Area Sales Manager, Fine Wines & Spirits (Aspect Division) - Northern California

At Riboli Family Wines, we've spent over a century perfecting our craft—and we're just getting started. As a four-generation, family-owned winery and one of America's fastest-growing wine producers, we create brands that people genuinely love, including Stella Rosa, Spritz Del Conte, San Simeon, and San Antonio. We've been recognized as American Winery of the Year, but what drives us isn't awards—it's the joy our wines bring to tables, celebrations, and everyday moments. Rooted in California and committed to quality, sustainability, and innovation, we're proud to honor our heritage while shaping the future of winemaking. Summary- Responsible for directing, communicating, motivating, organizing, and controlling execution of Riboli Family Wine & Spirits company goals through our wholesaler and assigned geography across Northern California. This position is responsible for driving, managing, and executing Fine Wine & Spirits KPI’s across the independent off-premise and on-premise channels of trade within Northern California. Responsible for developing and fostering Breakthru Aspect Division Field Sales Manager and Sales Representative relationships in the designated zone to leverage and grow Riboli brands in the market.   Essential Duties and Responsibilities- Current duties may be changed if job requires and/or additional duties may be assigned if necessary. Responsible for managing Riboli Family Wine & Spirits’ portfolio of products within Northern California including designated distributor representatives, and trade. Responsible for executing the depletion, POD, BTG and volume plans across top independent off-premise and on-premise channels of trade for Northern California. Able to assist State Sales Director with distributor team meetings and General Sales Meetings (Aspect On-Premise and Full Book On-Premise) and education sessions to further Riboli brands’ share of mind. Ability to target and influence key customers within the independent off-premise and on premise channels of trade. Majority of focus on top fine wine accounts. Responsible for planning, directing, and coordinating all sales efforts within the independent off-premise and on-premise channels of trade in Northern California.   Manage Breakthru Beverage Group (assigned) California Wholesaler to achieve sales targets that support Riboli Focus Calendar program periods across the independent off-premise and on-premise channels of trade.   Accountable for delivering depletion, POD, menu placements, and volume plan within the Northern California zone and for managing and allocating trade expenditure, sample budgets, and T&E budgets.   Take active role in assessing Riboli on-premise distributor performance within assigned geographic zone, including addressing poor performance issues. Assist in developing wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirit brand strategies and objectives through effective communication and education. Ensure that Riboli’s key distributors are managing Riboli’s brand strategies for the trade. Call on independent top off-premise and on-premise accounts in conjunction with the distributor.   Utilize KARMA to manage daily activity in the field and KPI monitoring. Possess thorough knowledge of products, wine industry, competitive brands, and markets. Cultivate cross department relationships within the company, especially between sales, marketing, finance, and logistics, to carry out Riboli Family Wine & Spirits brand strategies. Adherence to executive directions from senior leadership/ownership is a critical part of the job. Exercise appropriate behavior with Riboli brands and agency brands, always representing these brands in the best and most professional manner. Exercise the highest level of fiduciary duty to the company in all financial matters including budgets, promotional spending, and every aspect of the Company’s business. Job execution will break into the following components: 20% of time spent on wholesaler concentration (in market or conducting sales meetings/planning meetings). 70% of time spent in the field (on own, with wholesaler, or Riboli management). 10% administrative, preplanning, and follow up. Each of these areas may require working evening hours and weekends when necessary to accomplish the outlined objective.   Qualifications- 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/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Education, Experience, and Skills- A four-year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required. (Equivalent work experience could include supplier, distributor sales or wine industry management jobs) Minimum of 5+ years of wine industry experience. Proficient written communication skills. Incumbent must possess the ability to develop and provide all necessary written reports, correspondence and presentations necessary to satisfy job requirements. Proficient oral communication and interpersonal skills. Incumbent must have the ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public. Incumbent must articulate in a professional and personable manner to be a strong leader and partner to Riboli Customers and Trade. Intermediate Excel skills. Ability to analyze sales data, market trends, and performance metrics to identify patterns, uncover opportunities, and develop data-driven strategies that drive business growth and optimize KPI achievement. Ability to have fluent knowledge of PC, working within Microsoft Office – Word, PowerPoint, Excel and any other company software is critical to the success of this position.