Regional Sales Manager — West Coast | Central | Northeast
Jonata | The Hilt Estate | The Paring

Our winery is seeking three dedicated Regional Sales Managers—Central, Northeast, and West Coast—to expand the winery presence across the US Market. This is a unique opportunity to represent three prestigious estate wineries renowned for their commitment to quality, innovation, and the exceptional terroir of our estates in Santa Barbara County.

In this role, you will be actively engaged daily with promotion of the wines in your region as an ambassador for our brands: building meaningful relationships, executing sales strategies, and managing distributors & key accounts to further strengthen our market presence.


Why This Role is Unique

The National Team at Jonata, The Hilt Estate, and The Paring, focuses on forging lasting connections, educating the market, and expanding the national presence of our winery and region. With a deep understanding of wine and a passion for storytelling, you’ll represent wines that genuinely reflect the land and the people behind them.

This position is supported of a dedicated team of two National Sales Directors overseeing the distribution network. With this support, the Regional Manager will be enabled to focus on engaging accounts, collaborating with sales teams, and driving impactful growth. Your primary responsibility will be to open new accounts, by cultivating strong on- and off-premise relationships through opening bottles, tasting, and sharing the wines & message of Jonata, The Hilt, and The Paring. Our team is small, every member plays an integral role in our success. If you're seeking a role where your contributions truly matter and you can make a meaningful impact, this is it.


Company Overview

Our winery is unique - we own our land, farm it, and strive to produce world class wines that reflect the singular focus and terroir from our estates. Jonata, a ranch in Ballard Canyon and The Hilt Estate - Radian, & Bentrock Vineyards in Santa Rita Hills. Our winemaker, Matt Dees, has been with us since the beginning, dedicating his career to crafting wines that tell the story of the land, the people, and the passion behind them.


Territories Available

West Coast Regional Sales Manager Position:
-----Resides in Los Angeles, Orange County, Ventura County, Santa Barbara County, and San Francisco Bay Area.

Central Regional Sale Manager Position:
-----Resides in Chicago, Dallas or Denver metro area

Northeast Regional Sales Manager Position:
-----Resides in New York Tri-State Area or Boston metro area.


Key Responsibilities


Distributor Relationship Management
- Execute the strategic sales plan of Jonata/Hilt Estate/Paring with distributors.
- Train and educate distributors at meetings, tastings, market days, and events.
- Activate distributor sales teams to effectively achieve individual market goals.

Key Account Development
- Develop Relationships and open top on-premise and off-premise accounts.
- Focus on building strong Off-premise relationships, corporate & independent.
- Ensure activation of current National Account programs in the On & Off Premise.
Market Expertise & Brand Advocacy
- Informed about market dynamics, competitor activity, and industry trends.
- Represent winery at trade events, wine dinners, retail activations, staff trainings, and promotions.
- Support Key, New, and Opportunity accounts for wine tastings, dinners, and events.
Sales Strategy & Performance
- Monitor inventory levels, depletions, and forecasts
- Develop pricing, programming, and promotions with distributors.
- Analyze performance metrics, including PODs, accounts placed, and account mix.
Supplier Market Visits
- Plan and execute market visits professionally to support distributor and foster relationships.
- Dedicate 65% of annual time to travel; market visits, work-withs, sales meetings at the winery (twice annually), portfolio tastings, and other winery events.


Qualifications

- Enthusiasm: Passion for the winery and taking wines out to market to share the message.
- Door Opener: Actively search out all things “New.” Opportunities, people, and experiences.
- Connector: Love meeting new people, establishing connections, and building relationships.
- Experience: 5+ years in fine wine sales, with a strong background in wholesale distribution.
- Fine Wine Retail: History with Off-premise National Accounts, E-Comm, and Independents.
- Sales Acumen: Record of activating opportunities, fostering relationships, and growth.
- Wine Knowledge: Deep passion and understanding of wine; regions, varietals, terroir, etc.
- Communication Skills: Exceptional presentation skills; written and verbal communications.
- Industry Knowledge: Familiar with the Distribution system in each regional market.
- Market Knowledge: Grasp of market dynamics, wholesaler activity, and industry trends.

Travel Flexibility:
- Ideally 65% annually, including nights and some weekends for events.

Technical Proficiency:
- Competency in sales reporting tools and software for performance tracking and account management.
- Intermediate to advanced skills with MS Office Suite (Word, Excel, Outlook, PowerPoint)

Other Requirements:
- Bachelor’s degree preferred, Valid driver’s license and daily access to a vehicle, ability to lift 40+ pounds.

This is an exciting opportunity for a passionate and dedicated sales professional who values authenticity, hard work, and excellence. If you have a genuine love for fine wine and are eager to contribute to the growth of Jonata, The Hilt Estate, and The Paring, we would be honored to have you join our team.