Senior Business Development Manager, Luxury

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Why Gallo?

With a global portfolio of over 100 unique wine and spirits brands, we are the largest family-owned winery in the world. Apply Today! Our Brands. Your Future.

This position will be based in Charlotte NC, Raleigh, NC or Charleston SC and requires regular travel within your assigned territory.  Occasional travel to company sites may be required as needed.

Are you passionate about selling fine wine to iconic accounts and building wine knowledge in others? In this role, you will be responsible for overseeing, developing and executing the sales plan and accountable for delivering the revenue plan and maximizing contributions for Gallo’s wine luxury brands. You'll manage product sales to Fine Wine Retailers and On-Premise accounts through the distributor sales network and by managing a team of luxury sales professionals across a Gallo US Sales Division. 

What You Will Do:
This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.

• Winery facing
  • Accountable for development and execution of field pricing
  • Strategically focuses time on the biggest opportunities to maximize sales and grow Gallo brands (i.e., all distributors, reps, brands, markets, etc. are not treated equally).
  • Recognizes changes in Winery direction and market dynamics and shifts time and resources accordingly (e.g., reallocation toward Premium; focus on some brands more than others).
• Distributor/field-execution
  • Makes appropriate, choice-ful decisions when working with distributor personnel. Focuses efforts on those in the luxury division who can deliver the biggest opportunities. Recognizes opportunities and re-allocates time and resources strategically toward highest opportunity, pivoting time based on business performance, time of the month, opportunities in the account and needs of the rep.
  • Collaborates closely with management in distributors (e.g., area managers) to ensure execution of annual sales plans, evaluate market conditions, ensure appropriate resources are dedicated to our brands, etc.
  • Holds sales managers accountable for execution of Gallo programs.
  • Negotiates monthly objectives, sales incentives, etc. with distributor leadership on behalf of Gallo Winery.
  • Oversees the implementation of Gallo national promotions/programs to distributor sales organization.
  • Plans and executes general sales meetings to inform and motivate salesforce.
  • Demonstrates attributes that support work in a luxury environment: fine wine knowledge, luxury mindset, ability to sell in a way that feels authentic to luxury, and ability to build relationships with luxury account leadership.
• Assists with the LDP Recruiting strategy on identified college campuses.
• Supports career development and training plans of direct reports.
• Develops and presents pricing and forecasting to distributor management including A&P planning.
• Participates in annual planning process, including pricing, programming, forecasting sales based on sales related data.
• Conducts sales training for the distributor sales force and account staff (e.g., wait-staff), to include wine education.
• Conducts product tastings for on premise, distributor, and other key individual in assigned state(s).
• Coordinates activities with other winery support areas within the market (e.g., Customer Development, Shopper Marketing, Business Intelligence Managers).
• Partners with Brand Activation Manager to identify opportunities in the marketplace and tailor programs/POS to fit market needs.
• Responsible for managing T&E budget among team to guarantee budget is not exceeded and funds are spent appropriately.
• Leads teams efforts to engage consumer in meaningful events to support relationship development, sales and account development in top tier luxury accounts.
• Leverages technology (e.g., Account 360) to monitor performance, identify opportunities, direct the action of distributor personnel, make decisions, conduct exception reporting, etc.
• Embraces innovation and demonstrates entrepreneurial mindset –Driving future-focused change.
• Engages in consumer-facing events, including ability to work with fine wine accounts to sell luxury offerings and lead luxury events.
• Exhibits Intrapreneurship and Ownership behaviors:
  • Intrapreneurship is entrepreneurship in an established company: behaviors that include thinking boldly, taking appropriate risks, learning from mistakes, showing initiative, and encouraging and reinforcing innovation.
  • Ownership refers to behaviors that include setting high expectations, driving candid discussion, and holding self and others accountable.

What You Will Need:

• Bachelor’s degree plus 6 years of Gallo Winery or distributor luxury wine sales or marketing experience reflecting increasing levels of responsibility; OR Bachelor’s degree plus 8 years of luxury wine sales, marketing, restaurant/hospitality, or distributor experience reflecting increasing levels of responsibility; OR High school diploma or State-issued equivalency certificate plus 10 years of Gallo Winery or distributor luxury wine sales or marketing experience reflecting increasing levels of responsibility; OR High school diploma or state-issued equivalency certificate plus 12 years of luxury wine sales, marketing, restaurant/hospitality or distributor experience reflecting increasing levels of responsibility.
• Supervisory/Managerial experience.
• On-premise and retail sales experience.
• Candidates for this position must have a valid driver’s license and a safe driving record. Required to obtain a California driver’s license or appropriate state driver’s license within 30 days of hire.
• Required to be 21 years of age or older.
• Required to obtain liquor license as required by state/locality.
• Required to travel by air and automobile up to 50% during the course of business.
• Required to see, taste, and smell wine and perform product tastings as part of job functions.
• Experience demonstrating strong leadership selling, time management, public speaking skills.
• Required to travel to company offices, sites, and/or meeting locations for onboarding, training, meetings, and events for development, department needs, and business delivery up to 5% of the time, with or without reasonable accommodation. This may be in addition to travel requirements, if applicable, as listed in this job description.
• Required to be 18 years or older. This may be in addition to other age requirements, if applicable, as listed in this job description.

What Will Set You Apart:

• Bachelor's degree plus 8 years of Gallo winery or distributor sales experience to include a prior rotation as a Sales Planning Manager Sr, Business Development Manager Sr, Business Intelligence Manager Sr, or Account Manager 3; OR Bachelor's degree plus 9 years of external alcohol sales experience to include luxury sales experience. 
• Direct managerial/supervisory experience with sales, retail, or on-premise employees (e.g. District Manager, Area Manager, State Manager, Field Marketing manager, etc.)
• Experience with selling or marketing Gallo products.
• Possess a CSW, CSS or other equivalent certification.

Compensation

• Hiring salary range posted: $129,150 - $204,535 / year
• Actual compensation paid within the range will be determined by factors such as the education, experience, knowledge, skills and abilities of the applicant, internal equity, and alignment with market data.

Perks & Benefits

• This position includes a competitive benefits package.
• This position is eligible for bonus and car program.
• Please click here to view our full list of benefits or click here to watch our video.

To view a full job description, please click here.

Gallo does not sponsor for employment based visas for this position now or in the future.

Expected to Close On: 05/07/2024

Job Posting ID: 104212  

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Gallo’s policy is to afford equal employment opportunity to all applicants and employees and not to discriminate on the basis of race, traits historically associated with race, including but not limited to, hair texture and protective hairstyles (such as braids, locks, and twists), color, national origin, ancestry, creed, religion, physical disability, mental disability, medical condition as defined by applicable state law (including cancer and predisposing genetic characteristics), genetic information, marital status, familial status, sex, gender, gender identity, gender expression, sexual orientation (actual or perceived), transgender status, sex stereotyping, pregnancy, childbirth or related medical conditions, reproductive health decision making, age, military or veteran status, domestic violence or sexual assault victim status, or any other basis protected by applicable law. Nor will Gallo discriminate based on a perception that an individual has any of the foregoing characteristics or is associated with a person who has, or is perceived to have, any of those characteristics.

Gallo will comply with state and local laws prohibit discrimination for lawful out-of-work behavior, such as off-duty use of cannabis away from the workplace (subject to federal and state law exceptions), the existence of non-psychoactive cannabis metabolites in hair, blood, urine, or other bodily fluids as determined by a drug screening test (subject to federal and state law exceptions).

We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gallo is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at 209.341.7000.

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