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Market Development Manager, On-Premise Spirits

Location: Columbus, OH, US

Date: Jun 10, 2021

Company: E. & J. Gallo

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.

Maximizes the sale and distribution of Gallo Spirits brands in On-Premise and Retail accounts by executing sales/marketing strategies and the annual sales plan. Understands competitive pricing to identify issues, and shares with management opportunities observed in the accounts, and overall re: market conditions. Concentrates efforts to expand distribution of Gallo Spirit brands in both the on premise channel primarily as well as the retail channel.

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

  • Works with both broker personnel (i.e., Reps, DMs, AMs) as well as alone, in accounts to drive increased availability of Gallo Spirit brands in both the on premise and retail channel.
  • Strategically plans time each month to maximize sales and grow distribution of Gallo brands (i.e., all brokers, reps, brands, accounts, etc. are not treated equally).
  • Makes choice-ful decisions when working with broker personnel. Recognizes opportunities and re-allocates time strategically toward highest opportunity, pivoting between motivating, training, supporting close of sales gaps, etc. as appropriate, based on business performance, time of the month, opportunities in the account and needs of the rep.
  • Directly monitors and ensures achievement of performance goals and objectives.
  • Trains and coaches broker sales representatives and district managers in relevant on-premise and/or retail divisions.
  • Marketing intelligence gathering: Reviews market, product performance, and other sales related data. Identifies and shares with management market, competitive and brand opportunities to further Gallo sales, such as pricing opportunities or issues vs. competitors.
  • Assists Business Development Manager in ensuring retail and on-premise prices are consistent with state brand guidance.
  • Motivates broker management and sales people (Kick offs, new program introductions, and crew drives) to maximize the sale and distribution of Gallo brands.
  • Coordinates with the local Shopper Marketing team to ensure relevant materials are available to activate locally in market.
  • Reinforces periodic local/regional communication on Gallo standards.
  • Coordinates activities with other winery support areas within the market (customer development, channel marketing, shopper marketing, sales finance, direct to consumer, specialists, etc.).
  • Demonstrates innovation and entrepreneurial mindset –adopt change and act in future-focused way.
  • Engage accounts and broker personnel to ensure all e-Retail opportunities in marketplace are maximized where applicable.
  • Supports commercialization of digital marketing programs.
  • Leverages technology (e.g., Account 360) and digital assets in order to monitor performance, identify opportunities, direct the action of broker personnel, make decisions, identify exceptions, etc.
  • Supports sales specialists and cross functional partners with identification and activation of consumer engagement initiatives and event execution
  • Makes sound business decisions and optimizes resource allocation based on business trends, data, growth opportunities, etc.
  • Acts as a Gallo Ambassador, advocating for our brands, including hosting events, leveraging social media and other tools to promote for Gallo sales within his/her community.
  • Develops positive working relationships with all levels of accounts, distributor management and broker personnel.
  • Controls and monitors business expenses (meals, transportation, lodging, etc.).
  • Maintains satisfactory attendance, to include timeliness.
  • Responsible for understanding and complying with applicable quality, environmental and safety regulatory considerations. If accountable for the work of others, responsible for ensuring their understanding and compliance.


  • N/A

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 ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

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

  • Bachelor’s degree plus 2 years of Gallo winery or distributor sales reflecting increasing levels of responsibility; OR Bachelor’s degree plus 3 years of CPG sales experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 6 years of Gallo winery or distributor sales experience reflecting increasing levels of responsibility.
  • 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 obtain liquor license as required by state/locality.
  • Required to be 21 years of age or older.
  • Required to travel by air and automobile up to 50% during the course of business
  • Experience demonstrating strong leadership selling, time management, public speaking skills.


  • Bachelor’s degree plus 3 years of Gallo Winery or distributor sales experience reflecting increasing levels of responsibility.
  • Experience selling or marketing Gallo brands.
  • Experience selling spirits or wine in the on-premise channel.
  • Experience selling spirits or wine in a Control State environment.
  • Identifies and understands issues, problems, and opportunities; comparing data from different sources to draw conclusions.
  • Experience addressing customer needs a primary focus of one’s actions; experience building positive relationships with customers (translates as both internal and external).
  • Skilled in monitoring the results of multiple assignments and projects.
  • Experience establishing action plans for oneself and others to ensure tasks and projects are completed on time.
  • Skilled in anticipating future consequences and trends accurately, can create competitive strategies and plans.
  • Skilled in commanding presence, presenting ideas effectively to individuals or a group.
  • Experience adapting presentation strategies to suit the needs of the audience and the situation; skilled in clearly conveying information and ideas through a variety of media that engages and inspires.
  • Experience taking prompt action to accomplish objectives and taking action to achieve goals beyond what is required; being proactive
  • Experience setting high standards of performance for self and others; experience implementing standards of excellence.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee is frequently required to sit, use hands to finger, handle or feel and talk or hear.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • The noise level in the work environment is usually moderate.

Job Posting ID: 82228 




Gallo is an Equal Employment opportunity and Affirmative Action Employer. We do not 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 in California), genetic information, marital status, familial status, sex, gender, gender identity, gender expression, pregnancy, childbirth or related medical conditions, sexual orientation (actual or perceived), transgender status, sex stereotyping, age, military or veteran status, domestic violence or sexual assault victim status, or any other basis protected by applicable law. 


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.


Nearest Major Market: Columbus
Nearest Secondary Market: Dublin

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