Regional Manager - USA (Central)

Umberto Cesari Umberto Cesari; New York (NY); Remote; USD 120,000 - 180,000; Full time

Job summary

Umberto Cesari is seeking a Regional Manager for the Central region in the United States to drive depletions, distribution quality, brand building and profitability.

You will manage distributor relations, lead on-premise accounts, and execute market programming with 60-70% travel and frequent market presence. This role requires 5-8 years in the US three-tier wine industry and a proven premium brand-building track record.

Qualifications

• 5-8 years in the US three-tier wine industry with supplier/importer and distributor experience
• Proven network of on- and off-premise key account buyers in your region
• Excellence in managing distributors, not just direct accounts
• Financial literacy: depletion data, pricing structures, margins, and P&L of a wine program
• Proven track record in building a premium wine brand in market
• Strong knowledge of Italian wine; WSET 2/3 or Court of Master Sommeliers is a plus
• Valid US driver's license; able to lift 40 lbs (wine cases)

Responsibilities

• Drive regional sales strategy, performance, and profitability within budget
• Build and manage distributor relationships, train reps, and conduct monthly reviews
• Open 10–15 new on-premise PODs monthly and manage Top 50 accounts in the region
• Lead brand-building activities, sommelier engagement, and market programming
• Monthly reporting on depletions, inventory, days of supply, and receivables

Skills

Wine industry network

Distributor management

Key account development

Brand building

P&L awareness

Job description

Job Description

Umberto CesariAbout usUmberto Cesari is a family-owned, prestigious wine producer from Emilia-Romagna, Italy, recognized for premium DOC/DOCG wines rooted in its territory. As part of a strategic expansion in the United States, we are building a dedicated US field team and are hiring a Regional Manager for the Central region. Our wines are currently distributed in several states through importers and distributor partners.

Mission

Not to move cases to the distributor, but to sell bottles through the distributor to the market. You own depletions, distribution quality, brand building and profitability in your region.

Regions

• Central: TX, IL, CO, MN, MO, OH
• Remote role; you must live in the region.
• 60-70% travel; about 80% of your working time is spent in the market.

What you will actually do

1. Sales strategy and performance
   • Deliver regional sales volume, revenue and profit targets within budget
   • Set and track goals by product, account type and distribution channel
   • Manage allocated wine sales and optimize the product mix
2. Distributor (wholesaler) management
   • Build strong, trusted relationships with distributor leadership, brand managers and sales reps
   • Manage, motivate and train distributor reps; weekly ride-withs
   • Run monthly business reviews on depletions, inventory, days of supply and receivables
   • Plan and execute programming, incentives and pricing strategy with each distributor
3. On-premise and key accounts
   • Act as an on-premise hunter: open 10-15 new qualified PODs per month (restaurants, wine bars, independent retail)
   • Maintain direct relationships with the Top 50 on- and off-premise key accounts in the region
   • Lead staff trainings, wine dinners, tastings and winemaker or family visits
4. Brand building and market execution
   • Build Umberto Cesari's brand equity with sommeliers, buyers, trade and media
   • Protect price integrity along the chain: FOB > distributor > retail/restaurant
   • Monthly reporting: depletions, new PODs, churn, competitive intelligence

Requirements

• 5-8 years in the US three-tier wine industry, with experience on both the supplier/importer side and the distributor side
• Proven network of on- and off-premise key account buyers in your region
• Excellence in managing distributors, not just direct accounts
• Financial literacy: comfortable with depletion data, pricing structures, margins and the P&L of a wine program
• Proven track record in building a premium wine brand in market
• Strong knowledge of Italian wine; WSET 2/3 or Court of Master Sommeliers certification is a plus
• Valid US driver's license; able to lift 40 lbs (wine cases)

Compensation

We offer a competitive compensation package commensurate with experience, designed to attract top-tier candidates.

Umberto Cesari is an equal opportunity employer.