Share this Job

Business Development Manager, Retail Spirits

Location: San Francisco, CA, US

Date: Jan 14, 2023

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.

Job location is San Francisco, CA (East Bay Area)


Maximizes the sale of the Gallo spirits portfolio at retail or on premise outlets as assigned. Responsible for execution of the sales plan, accountable for the revenue plan and maximizing contribution. Manages spirits product sales to retail or on premise accounts through the distributor sales network in assigned state or in multiple assigned states. Functions as the Gallo brand representative for the on premise or retail account and the distributor. Maintains business relationships and executes selling techniques that will increase the sale of Gallo products in assigned state(s). Assesses market data, leverages pricing mechanics, and makes pricing recommendations to their directors.

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

  • 40% Winery facing
    • Accountable for development and execution of field pricing.
    • Strategically focuses his/her time on the biggest opportunities to maximize sales and grow Gallo spirits 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).
  • 60% Distributor/field-execution
    • Makes appropriate, choiceful decisions when working with distributor personnel. Recognizes opportunities and re-allocates time and resources strategically toward highest opportunity, pivoting his/her 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.
  • Assists with the LDP Recruiting strategy on identified college campuses.
  • May lead forward-deployed field sales resources (Market Development Manager(s)). If so, supports career development and training plans of direct reports.
  • Evaluates distributor talent to ensure future talent pipelines for Winery.
  • Collaborates with distributor staff and specialists to execute programs with key accounts.
  • 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.
  • Coordinates launches of new items.
  • Manages POS ordering for assigned channel and/or geography.
  • Conducts sales training for the distributor sales force and account staff (e.g., wait-staff), to include wine education.
  • Conducts spirit tastings for on premise, distributor, and other key individual in assigned state(s).
  • Makes sales calls to key on premise or retail accounts with subordinates or in collaboration with distributor representatives.
  • Is responsible for marketing intelligence gathering: Reviews and analyzes market, product performance, and other sales related data.
  • Establishes objectives and priorities, ensuring they support the organization’s business plans (i.e., deliver the plan to the distributor).
  • Promotes positive working relationships across the organization and distributor network.
  • Coordinates activities with other winery support areas within the market (e.g., Customer Development, Shopper Marketing, Business Intelligence Managers).
  • Controls and monitors business expenses for the state or states assigned (meals, transportation, lodging, etc.).
  • Engages accounts and distributor personnel to ensure all e-Retail opportunities in marketplace are maximized.
  • Supports commercialization of digital marketing programs and leverages digital assets.
  • Leverages technology (e.g., Account 360) to monitor performance, identify. opportunities, direct the action of distributor personnel, make decisions, conduct exception reporting, etc.
  • Makes sound business decisions and optimizes resource allocation based on business trends, data, growth opportunities, etc.
  • Embraces innovation and demonstrates entrepreneurial mindset –Driving future-focused change.
  • Assists sales specialists and cross functional partners with identification and activation of consumer engagement initiatives and event execution.
  • Engages in consumer-facing events, including ability to work with luxury spirits OP or retail accounts to sell luxury offerings and lead luxury events.
  • Acts as a Gallo Ambassador, advocating for our brands, including hosting events, leveraging social media and other tools to promote for Gallo sales within the community.
  • Must maintain 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.

Supervisory Responsibilities

  • Develops, coaches and mentors peers, indirect and subordinate staff.
  • If accountable for the work of others, conducts performance evaluations; reviews and communicates salary adjustments; rewards employees or takes disciplinary action, as necessary; addresses complaints and resolves issues.

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.
Minimum Qualifications

  • Bachelor’s degree plus 3 years of Gallo Winery sales, marketing, or affiliated or non-affiliated distributor sales experience reflecting increasing levels of responsibility; OR Bachelor’s degree plus 5 years of wine or spirits sales, marketing, restaurant/hospitality, or distributor experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 7 years of Gallo Winery sales, marketing, or distributor sales experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 8 years of wine or spirits sales, marketing, restaurant/hospitality or distributor 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 travel by air and automobile up to 50% during the course of business.
  • Required to be 21 years of age or older.
  • Required to lift and move product weighing up to 50 lbs.
  • Required to employ an alternative work schedule to include weekends and evenings.
  • Required to obtain a liquor license as required by state/locally.
  • 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.

Preferred Qualifications

  • Bachelor's degree in Business Administration plus 6 years of Gallo Winery sales or affiliated distributor sales experience reflecting increasing levels of responsibility.
  • Direct managerial/supervisory experience with sales, retail, or on-premise employees (e.g. District Manager, Area Manager, State Manager, Field Marketing manager, etc.)
  • Experience selling or marketing Gallo brands.
  • 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 achieve goals beyond what is required; being proactive.
  • Experience setting high standards of performance for self and others; experience implementing standards of excellence.
  • CSS, CSE, CEFS, CSSC or equivalent certification or in process within 6 months.
  • Both On-Premise & Retail Experience.

Physical Demands
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.

Work Environment
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.


  • Hiring Salary Range Posted: $87,550 - $154,400
  • 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.
  • Eligible for bonus and company car program.
  • Please click here to view our full list of benefits or click here to watch our video.

Job Posting ID: 100423 





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: San Francisco
Nearest Secondary Market: Oakland

Job Segment: Marketing Manager, Business Development, Compliance, Field Marketing, Marketing, Sales, Legal