Senior Market Development Manager, Luxury Wine

Location: San Francisco, CA, US, 94103

Date: Feb 9, 2024

Company: E. & J. Gallo

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Senior Market Development Manager-Luxury Wine

Job location is San Francisco, CA


Responsible for executing distribution, revenue plan, and maximizing contributions for Gallo’s LUX portfolio within inclusive or exclusive channel market. Establishes direct relationships with Icon/Influencer Fine Wine retailers and Key Fine Dining accounts to elevate luxury share. Functions as the Gallo brand ambassador for the distributor’s Fine Wine division (Aspect, Signature, etc) and/or inclusive Gallo portfolio. Maintains business relationships and executes trainings to improve selling techniques that will increase the sale of LUX products in assigned division. Assesses market data, leverages pricing mechanics, and makes pricing recommendations to their Sr. BDMs. 

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

  • Winery facing
    • Strategically focuses time on the biggest opportunities to maximize sales and grow LUX brands (i.e., all distributors, reps, brands, markets, etc. are not treated equally) within assigned territory.
    • Accountable for monitoring and execution of field pricing.
  • Distributor/field-execution
    • Makes appropriate, choice-ful decisions when working with distributor personnel. Focuses efforts on personnel who can deliver the largest opportunities in the luxury division. 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 LUX programs and initiatives. 
    • Negotiates monthly objectives, sales incentives, etc. with distributor leadership on behalf of Gallo Winery.
    • Supports customer/consumer engagement via high profile events (i.e., luxury customer engagement/entertainment events). 
    • Assists in execution of Regional Producer Tours. Partners with Sr Luxury BDM’s/BU and to ensure appropriate timing and resources are effectively deployed against the right account and customer. 
    • Oversees the implementation of Gallo national promotions/programs to distributor sales organization.
    • Implements and administers Portfolio and Fine Wine Sales Education Distributor Sales Teams. 
    • Maintains strong relationships with key influencer accounts (both channels).
    • 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.
  • Evaluates distributor talent to ensure future talent pipelines for Winery.
  • Collaborates with distributor staff and specialists to execute programs with key accounts.
  • Participates in annual planning process, including pricing, programming, forecasting sales based on sales related data.
  • Coordinates launches of new items.
  • Conducts product tastings for on premise, distributor, and other key individual in assigned state(s).
  • Makes sales calls to key on premise accounts in collaboration with distributor representatives.
  • Responsible for marketing intelligence gathering: Reviews and analyzes market, product performance, and other sales related data.
  • Establishes objectives and priorities to achieve high level business objectives established by senior leadership ensuring they support the organization’s business plans.
  • 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).
  • Collaborates with BIM and Sr. BDM to develop pricing, forecasts, goals, and launch strategy for new items to ensure success in given market.
  • 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 to guarantee budget is not exceeded and funds are spent appropriately.
  • Directs distributor support and manages budgets to allocate resources accordingly to drive business while staying within budget guidelines.
  • 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.
  • Leads teams efforts to engage consumer in meaningful events to support relationship development, sales and account development in top tier luxury accounts.
  • Supports the development of Gallo’s premiumization efforts.
  • 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 fine wine accounts to sell luxury offerings and lead luxury events.
  • Acts as a LUX Wines Ambassador. Advocating for Gallo brands by hosting events, leveraging social media or other promotion methods to advocate for Gallo within 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.

Essential Functions Standard

  • 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.

Supervisory Responsibilities

  • 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.
Minimum Qualifications

  • Bachelor’s degree plus 4 years of Gallo Winery, distributor luxury wine, spirits sales, or marketing experience reflecting increasing levels of responsibility; OR Bachelor’s degree plus 5 years of luxury wine, spirits sales, marketing, restaurant/hospitality, or distributor experience reflecting increasing levels of responsibility; OR High school diploma or State-issued equivalency certificate plus 8 years of Gallo Winery, distributor luxury wine, spirits sales or marketing experience reflecting increasing levels of responsibility; OR High school diploma or state-issued equivalency certificate plus 9 years of luxury wine, spirits sales, marketing, restaurant/hospitality or distributor experience reflecting increasing levels of responsibility.
  • CSW, equivalent accreditations (i.e., WSET levels 1-4, Sommelier, CSS), or in the process of earning accreditations. 
  • 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.

Preferred Qualifications

  • Bachelor’s degree plus 6 years of Gallo/distributor premium wine or spirits sales experience reflecting increasing levels of responsibility; OR Bachelor’s degree plus 8 years of external premium wine or spirits selling experience reflecting increasing levels of responsibility.
  • Possess a CSW, CSS or other equivalent certification.
  • Skilled in reading and interpreting documents such as safety rules, operating and maintenance instructions, and procedure manuals.
  • Experience writing routine reports and correspondence.
  • Skilled in speaking effectively before groups of customers or employees of organization.
  • Experience with Microsoft Office software programs.
  • Skilled in calculating figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume.
  • Knowledge of how to apply concepts of basic algebra and geometry.
  • Skilled in solving practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
  • Skilled in interpreting a variety of instructions furnished in written, oral, diagram, or schedule form.

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: $105,400 - $158,000.
  • Eligible for bonus and car program.
  • 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.
  • Please click here to view our full list of benefits or click here to watch our video.

Expected to Close On: 02/29/2024

Job Posting ID: 103760  




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.


Gallo is enrolled in the Department of Homeland Security's E-Verifying program and will use the program to verify the employment eligibility of all newly hired employees as required.

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Nearest Secondary Market: Oakland

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