Divisional Sales Manager, Northeast Division

Hess; Atlanta (GA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Annual bonus

401(k) with company match

Healthcare benefits

Employee wine discount

Wine Club Membership

Paid time off

Job summary

Hess Persson Estates Northeast Division seeks a Divisional Sales Manager to drive distributor sales across NY/NJ and MA/CT/RI. You will shape the Annual Operating Plan, align distributor performance, and manage depletions and costs with cross-functional teams.

You will coach regional staff, monitor quarterly reviews, and ensure brand standards while acting as a cultural ambassador for Hess. A strong track record in wine distribution is essential.

Qualifications

• Bachelor's degree (or equivalent) with at least five years of distributor sales management experience in a distributor or wine supplier environment.
• Proven experience in designing, developing, and implementing distributor management plans that achieved sales goals.
• Demonstrated success in pricing and budget management.
• At least 3 years of people management experience.
• Strong negotiation and sales skills.
• Excellent written and oral communication.

Responsibilities

• States covered: NY, NJ, MA, CT, RI, ME, NH, VT; manage planning and annual operating plan (AOP) with distributor partners.
• Lead execution of AOP, pressure test and set depletions, distribution and spend with distributors.
• Oversee monthly planning meetings and quarterly business reviews; report business issues to VP National Sales Wholesale Execution.
• Drive course corrections and bridge shortfalls with management support as needed.
• Manage budget for travel, discounts, rebates, and promotions; maintain pricing and brand standards.
• Coordinate marketing calendar alignment across multiple brands and programs; collaborate with cross-functional teams.
• Coach RM and LFSM; set sales incentives and share best practices across divisions; uphold Hess culture and compliance.

Skills

Leadership

Negotiation

Strategic planning

Written and verbal communication

Team development

Education

Bachelor's degree

Job description

Overview

The Divisional Sales Manager is responsible for the business management of Hess Persson Estates Northeast Division. The division sales team includes one Regional Manager (RM) covering New York/New Jersey and one Luxury Field Sales Manager (LFSM) covering Massachusetts, Connecticut, and Rhode Island. Success is measured in terms of achieving planned depletions growth, expansion of targeted distribution, maintenance of optimal inventory levels and control of per case costs. The candidate should reside in New York or Massachusetts.

About Us

Passion, dedication, and perseverance have been the guiding principles of Hess Persson Estates since Donald Hess founded the winery in 1978. Led by the next generation of Hess Family, we honor Donald’s legacy through our classic and new age luxury wines from California’s premiere growing regions. We pride ourselves in providing a space for our employees’ talents to shine, encouraging professional growth, and prioritizing a positive culture where we celebrate our company wins together.

Essential Duties and Responsibilities

• States covered: NY, NJ, MA, CT, RI, ME, NH, VT.
• Management of Planning – key to growing the Division is the establishment of a robust Annual Operating Plan (AOP). Ratified with distributor partners through a collaborative planning process, the Fiscal plan runs July thru June and sets a phased channel plan used to measure distributor performance in terms of depletions, accounts sold, inventory holdings, and cost control. You are responsible for driving this process in all markets/distributors in the division.
• Management of AOP Execution – this process is driven by you in concert with RM, LFSM and the Chain Execution Team, working to first “pressure test” and then “set” the depletions, distribution and case spend goals with distributor partners. You are responsible for having the plan ratified and embedded within your distributor partners prior to the commencement of the fiscal year.
• Driver of Performance Evaluation – managed through RM, LFSM, in collaboration with the Chain Execution Team, this step involves supervision of monthly planning meetings and personal facilitation of key market quarterly business reviews (QBRs). You are responsible for reporting the business issues impacting your division at the monthly business performance call, for framing business issues to be addressed at the QBR and for follow‑up post the meetings.
• Instigator of Course Correctional Action – initiated at monthly planning meetings and quarterly business reviews, you are responsible for having your team and distributor partners bridge short falls to plan, enlisting senior management support as necessary.
• Budget Management – ensure travel & entertainment, discount & rebate and divisional advertising & promotions budgets do not exceed plan. Maintain pricing and brand standards as defined by company guidelines.
• Quarterback of Marketing Cycle Calendar – we manage our multi‑brand portfolio using a cyclical promotional calendar. You are responsible for the alignment of your business to that calendar, ensuring your team and distributor partners focus on the calendar initiatives in a timely manner, including brand focus, execution of national marketing programs, market surveys, ambassador travel, and key events.
• Reporting – author an informed written perspective on HFWE’s individual brand performance and communicates competitive and industry activities monthly to the Vice President National Sales, Wholesale Execution.
• Coach and Team Mentor – develop RM and LFSM to meet short and long‑term goals, setting clear sales incentive plans and formally discussing their progress monthly. You will be highly encouraged to share cross‑divisional “best practices” to help transform the company into a high performing organization.
• Cultural Ambassador – ensure that The Hess Persson Estate’s culture is consistently supported in all business and employee interactions, which includes both ethical and legal aspects, complying with federal and state laws and Hess company policies and procedures. Act as our business representative at key events, meetings, and forums in your division.

Qualifications and Requirements

• Bachelor’s degree (or the equivalent) with at least five years of distributor sales management experience, gained within either a Distributor or wine supplier environment.
• Proven experience and track record in designing, developing, and implementing distributor management plans that achieved sales goals.
• Demonstrated success in pricing and budget management.
• At least 3 years of people management experience.
• Demonstrated effectiveness in negotiation and sales skills.
• Demonstrated ability in setting expectations and accountability including managing difficult conversations.
• Strong written and oral communication skills.
• Wine education credentials a plus.
• Must have a valid state driver’s license.

Compensation, Benefits & Perks

• Competitive base salary
• Annual bonus and merit increase programs
• Compassionate and family oriented management team and company culture
• Comprehensive benefits package that includes medical, dental and vision insurance
• Short and long term disability, AD&D, and life insurance plans 100% paid by the employer
• 401(k) plan with a 100% company match up to first 6% of salary rate that the employee contributes (eligible after 6 months of employment)
• Paid Time Off (starting at 3 weeks vacation, 5 sick and 10 paid holidays)
• Wine Club Membership to Hess Persson Estates
• Employee wine discount
• A work environment where you can be your authentic self and be a part of a winning team!