Premise Territory Manager - Wine

Overview

Lead, coach, and develop a high-performing sales and merchandising team through clear expectations, training, and ongoing feedback. Drive consistent execution of programs and initiatives to achieve depletion, distribution, and sales goals. Manage territory operations and account relationships to ensure strong coverage, execution, and customer satisfaction. Monitor market conditions and competitive activity, providing timely reporting and actionable insights. Partner with suppliers and internal teams to align strategy, execution, and results.

Ensure regulatory compliance and operational discipline through consistent processes and professional standards.

• Execute priority brand initiatives and programs.
• Plan, execute, and recap programs, promotions, features, and advertising across all accounts.
• Implement required national account mandates for both on- and off-premise locations.
• Evaluate retail accounts against established performance goals.
• Ensure sales route coverage during team member absences.
• Support sales staff with merchandising activities as needed.
• Manage point-of-sale (POS) materials and rebate programs, including distribution, execution, and supplier-directed usage (where applicable).
• Ensure compliance with all federal, state, and company regulations governing the industry.
• Perform additional duties as assigned by management.

Innovation is a way of thinking, challenging the status quo and continually improving. Monitor and report on market conditions and competitive activity, providing recommendations for current and future company programs. Identify, develop, and present store reset opportunities as needed.

• Coach, lead, and motivate Sales Representatives, Sales Associates, and Merchandisers.
• Communicate program priorities, expectations, and updates to the sales and merchandising teams.
• Oversee and manage daily merchandising activities within the assigned territory.
• Train and evaluate team members through ride-alongs/work-withs and provide written performance summaries.
• Partner with sales and merchandising teams to achieve depletion and distribution objectives.
• Provide strategic guidance, professional development, and performance management for sales and merchandising staff.
• Build and maintain strong relationships with retail accounts within the assigned market.
• Support independent and chain accounts with the planning and execution of shelf resets.
• Complete and submit all required reports and surveys accurately and on time.
• Conduct individual and team meetings as needed.
• Monitor and follow up on the execution of monthly sales programs.
• Collaborate with supplier representatives to execute initiatives at retail, including distribution, displays, advertising programs, and case goals.
• Partner with supplier personnel during crew drives and market visits.
• Facilitate staff training sessions and wine tastings as required.
• Partner with Human Resources to address and resolve employee relations matters.
• Communicate effectively with all levels of sales management.
• Review and recap monthly sales performance with each team member.
• Lead weekly sales pre-plan recaps with the team.

• Strong computer proficiency and comfort with sales technology tools.
• Ability to work independently while collaborating effectively within a team environment.
• Clear, professional verbal and written communication skills.
• Confident presentation and facilitation abilities.
• Strategic thinking and sales acumen to drive results.
• Strong influencing, negotiation, and persuasion skills.
• Effective time management, prioritization, and organizational skills.
• High level of integrity, professionalism, and confidentiality.
• Working knowledge of pricing, promotions, and financial fundamentals (e.g., margins, profit and loss).
• Ability to analyze sales and business data to inform decisions and strategy.
• Strong problem-solving and decision-making skills under pressure.
• Proven ability to lead, motivate, and develop high-performing teams.
• Commitment to continuous learning and professional development (e.g., CSW, CSS, WSET).
• Excellent interpersonal and customer-facing skills.
• Deep knowledge of the company’s product portfolio.

• Bachelor’s degree in Marketing, Business Administration, or a related field, or equivalent combination of education and experience.
• Three (3) to five (5) years of relevant industry experience required.
• One (1) to three (3) years of people management experience preferred.
• Experience in a distribution and/or sales environment preferred.
• Valid driver’s license, insurance, and a satisfactory driving record.
• Proficiency with sales applications and technology systems.
• Flexibility to work varying schedules, including nights, weekends, holidays, and on-call support as business needs require.