Sales Manager

Overview

O’Rourke Family Vineyards is a family-owned wine and hospitality group rooted in the Okanagan, bringing together premium vineyards, thoughtful wine production, and elevated guest experiences. With two distinct destination properties, the company spans both approachable and luxury expressions of wine tourism. Peak Cellars is a welcoming winery focused on expressive wines and warm hospitality, complemented by the Garden Bistro, where seasonal cuisine and vineyard surroundings create an inviting setting for guests.

O’Rourke Family Estate represents the group’s flagship vision, combining ambitious architecture, estate-driven winemaking, and refined dining experiences that showcase the estate’s culinary and wine programs. Across the portfolio, O’Rourke Family Vineyards is deeply involved in every stage of the process, from vineyard stewardship and farming decisions through to winemaking, blending, and bottling. The company also produces a diverse calendar of events and experiences that bring together wine, food, and community, supported by close collaboration across hospitality, culinary, production, and events teams.

For prospective team members, O’Rourke Family Vineyards offers a dynamic, growth-oriented workplace that values craftsmanship, professionalism, teamwork, and pride in creating memorable experiences within one of Canada’s most exciting wine regions.

Location Kelowna/Okanagan or Lower Mainland (hybrid/field-based). Travel throughout assigned territory required.

Reports To General Manager

The Sales Manager is responsible for driving profitable sales growth and brand execution across an assigned wholesale territory. This role owns the development and execution of the sales plan, builds the systems and team needed to deliver it, and fosters a high-performance environment that drives high-impact growth. Success is measured by depletion/sell-through, distribution gains, account growth, team effectiveness, and execution of annual plans.

• Build, own, and continually refine the annual and quarterly sales plan for the territory, aligned to volume, revenue, margin, distribution, and brand objectives.
• Translate company goals into clear targets by channel/account, SKU priorities, programming calendars, and execution standards.
• Establish performance rhythms (weekly priorities, pipeline reviews, KPI reporting) that keep the team focused on high-impact activities.

• Help build and scale the wholesale sales function as the business grows (structure, roles, coverage model, call frequency, tools).
• Recruit, onboard, coach, and develop sales talent (as applicable to current headcount and growth plans).
• Foster a performance culture grounded in accountability, collaboration, and continuous improvement—celebrating wins while quickly addressing gaps.
• Create consistent selling standards and training plans so the team can execute with confidence and professionalism.

• Manage a portfolio of wholesale accounts (on-premise and/or retail) and develop new business in priority segments.
• Build strong relationships with decision-makers (buyers, beverage directors, GMs, owners) and act as the primary brand ambassador in-market.
• Maintain a disciplined call cycle, pipeline, and account prioritization model to maximize ROI on time in-market.

• Present and sell-in seasonal programs, features, menu placements, displays, and promotional activity.
• Negotiate pricing, programming, and placements within approved guidelines to achieve profitable growth.
• Identify whitespace opportunities (new listings, by-the-glass placements, menu features, store sets) and convert them to measurable results.
• Support chain/key account execution where applicable, ensuring compliance at store/venue level.

• Deliver staff trainings, tastings, and ride-alongs; provide tools to improve sell-through (talkers, tasting notes, pairing suggestions, POS).
• Represent the winery at trade events, winemaker dinners, consumer tastings, and industry functions as required.
• Ensure brand standards and…