Division Director, Northeast

Great Brands – Bigger Purpose

As a Certified B Corporation, Bonterra Organic Estates (formerly Fetzer Vineyards) has been guided by excellence, innovation, environmental stewardship, and responsible business practices since 1968. We are proud to offer exciting career opportunities across our California-based winery, Bonterra Organic Estates, and our distribution and commercial operations, Viña Concha y Toro USA (VCT USA).

Why us?

-Part of Viña Concha y Toro, the leading wine producer in Latin America and one of the world's largest wine companies

-The nation's primary importer of South American wines

-Sell highly-awarded wines. To name a few in our VCT USA portfolio:

• Don Melchor 2021 Wine Spectator #1 Wine of the Year 2024; 4x Top 10; 10x Top 100


• Mendocino County named Wine Enthusiast American Wine Region of the Year 2024


• Bonterra 2022 Estate Collection Chardonnay Wine Enthusiast - 100 Best Wines of 2024


• Bonterra 2023 Sauvignon Blanc Wine Enthusiast - 2024 Top Rated Wines under $20


• Bonterra Wine Enthusiast - American Winery of the Year 2016


• Bonterra Cabernet Sauvignon Estate Collection San Francisco Wine Competition - Best of Class 2024 


• Casillero del Diablo is the official wine sponsor of the Mexico National Football Team 


• Trivento is the most chosen Argentine wine in the world 2024 (IWSR)

We’re looking for a Division Director, Northeast to provide strategic direction to ensure overall achievement of the division’s business plan throughout the Northeast and Mid-Atlantic regions. This entails overseeing all division and regional teams, ensuring consistent adherence to VCT-USA’s “Ways of Working” and alignment with company standards, and driving operational consistency and commercial performance across regions. Through effective leadership, cross functional coordination, and disciplined execution, this role strengthens organizational capability and supports sustained growth across the division.

The ideal candidate is based in the New York metropolitan area. Strong consideration will also be given to candidates located near Philadelphia, Boston, or other strategic markets throughout the Northeast region. Overnight travel is approximately 30% to 40%.

Key Responsibilities

• Own revenue, shipment and depletion goals across assigned division


• Translate annual business plan into actionable steps for division/regional teams


• Accountable for KPI performance, incentives, programming across divisions


• Act as primary VCT-USA lead with key region distributor leadership


• Manage pricing and budget compliance, and program ROI


• Ensure compliance between sales execution and key marketing/chain initiatives


• Recruit, train and develop region leads and ensure development of region support roles to achieve “Preferred Supplier” status

Annual Business Planning

• Accountable to plan performance within assigned divisions

Shipments

• Accountable for VCT-USA shipment plan within assigned divisions


• Review shipment performance with region leads monthly during Q1–Q3


• Review shipment performance with region leads weekly during Q4

Depletions

• Conduct monthly review of depletion performance with region leads


• Ensure all chain/brand programs are being executed and monitor progress


• Develop corrective actions and activities to enhance performance

Budget Management

• Accountable to meet budget guidelines for assigned divisions


• Conduct monthly budget reviews with region leads to ensure compliance


• Vet all discretionary spending requests from region leads to drive sound decision making


• Oversight of all distributor state banks and ensure funds are being spent wisely

Distributor Management

• Distributor relationship priorities:


• State EVPs


• Region Presidents (monthly check-in)


• Network leads (annual TTT meeting)


• Attend all state QBRs and assist with areas falling critically behind plan performance


• Attend key state surveys during focus brand programs and initiatives

Market Impact

• In market 50%–60%


• Team development, business reviews and key distributor and chain meetings


• Corporate surveys


• Goal to visit every state in division 2x year


• Monthly in-person meeting with own team 2x per year

Must Requirements

• Bachelor’s degree in business/marketing or related field plus a minimum ten years progressive sales and marketing experience in CPG, wine and spirits, or beverage industry, or equivalent combination education/experience.


• At least 5 years in a leadership role with proven success in driving commercial growth.


• In-depth knowledge of positioning and marketplace placement.


• Demonstrated success in developing and managing distributor partnerships to maximize results and achieve mutual goals.


• Superior leadership and motivational skills with a track record of building high-performing sales teams.


• Strong understanding of account development and marketing strategies in the food/beverage environment.


• Exceptional communication, presentation, and relationship-building skills.


• Strategic thinker with high emotional intelligence and ability to simplify complex ideas.


• Professional presence with optimism, sound judgment, and collaborative approach.


• Ability to influence through credibility rather than authority; low ego, high integrity.


• Goal-oriented, results-driven, and thrives in dynamic environments.


• Proficiency in Microsoft 365 office applications including Word, PowerPoint and Excel.


• Valid Driver’s License and the ability to be insured.


• Travel throughout the region required; overnight travel approximately 30%–40%.

Preferred Requirements

• MBA, preferred.


• Adult beverage industry experience in sales leadership roles.


• Wine certification/education, a plus.


• Experience growing revenue in import and/or organic categories, advantageous.


• Circana/Nielsen information experience, a plus.


• Familiarity with KARMA/iDig or similar CRM/sales execution platforms, advantageous.

Physical Requirements

Ability to lift and carry up to 50 lbs. and push/pull up to 30 lbs. on a frequent basis; ability to frequently sit and work at a desk for long periods of time; requires ability to frequently walk and occasionally stand, reach outward and upward, climb, crawl, squat, kneel, and bend; requires hand and finger dexterity for keyboarding and frequently working at computer for extended periods of time. Additional physical requirements required as related to domestic/international travel via air and ground transportation.

Location - The ideal candidate is based in the New York metropolitan area. Strong consideration will also be given to candidates located near Philadelphia, Boston, or other strategic markets throughout the Northeast region. Overnight travel is approximately 30% to 40%.

Benefits - First day Medical, Dental, Vision, Life & Disability, Tax Savings (401k with company match), Short and Long-Term Disability, paid vacation, sick leave and company holidays. Health Care and Dependent Care Flexible Spending Account benefits available to eligible employees. Community engagement is encouraged with one day/shift off per year as Volunteer Time Off (VTO). We offer many employee-focused health, wellness, training and safety-related programs as well as scholarship opportunities for dependents.

Compensation - Compensation for this role includes a base salary target of $190,000 to $200,000, an annual incentive target that aligns with individual and company performance, and transportation-related benefits. Actual rates will vary and are based on a candidate’s relevant education, qualifications, experience, skillset, competencies, internal equity, location and alignment with market data.

About Bonterra Organic Estates - Part of the Viña Concha y Toro family of wineries since 2011, our California winery operation includes Mendocino County winery, production and approximately 830 acres of vineyard locations.

 To Apply https://recruiting2.ultipro.com/FET1003FETZ/JobBoard/c6d65af3-319c-4d5a-8905-6818e98b821b

Requires successful completion of criminal background, DMV check and drug screen. AA/EOE/M/F/D/V  

You will be required to submit verification of your citizenship or legal right to work in the United States at the time of an offer of employment.

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