Region Manager, Wine & Spirits

Total Beverage Solution; Los Angeles (CA); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

401K Employer Matching

Tuition Reimbursement Program

Monthly Wellness Reimbursement

Monthly car allowance

Annual bonus plan up to 20% of base

Salary range $90,000-$120,000

Job summary

Total Beverage Solution in Los Angeles is seeking a results-driven Sales Lead to drive volume and profits across California and Hawaii. You will cultivate relationships with distributors and key accounts, leading sales strategy and training to elevate the portfolio of wine and spirits.

The ideal candidate has 5+ years in beverage alcohol sales, strong distributor networks, and the ability to travel 30%+. A bachelor’s degree and three-tier system knowledge are required, with a competitive

Qualifications

• 5+ years of beverage alcohol sales experience with distributor exposure.
• Strong relationships with distributors and key on/off-premise accounts.
• Willing to travel 30% or more and hold a valid driver's license.
• Familiar with the three-tier system and pricing models.

Responsibilities

• Develop and maintain strong relationships with accounts and distributors.
• Identify on/off premise targets and align with distributor goals.
• Lead sales strategy, training, and initiatives to grow volume and margins.
• Analyze market performance and adjust plans to exceed targets.
• Plan activations, events, and manage distributor inventory.

Skills

Beverage sales

Distributor relations

Account development

Travel 30%+

Education

Bachelor's degree in Business

Marketing or related field

Job description

About Us

Total Beverage Solution (TBS) is a beer, wine, & spirits supplier representing brands from around the world. At our core, we are passionate about two things: building iconic, distinctive brands and creating a rewarding, fun, high-achievement culture where our team and business partners thrive.

For 8 years running, we’ve proudly been named a South Carolina Best Place to Work – a true reflection of our commitment to fostering a culture where you can grow both personally and professionally. We’re on a mission to build a team of humble, hungry, smart, and fun individuals, all while bringing amazing brands to life such as Kono, Lapis Luna, Bonny Doon, Edradour & Signatory single malt scotches and more.

The Role

This role is all about driving sales volume and profit targets – both independently and in collaboration with our distributor partners. You’ll be working in a dynamic multi-site environment, making an impact through on premise visits with suppliers and retailers as well as participating in exciting meetings and events that help fuel growth and success.

The assigned markets for this role include California & Hawaii, representing our iconic wine & spirits portfolio.

Key Responsibilities:

Market Presence & Relationship Building

• Develop and maintain strong relationships with key accounts and distributors in the assigned market, becoming a trusted partner and go-to expert.
• Identify and target on/off premise accounts for placement and sales opportunities, ensuring alignment between account targets and distributor goals.
• Act as an entrepreneurial, proactive owner of the territory - comfortable working both on- and off-premise channels, and building direct relationships with key customers as well as distributor partners rather than waiting for direction.

Sales Strategy & Execution

• Leverage distributor relationships and independent efforts to influence retailer purchasing decisions, showcasing the TBS portfolio.
• Bring your knowledge to the table by delivering dynamic training and sharing key insights with decision-makers and distributors.
• Think big! Recommend innovative and tactical initiatives that speak to your market’s needs.
• Understand and apply pricing strategy, margin structures, and distributor/retailer incentive programs (e.g., post-offs, depletion allowances, bill-backs) to drive volume while protecting brand equity.
• Regularly analyze market performance, adjusting the strategy when needed to ensure goals are not just met, but exceeded.
• Planning and orchestrating activations and events.
• Monitor market spend, ensuring investments and initiatives are effective and efficient.
• Proactively evaluates and manages distributor inventory levels.
• Regularly reviews distributor performance, setting clear expectations and providing structured feedback to help them grow and succeed.
• Lead general sales meetings and quarterly business reviews, keeping distributors engaged and motivated to hit goals.
• Establishes volume and distribution goals for distributors and together with the distributor, put in place actionable initiatives to achieve targets.
• Builds distributor annual business plans (ABP) that sets priorities, expectations, and successfully deliver plans, programs and volume/distribution targets along with delivering ABPs with distributor senior management personnel.

Requirements

To be seriously considered for this role, please have the following:

• 5+ years of progressive experience related to beverage alcohol sales with comparable goals and responsibilities. Preferably at the wholesaler or supplier level working with multiple SKUs.
• Must have strong and established working relationships with distributors and key on- and off-premise customers in the market.
• Able and willing to travel 30% or more and maintain a valid driver’s license.
• Bachelor’s degree in Business, Marketing, or related field.
• Must be located in the Los Angeles or Orange County area.
• You must be familiar with the three-tier system in the on- and off-premise environment and be able to demonstrate numerical and analytical acumen to identify sales opportunities.
• Solid working knowledge of beverage alcohol pricing models, margin structures, and distributor/retailer incentive programs across the three-tier system.
• Characteristics:
• Humility: Always hungry to learn and grow – both personally and professionally. You actively seek to understand others’ perspectives.
• Entrepreneurial Mindset: Takes a creative approach to workwith an inclination to question the status quo to push boundaries and drive innovation. You run your territory like it's your own business - proactively spotting opportunities with distributors and key customers before being asked.
• Tenacity & Work Ethic: It’s a sales role, so you must be able to overcome objections and obstacles! You’re motivated by being part of a high-growth, exciting organization and know that your hard work pays off.
• Solution-Oriented: When a challenge arises, you’re quick to pivot, find new paths, and tackle issues head-on with creativity and determination.
• Self-Starter: Driven and self-motivated. You work to make things happen with little supervision, owning your tasks from start to finish.

TBS offers a competitive salary and comprehensive benefits including but not limited to:

• 401K Employer Matching
• Tuition Reimbursement Program + Other Professional Development Opportunities
• Monthly Wellness Reimbursement or ClassPass Subscription
• 5 Year Anniversary with TBS – receive the opportunity to take a sabbatical or trip to a supplier destination
• Monthly car allowance
• Annual bonus plan up to 20% of base salary

Salary Range is $90,000-120,000. Starting pay will be based on several factors including but not limited to experience, training, education, geographic location.

Other

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state, or local protected class.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. To request reasonable accommodation, contact the HR department at 843-881-0761.

The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.