Territory Manager - Classic Division

Company: Bronco Wine Company
Business: Classic Wines & Spirits of California
Reporting to: Department Manager
Travel Requirements: Field-based position with daily customer visits throughout the assigned territory
FLSA Status: Exempt
Employment Category: Full-Time Regular
Pay Range: $50,003.20–$50,353.60 annually
Location: Remote/Field-Based. Successful candidates must reside in San Francisco or within 30 minutes of the preferred territory.

Classic Wines & Spirits of California, part of the Bronco Wine Company family, is seeking a Territory Manager to support an assigned sales territory. This position is employed by Bronco Wine Company and supports its Classic Wines & Spirits of California business.

The Territory Manager is responsible for developing and maintaining customer relationships, growing sales volume, increasing distribution, executing promotional programs, and achieving territory sales objectives. This position serves as the primary point of contact for assigned accounts and manages territory performance through account planning, relationship development, merchandising execution, and new business development.

Successful candidates must reside in San Francisco or within 30 minutes of the preferred territory.

Bronco Wine Company was founded in 1973. Our family-owned company remains committed to being vertically integrated from vineyard to table, crafting quality wines for every table while fostering stewardship of family, valued employees, respected partners, and future generations.

ESSENTIAL DUTIES:

• Understand and follow applicable ISO 9001, HACCP, GMP, company policies, procedures, and established processes relevant to assigned responsibilities.
• Call on assigned accounts in a systematic manner based on territory priorities and management direction.
• Develop and maintain strong relationships with key account personnel and decision-makers.
• Follow established Alcoholic Beverage Control (ABC) credit and collection requirements and support applicable 30-day collection expectations for assigned accounts.
• Maintain appropriate inventory levels within assigned accounts and help minimize out-of-stock conditions.
• Place, maintain, and refresh approved point-of-sale (POS) materials.
• Maintain appropriate shelf space and pursue effective shelf, cold-box, and display placements.
• Monitor retail pricing and communicate pricing irregularities and relevant market conditions to customers and management.
• Secure wine-by-the-glass, wine-list, and house-wine placements where applicable.
• Complete and submit required sales, activity, and territory reports and other documentation in a timely manner.
• Review applicable monthly sales commission and quota information through company systems.
• Develop and execute promotional opportunities, feature placements, and advertising programs.
• Maintain accurate route information, presentation materials, customer records, and territory information.
• Maintain appropriate inventories of sales samples, POS materials, and promotional items.
• Safely transport, move, and merchandise wine cases weighing up to 45 pounds, including building and removing displays.
• Use company technology, including handheld devices, email, mobile applications, and related systems, to manage territory activity and customer communications.
• Safely operate a motor vehicle while traveling throughout the assigned territory.
• Support special events, wine tastings, merchandising activities, route alignments, and other sales initiatives as needed.
• Identify opportunities to improve efficiency, reduce costs, and strengthen territory performance.
• Communicate sales trends, promotions, special pricing, and portfolio initiatives to customers as appropriate.
• Proactively communicate territory opportunities, challenges, competitive activity, and recommended solutions to management.
• Develop new business opportunities and solicit sales from existing and prospective accounts.
• Present and place new products within assigned accounts.
• Maintain accurate and current account, route, sales, and territory activity records.
• Monitor assigned account collections and accounts receivable status and communicate or address issues in accordance with established procedures.
• Achieve or exceed assigned territory sales goals, distribution objectives, and performance metrics.
• Maintain a high level of customer service and professional rapport with assigned accounts.
• Collaborate with cross-functional teams to support customer service and overall business objectives.
• Attend required sales meetings, training sessions, and company functions.
• Perform other duties and special projects as assigned, consistent with the position's purpose and business needs.

JOB REQUIREMENTS:

Minimum Qualifications:

• High school diploma or GED equivalent; in lieu of a high school diploma or GED, relevant work experience will be considered.
• Must be at least 21 years of age.
• Valid driver's license.
• Reliable transportation and automobile insurance that meets applicable company requirements.
• Strong time-management, organizational, and territory-planning skills.
• Effective verbal and written communication skills.
• Ability to conduct approximately 6–7 customer visits per day and travel extensively throughout the assigned territory.
• Ability to dedicate regular time to administrative responsibilities, reporting, account planning, and territory management.
• Ability to work independently while managing an assigned sales territory and customer base.
• Successful candidates must reside in San Francisco or within 30 minutes of the preferred territory.

Preferred Qualifications:

• Two to three years of wine, spirits, beverage, or related sales experience.
• Experience working with distributors, wholesalers, chain accounts, on-premise accounts, or beverage retailers.
• Knowledge of wine, spirits, beer, and beverage-industry products and sales channels.
• Knowledge of winemaking, viticulture practices, or wholesale distribution systems.

KNOWLEDGE, SKILLS AND ABILITIES:

• Ability to develop and maintain strong customer and account relationships.
• Ability to identify new business opportunities and grow existing accounts.
• Ability to execute account plans and work toward established sales, distribution, and territory objectives.
• Effective presentation, negotiation, sales, and interpersonal communication skills.
• Ability to effectively use mobile technology, company sales systems, email, and Microsoft Office applications.
• Ability to multitask, prioritize responsibilities, and manage a geographically dispersed territory with minimal supervision.
• Ability to communicate and collaborate effectively with individuals across different levels and functions of the organization.
• Ability to review territory performance and respond appropriately to changing customer and market conditions.
• Strong organizational skills and attention to detail.
• Ability to maintain accurate customer, sales, route, activity, and territory records.

PHYSICAL REQUIREMENTS:

• Ability to lift, carry, push, pull, and move up to 45 pounds, with or without reasonable accommodation and/or use of appropriate material-handling equipment, as applicable to the assigned task.
• Ability to build, move, and dismantle product displays and merchandising materials, with or without reasonable accommodation.
• Ability to sit for extended periods while driving throughout the assigned territory, with or without reasonable accommodation.
• Ability to stand, walk, bend, reach, grasp, and perform repetitive movements throughout the workday, with or without reasonable accommodation.
• Ability to perform work using standard computer equipment, tablets, mobile devices, and related technology.
• Ability to regularly enter and exit customer locations and a motor vehicle throughout the workday, with or without reasonable accommodation.

WORK ENVIRONMENT:

• Work is primarily performed in a remote/field-based sales environment throughout the assigned territory.
• The position requires frequent travel between assigned customer accounts.
• Work may be performed in retail, restaurant, hospitality, warehouse, office, and production environments.
• Work may involve varying weather conditions and temperatures while traveling between and servicing assigned accounts.
• Occasional evening or weekend work may be required to support customer events, wine tastings, sales meetings, and other business needs.
• Employees must follow applicable company and customer-site safety requirements while performing assigned duties.

PERSONAL PROTECTIVE EQUIPMENT REQUIRED:

• Safety cutter when cutting cardboard boxes and point-of-sale materials.
• Side-shield safety glasses, head and ear protection, high-visibility vest, and appropriate footwear when entering production facilities or other designated operational areas.
• Additional task-specific personal protective equipment may be required based on the assigned location, activity, and applicable safety requirements.