Division Sales Manager - NYC & CT

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.

O’Neill is seeking a dynamic, results-driven, innovative, and experienced Division Sales Manager for New York City and Connecticut. Reporting to the NE Sr. Regional Manager, the Division Manager is pivotal in driving profitable and sustainable growth within the assigned region. This leader will craft and execute innovative field sales and distributor management strategies to maximize winery volume, market share, and profitability. Acting as the primary liaison with wholesalers at the CVP/DVM level, the Division Manager will also oversee relationships with key local on- and off-premise multi-outlet accounts. This role ensures the successful execution of strategic objectives and fosters a culture of excellence across the territory.

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.

• Market Strategy & Execution - Develop and implement local sales strategies, including pricing, key market focus, and KPIs. Plan and execute market work such as surveys, blitzes, and account visits. Drive execution and evaluation of all National and Local programs, including Strategic Account initiatives.
• Territory Management - Gain a deep understanding of the dynamics and trends within each division territory. Plan quarterly meetings to outline incentives, tools, and focus brands. Organize “blitz” days targeting top displayable accounts.
• Account Management - Build and maintain strong relationships with top On- and Off-Premise buyers, Regional Account Managers, and Independent Account Executives. Own relationships with local key accounts and oversee progress against account-specific goals.
• Wholesaler Management - Lead wholesaler relationships at the Division Sales Manager and General Sales Manager levels for both On- and Off-Premise accounts. Conduct monthly business reviews with the Portfolio Manager to align on annual plans and program goals.
• Performance Analysis - Proactively analyze business and brand performance, utilizing O’Neill Scorecards to evaluate success. Report findings to the General Manager and collaborate on actionable insights.
• Team Engagement & Communication - Foster team motivation through tools and strategies designed to "move the dial." Host monthly team meetings, happy hours, and other initiatives to keep the team aligned and engaged.
• National Account Support - Work closely with the O’Neill National Account Team to enhance chain merchandising execution through blitzes, GSMs, and collaborative events.

Required Skills and Competencies:

• Results-Driven: Demonstrated ability to grow market share through new distribution and program activation.
• Strategic Agility: Skilled in planning annual objectives in collaboration with marketing, customer, and wholesaler teams.
• Financial Acumen: Proficient in executing pricing strategies and account investments.
• Business Acumen: Deep knowledge of assigned customers and market dynamics.
• Negotiation Skills: Expert in crafting compelling stories using pricing and data insights to overcome objections.
• Problem-Solving: Adept at assessing and resolving complex challenges quickly.
• Data & Insights: Proficient in leveraging syndicated and qualitative data for strategic storytelling.
• Company Advocacy: Champions company values and promotes a team-first mindset.
• Presentation Skills: Ability to communicate with clarity and confidence to diverse audiences.
• Customer Focus: Builds and sustains strong relationships with key stakeholders.

Key Performance Indicators:

• Profit Growth
• Distribution & Velocities
• Wholesaler scorecard goal attainment
• Demonstrating successful people development within the team