Western Region Sales Manager

Rutherford-based family winery seeks enthusiastic candidates for a West Coast Sales position. Must love wine explicitly, and people generally. Role will require rapid, deep immersive understanding of our farming philosophy and winemaking approach and a true belief in the mission, vision and values of our company. Strong communications skills — especially storytelling and public speaking, with bonus points awarded for fine penmanship and mastery of witty personal notes. Passion, creativity and good humor are appreciated – proven track record of successful sales experience is required. 

If you are a maverick who values a certain degree of professional autonomy, enjoys learning and sharing in equal measure, and craves a rigorous professional challenge; if you can imagine yourself as an evangelist for a well-established and respected brand, helping to spread our story and sell our wine (in spite of, or perhaps because of the frog on the label) then this may be just the job for you!  

CURIOUS? Read on for the full job description. To apply, email frogjobs@frogsleap.com with cover letter and resume.

About the Role 

The Frog’s Leap Western Region Sales Manager is a new, satellite position, tasked with leading sales efforts in the great states of CA, CO, HI, NV, OR, WA, and AZ. 

Reporting to the VP of Sales to the Trade, and working in close collaboration with the Williams family and other members of the Frog’s Leap Team, the Western Region Sales Manager will build and maintain strong relationships with key trade partners, with the express goal of expanding the Frog’s Leap account base in the Western region, meeting (or exceeding!) winery sales goals and objectives. This position will develop and deliver clever, compelling, stand-out opportunities for education, awareness and engagement with new and existing customers, account representatives and regional distributors – always leveraging their intimate knowledge of the wine community to close the deal. 

As a KEY REVENUE PRODUCER for the company, this role is a vital member of our Sales Team.

Essential Duties and Responsibilities include:

• Work cooperatively with key stakeholders to develop and evolve strategic plans for target account engagement and market activities with a goal of expanding distribution and creating new opportunities.  

• Execute on qualified leads and close sales 

• Manage and execute “pull” programs to increase sales velocity and generate re-orders.  

• Research and develop regional and national account opportunities and engage in out-of-the-box educational activities with trade and consumer constituents.  

• Establish, build and nurture deep personal working relationships with influential buyers and sommeliers in assigned market. 

• Provide ongoing feedback on perceived effectiveness of distributor partners. 

• Develop and invest in productive sales representative and top-to-top relationships.  

• As a satellite employee tasked with contributing valuable regional intelligence you will be encouraged to regularly connect and collaborate with a wide range of key FL team members on everything from developing traditional sales tools to creating innovative in-market engagement programs.  

• Provide proactive market feedback on pricing and program effectiveness to improve sales success. 

• Collaborate with wholesale sales team on market research needs and data analytics tools. 

• Work with wholesale support team to manage inventory levels and ensure market supply, track spending versus budget, and complete stakeholder reporting.   

• Maintain established pricing and program standards to protect brand equity.  

• To effectively sell our wines you must be willing to develop a deep connection to our brand and our family. A deep dive into our heritage, our culture, our mission, vision and core values is just the beginning. To effectively do this job you will need to dig in and get curious –exploring every aspect of our farming and winemaking practices – and master the ability to convey how these foundational elements drive and inform every aspect of our business. 

• Represent and manifest behavior that reflects our Core Values. 

Time Management assumptions for this role

• 75% Field and Market Work 
• 20% Distributor and Broker Management 
• 5% Administrative 

What’s in it for you

• Work/ Life balance encouraged, so we offer up to 17 PTO days per calendar year (plus a birthday holiday!) 

• Full Suite of Benefit Offerings: Medical, Dental, Vision, Employee Assistance Program/Additional FSA and Voluntary health plans. And to sweeten the deal, we pay 80-90% of the medical premiums for employees. 

• 401(k) Retirement plan with company match. Cha-ching! 

• Health and Wellness Reimbursement to encourage your extracurricular activities 

• Generous Travel & Entertainment Program 

• Fresh organic produce from our edible gardens and orchards when you swing by the winery during the growing season 

• Annual Wine Allocation. If we have to explain why, this gig probably isn’t for you 😉

Qualifications

• Must Love Wine! Strong wine knowledge and enthusiasm for the industry, and a desire to educate and share information with current and potential customers.   

• 5+ years selling experience in B2B wine sales.  

• Must be willing and able to travel extensively within the defined region as well as to and from Napa Valley.  

• Excellent interpersonal and communication skills, ability to foster long-term relationships with regional buyers, sommeliers, retailers, and key accounts.  

• Adept at understanding market trends, consumer preferences, and competitive landscapes to identify opportunities and optimize sales performance.  

• Ability to collaborate on the creation and execution of innovative, results-oriented sales strategies tailored to regional markets.  

• Ability to pivot to meet changing environments and challenges, bringing creativity and resilience to achieve goals in dynamic situations.  

• Ability to demonstrate a high level of energy and engagement.  

• Self-starter who takes initiative and can work independently.  

• Technology proficient, particularly in Microsoft Suite (Outlook, Teams, Excel, Word); also useful: DeVine Ware, Sales Force, Commerce 7  

Physical Requirements + Work Environment

The work environment of this position involves extensive travel by both car and air, with field and market work taking up as much as 75% of time spent in role. The physical demands of this job will include the ability to lift, carry, push or pull up to 50 pounds on an intermittent basis, the ability to work in a standing and/or walking position for long periods of time, and regular computer work.  

Pay Transparency Disclosure

The pay range offered for this position is: $120,000 to $150,000 annually  + sales incentive program 

To apply, email frogjobs@frogsleap.com with cover letter and resume.

About Frog’s Leap

John Williams founded Frog’s Leap in 1981 and the winery has been family owned and operated ever since. You can learn more about our history and winemaking philosophy on our website; but it’s important to know up front that we are passionate about our Mission to make wines of terroir, responsibly farmed, sustainably produced and joyfully shared | Hacer vinos de terruno, cultivados con responsabilidad, producidos de manera sostenible, y compartidos con alegria.   

We believe every member of our team is a key contributor to our collective success and we are looking to hire capable and committed individuals from diverse backgrounds, who will bring their unique personal perspectives and interests to their professional role.