Regional Sales Manager - Appalachian

O'Neill Beverages Co., LLC; Nashville (TN); On-site; USD 90,000 - 120,000; Full time

Job summary

O’Neill Vintners & Distillers seeks an experienced Regional Sales Manager to drive growth across NC, SC, and TN. You will partner with distributor networks, manage brand strategy and budgets, and expand market share for on-premise and off-premise channels.

Reporting to the VP of the Central Region, you will cultivate strategic accounts, lead regional programs, and build strong relationships with retailers and customers while living our sustainability and social responsibility values.

Qualifications

• Minimum of 5 years of industry or sales experience in a consumer products environment; large state or multi-state management experience preferred.
• Bachelor's degree in a related field is preferred.
• Valid state driver's license.
• Demonstrated knowledge and experience with on-premise and off-premise business and the three-tier system.
• Demonstrated ownership of revenue, A&P spend, and budgets.

Responsibilities

• Develop annual sales strategy, planning (pricing, KPIs) and execution.
• Manage regional P&L and key accounts.
• Execute and evaluate Strategic Account programs.
• Analyze business/brand performance and report findings to the VP.
• Own relationships with Local Key Accounts/Customers and wholesalers at senior levels.
• Lead monthly and quarterly reviews and utilize scorecards.
• Collaborate with distributors and Strategic Accounts team to drive growth across on-premise and off-premise channels.

Skills

Sales experience

Negotiation

Communication

Budget management

Data storytelling

Education

Bachelor's degree

Job description

Description

O’Neill Vintners & Distillers was founded in 2004 with a simple idea from our founder, Jeff O’Neill, that great wines should be enjoyed by all. We believe those wines must be of exceptional quality, centered around our core belief that doing the right thing for our employees, consumers, partners, and the planet is key to a sustainable future. As our family-owned business has grown, so has our belief in business as a force for good. We are proud to be an industry leader in sustainability and a Certified B Corporation.

We are one of California's largest wineries, with operations in Larkspur, Sonoma, Paso Robles, and Parlier, CA. Our award-winning portfolio of consumer brands includes Line 39, FitVine, Harken Chardonnay, Rabble, Charles Woodson’s Intercept, Robert Hall, Allegro Cellars, Ram’s Gate, Substance, ViNO, 209 Gin, and BrandyLab.

We are seeking an experienced and driven Regional Sales Manager (RSM) to join our team. As a key member of our sales organization, you will play a pivotal role in driving growth and fostering strong relationships with distributors, retailers, and customers in the region. This is a unique opportunity to work with a renowned, purpose-driven company that leads the industry in both quality and sustainability. If you're passionate about sales, excited to work with innovative brands, and eager to contribute to the success of a company with a strong commitment to social and environmental responsibility, we want to hear from you!

The Regional Sales Manager will report to the Vice President of the Central Region and drive sales and growth across NC, SC, and TN. The RSM will partner with senior-level distributor networks, cultivate strategic account relationships, and lead brand strategy and budget management to maximize revenue, expand market share, and elevate brand visibility. The role will also collaborate with the Strategic Accounts team to drive execution and foster growth across both on-premise and off-premise channels.

Requirements

DUTIES & RESPONSIBILITIES

The following reflects management’s definition of essential functions for this job, but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Responsible for developing annual sales strategy, planning (inc. pricing, focus market & KPIs) & execution
• Responsible for the region/key customer P&L
• Responsible for executing and evaluating all Strategic Account programs
• Responsible for proactively analyzing business/brand performance and reporting findings to the VP
• Own relationships and lead Local Key Account/Customer Meetings
• Own Wholesaler relationship and management at Sr. Level - VP Wine/EVP/Local customer account teams
• Lead & prepare monthly and quarterly reviews and utilize O’Neill Scorecards
• Managing market work - GSMs, surveys, blitzes, account visits/work-withs
• Execute, measure, and evaluate National & Local programs/initiatives

Key Performance Indicators for this role include:

• Depletions Attainment
• Profit and Revenue Growth
• Distribution & Account-Sold Growth

Required Skills/Competencies:

Sales & Financial Execution

• Results-driven, growing share in assigned accounts through new distribution and programming activation.
• Strategic agility and planning, building annual account objectives alongside marketing, customer, and wholesaler teams.
• Financial acumen, executing pricing and account investment strategies.
• Business acumen, serving as a knowledge expert on assigned customers.
• Action-oriented, seizing opportunities more readily than others.

Relationship & Negotiation Skills

• Skilled negotiator, using storytelling and pricing to sell effectively and overcome internal bias and customer objections.
• Problem-solving, quickly assessing, triaging, and resolving complex issues.
• Customer-focused, owning relationships with key stakeholders in assigned accounts.
• Ability to influence others' actions without direct authority.

Communication & Presence

• Strong insights and data skills, using syndicated and qualitative data for storytelling.
• Company and brand championship, with a company-first mentality.
• Expert presentation skills and commanding presence with groups.
• Strong communication skills, keeping internal partners informed of critical information.

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 ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

• Minimum of 5 years of industry or sales experience in a consumer products environment; large state or multi-state management experience preferred.
• Bachelor's degree in a related field is preferred.
• Previous ownership of revenue, A&P spend, and budgets.
• Demonstrated knowledge and experience with on-premise and off-premise business and the three-tier system.
• Valid state driver's license.

Skills and Attributes

• Demonstrated ability to build and maintain effective working relationships with distributors, accounts, and internal stakeholders.
• Strong command of pricing structures.
• Highly skilled negotiator with distributors and key accounts.
• Highly proficient in Microsoft Office, including Word, Excel, and demonstrated excellence in building PowerPoint presentations.
• Excellent written, oral, and listening skills.
• Demonstrated ability to manage multiple projects, set priorities, and complete assignments accurately and on time.

CULTURAL BEHAVIORS:

O'Neill team members are Forward Thinkers. Hard Working without Drama. Friendly Problem Solvers who work as One Team to Always Deliver.

PHYSICAL REQUIREMENTS:

• Requires frequent travel by air and auto to visit accounts and markets
• Extensive computer usage for administrative work
• Ability to lift up to 50 pounds
• Perform some repetitive motion activities.
• Coordinate multiple tasks simultaneously.