Territory Sales Director, Southern California

At Riboli Family Wines, we've spent over a century perfecting our craft—and we're just getting started. As a four-generation, family-owned winery and one of America's fastest-growing wine producers, we create brands that people genuinely love, including Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. We've been recognized as American Winery of the Year, but what drives us isn't awards—it's the joy our wines bring to tables, celebrations, and everyday moments. Rooted in California and committed to quality, sustainability, and innovation, we're proud to honor our heritage while shaping the future of winemaking. POSITION STATEMENT Responsible for directing, communicating, motivating, organizing, and controlling execution of Riboli Family Wine & Spirits company goals through assigned personnel to achieve optimum sales across the Riboli portfolio.  In addition, this position will be responsible for execution in 40-50 Top Accounts within a geographic zone, focused predominantly off premise. This position is responsible for driving, managing and executing KPI’s across on-premise and independent off-premise channels of trade within Southern California.  Responsible for developing and fostering Breakthru Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market.  Time management, (On Premise 25%/Off Premise 75%).  ESSENTIAL DUTIES AND RESPONSIBILITIES - Current duties may be changed if job requires and/or additional duties may be assigned if necessary. •    Responsible for managing Riboli Family Wine & Spirits’ portfolio of products within Southern California including designated Riboli Area Sales Managers, distributors, and trade. •    Responsible for executing the depletion, POD and revenue plan across the independent on/off-premise channels of trade and Military for Southern California.   •    Coaching and Development: teach, train, and lead direct reports to further their skills. Schedule consistent check-ins for KPI attainment and outline development opportunities.  •    Responsible for planning, directing, and coordinating all sales efforts within the on/off-premise channel of trade in Southern California.   •    Manage Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent on/off-premise channel of trade.     •    Accountable for delivering annual depletion, POD and revenue plan within the Southern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets for designated Riboli Area Sales Managers.    •    Take active role in assessing Riboli Area Sales Managers and distributor performance, including addressing poor performance issues. •    Manage and develop Riboli Area Sales Managers and wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirit brand strategies and objectives through effective execution of the Riboli “Sales Process”. •    This includes an active role in building monthly, quarterly and annual business plans by market. •    Ensure that Riboli’s key distributors are managing Riboli’s brand strategies for the trade. •    Call on independent top off-premise accounts (assigned) in conjunction with the distributor or Riboli Area Sales Manager.    •    Possess thorough knowledge of products, wine industry, competitive brands and markets. •    Cultivate cross department relationships within the company, especially between sales, marketing, finance and logistics, to carry out Riboli Family Wine & Spirits brand strategies. Adherence to executive directions from senior leadership/ownership is a critical part of the job. •    Exercise appropriate behavior with Riboli brands and agency brands, always representing these brands in the best and most professional manner. •    Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending and every aspect of the Company’s business. •    Job execution will break into the following components: •    20 % of time spent planning, organizing, directing, and controlling execution. •    60 % of time spent with Riboli Area Sales Managers, Distributor Sales Managers, and trade.  •    20 % administrative, preplanning, and follow up. •    Each of these areas may require working evening hours and weekends when necessary to accomplish the outlined objective.   QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. EDUCATION, EXPERIENCE and SKILLS •    A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs) •    Minimum of 7+ years in the beverage alcohol industry with multiple years of sales management experience. •    Proficient written communication skills.  Incumbent must possess the ability to develop and provide all necessary written reports, correspondence and presentations necessary to satisfy job requirements. •    Proficient oral communication and interpersonal skills. Incumbent must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public. Incumbent must articulate in a professional and personable manner to be a strong leader and partner to Riboli Customers and Trade.  •    Intermediate Excel skills. Ability to analyze sales data, market trends, and performance metrics to identify patterns, uncover opportunities, and develop data-driven strategies that drive business growth and optimize KPI achievemen