

• Results oriented, innovation, strong problem solving and negotiation skills. 
• Ability to work and succeed in dynamic entrepreneurial environment. 
• Ability to multi-task, work independently and with a team in a fast-paced, high-volume environment with emphasis on accuracy and timeliness. 
• Prioritizing while adapting to changing priorities. 
• Demonstrated reliability and punctuality, work effectively in team/crew environment, adherence to all safety regulations and operating procedures. 
• Additional responsibilities as assigned by the Sales Director. 

QUALIFICATIONS

• Bachelor’s degree required.
• Minimum 5 or more years of sales experience in the alcoholic beverage industry or related business with knowledge and passion for both commercial and premium wines 
• Must have strong understanding and working knowledge of alcoholic beverage industry retail environment and be able to work independently to achieve goals. 
• Intermediate wine knowledge or associated certifications preferred. 
• Must be adaptive to change within organization and industry. 
• Excellent communication and interpersonal skills. 
• Willing to travel with overnight stays as needed. 
• Must meet minimum insurance requirements and maintain a clean motor vehicle record.
• Display integrity, character, and strong leadership skills. 
• Must have excellent safety, work performance, and attendance record. 

PHYSICAL DEMANDS

• Position operates in a professional office environment. 
• Ability to perform tasks requiring bending, stooping, standing, and twisting in the performance of various tasks. 
• Ability to travel frequently between home office, client sites, and industry meeting/events within the Northern California market. 
• Must maintain a clean driving record and meet minimum state insurance requirements. 

COMPENSATION

• Hiring Salary Range Posted: $106,600 - $159,800. 
• Actual compensation will be based on factors such as experience, skills, knowledge, and abilities, education, and other position-related factors. 

At The Wine Group, we are proud to be an equal opportunity employer. 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.

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