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

Overview
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. Rooted in California and committed to quality, sustainability, and innovation, we are proud to honor our heritage while shaping the future of winemaking.

Summary
Responsible for directing, communicating, motivating, organizing, and controlling the execution of Riboli Family Wine & Spirits goals through our wholesaler and assigned geography across Northern California. This position drives, manages, and executes Fine Wine & Spirits KPIs across the independent off‑premise and on‑premise channels of trade in 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

Manage Riboli Family Wine & Spirits' product portfolio within Northern California, including designated distributor representatives and trade.

Execute depletion, POD, BTG, and volume plans across top independent off‑premise and on‑premise channels of trade for Northern California.

Assist the 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.

Target and influence key customers within the independent off‑premise and on‑premise channels of trade, focusing on top fine wine accounts.

Plan, direct, and coordinate 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 supporting Riboli Focus Calendar program periods across the independent off‑premise and on‑premise channels of trade.

Deliver depletion, POD, menu placements, and volume plan within the Northern California zone; manage and allocate trade expenditure, sample budgets, and T&E budgets.

Assess Riboli on‑premise distributor performance in the assigned geographic zone and address poor performance issues.

Develop wholesalers’ capabilities to adopt and implement Riboli Family Wine & Spirits brand strategies through effective communication and education.

Ensure Riboli’s key distributors manage 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, the 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.

Exercise appropriate behavior with Riboli brands and agency brands, always representing these brands professionally.

Exercise the highest level of fiduciary duty to the company in all financial matters, including budgets, promotional spending, and all aspects of the company’s business.

Work components:
20 % of time spent on wholesaler concentration (in‑market or conducting sales meetings/planning meetings).

70 % of time spent in the field (alone, with wholesaler, or Riboli management).

10 % administrative, pre‑planning, and follow‑up.

Each area may require evening hours and weekends when necessary to accomplish the outlined objectives.

Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

Education, Experience, and Skills

Four‑year college degree and/or equivalent work experience enabling the incumbent to perform job responsibilities as required (e.g., supplier, distributor sales or wine industry management jobs).

Minimum of 5 + years of wine industry experience.

Proficient written communication skills; ability to develop and provide all necessary written reports, correspondence, and presentations.

Proficient oral communication and interpersonal skills; ability to effectively present information and respond to questions from managers, clients, customers, and the public.

Intermediate Excel skills; ability to analyze sales data, market trends, and performance metrics to identify patterns, uncover opportunities, and develop data‑driven strategies.

Fluent knowledge of PC and working within Microsoft Office (Word, PowerPoint, Excel) and other company software.

Mathematical skills; ability to calculate and interpret financial data that affects daily Riboli business.

For certain markets, multi‑language skills (e.g., Italian or Spanish) are required or a plus.

Interpretive skills; ability to define problems, establish facts, and collect data to interpret issues and recommend solutions.

Physical Demands
Requires use of hands and eyes for PC; reach with hands and arms; talk and hear. Must stand, sit, stoop, kneel, crouch; see, taste, and smell wine products. Occasionally lift and/or move up to 50 pounds (approximate weight of a case of wine).

Additional Requirements

Current valid driver’s license and reside in Northern California.

Overnight travel required; must meet minimum travel schedule for assigned territories.

Prepare and present training meetings with wholesalers and retailers.

Excellent time management skills.

No DWI offenses.

No illegal drug use.

Certain positions require residence in specific areas (identified during recruitment).

Must use a clean, late‑model, presentable 4‑door vehicle that reflects professionalism; company auto allowance provided.

Employees must comply with all federal, state, and local laws and regulations governing the alcoholic beverage industry and maintain the highest ethical business standards and fiduciary duty.

Pay Range
$85,000—$90,000 USD

Equal‑Opportunity Employer
At Riboli Family Wines, we are proud to be an equal‑opportunity employer and are committed to an environment of mutual respect, diversity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, protected veteran status or other characteristic protected by law.

Disclaimer
The information provided in this description is intended to indicate the general nature and level of work performed by incumbents within this job. It is not a comprehensive inventory of all duties, responsibilities, qualifications, or working conditions. Management has sole discretion to add or modify duties and designate other functions as essential. This job description is not an employment agreement or contract.

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