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Bonterra Organic Estates | Viña Concha y Toro USA
201 – 500 Employees
AgricultureB2BB2C
Bonterra Organic Estates | Viña Concha y Toro USA is a U.S.-based wine business within global winery Viña Concha y Toro. The company imports and markets wines from multiple origins, particularly Chile and Argentina, alongside its California-based Bonterra Organic Estates winery. Its portfolio spans everyday and premium wines, with a focus on certified organic viticulture, responsible farming, sustainability, and the social and environmental commitments associated with its Certified B Corporation status.
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Director of Luxury Wine Brand Sales - U.S. Remote

Lead U.S. commercial strategy, distributor execution, and key-account growth for Viña Concha y Toro USA’s luxury wine portfolio. Protect premium brand positioning while expanding profitable distribution and sustainable sales.

USUnited StatesCACaliforniaFLFloridaILIllinoisNYNew YorkTXTexas
$180,000 / year
RemoteFull-timeLeadEnglish RequiredSales

Description

  • Lead commercial strategy, market development, and disciplined execution for the luxury wine portfolio
  • Translate portfolio and brand strategy into channel, distributor, key-account, and market plans
  • Strengthen brand reputation, expand quality distribution, protect premium positioning, and drive sustainable sales and profit growth
  • Build market business plans, selling systems, and operating rhythms
  • Represent the portfolio with key trade customers alongside sales teams, distributors, and cross-functional partners
  • Balance immediate results with long-term brand equity through allocations, pricing, placements, education, and activation
  • Own commercial leadership for the luxury portfolio, including market plans, distributor alignment, business reviews, execution standards, and resource deployment
  • Develop strategic relationships across on-premise, off-premise, and selected alternative channels
  • Act as senior portfolio ambassador while establishing working methods, goals, cadence, and accountability
  • Create and manage commercial plans by origin, brand, channel, and priority market
  • Set growth priorities, account segments, distribution standards, pricing and promotion parameters, activation priorities, KPIs, forecasts, and resource plans
  • Assess and improve go-to-market models across wholesale and direct-to-consumer channels
  • Segment markets, define company and distributor responsibilities, and recommend route-to-market adjustments
  • Spend 50%–60% of working time actively engaged in the market
  • Set objectives and execution expectations with distributor leaders and field teams
  • Create business-review routines covering opportunity tracking, corrective action, priorities, tools, brand education, and follow-through
  • Develop account strategies for priority on-premise, off-premise, and multi-unit customers
  • Build senior relationships, deliver high-value presentations and tastings, and win placements and programs
  • Establish accountable leadership in priority geographies and clarify ownership of focus accounts, distributor opportunities, market visits, blitz activity, and local execution
  • Work with Finance, Supply Chain, wineries, and Sales on pricing integrity, allocations, limited releases, launches, inventory exposure, and order-to-depletion performance
  • Create scalable trade-education programs and lead expert tastings, winery immersions, seminars, and market initiatives
  • Partner with Marketing on brand-appropriate retail and wholesale activations
  • Collaborate with enterprise partners across winery, club, private-client, event, and other selected channels
  • Track shipments, depletions, distribution, account productivity, pricing, mix, inventory, pipeline, program outcomes, and profitability
  • Prepare sales projections and spending plans, manage budgets, assess program returns, and partner with Finance on forecasting and risk
  • Lead, coach, and align assigned sales resources and cross-functional partners
  • Identify commercial gaps and opportunities and deliver market insights to brand owners and senior leadership

Requirements

  • Bachelor’s degree in business, marketing, or a related field, with at least ten years of progressive experience in wine or beverage-alcohol sales, marketing, or distributor management, including substantial luxury or fine-wine experience, or an equivalent combination of education and experience
  • Proven success building brands and generating sustainable revenue and profit growth through the U.S. three-tier distribution system
  • Deep understanding of distributor economics, market planning, key-account development, pricing, allocations, forecasting, and inventory management
  • Established senior relationships with distributors, customers, and influential wine-trade professionals
  • Expert ability to present, taste, and communicate wine credibly to sales teams, customers, and trade audiences
  • Strong analytical and financial capability, including interpreting sales and depletion data, account performance, budgets, and profitability
  • Ability to turn strategy into clear priorities, operating rhythms, measurable standards, and timely corrective action
  • Excellent written, verbal, and presentation skills, with the ability to influence senior internal and external stakeholders
  • High integrity, sound judgment, and an entrepreneurial approach
  • Proficiency with Microsoft 365 applications, including Word, PowerPoint, and Excel
  • Valid driver’s license and eligibility for vehicle insurance
  • Willingness and ability to travel frequently, including occasional evenings and weekends for market visits, tastings, and events
  • Overnight domestic and international travel of 35%–50%
  • Ability to occasionally lift and carry up to 50 pounds and push or pull up to 50 pounds
  • Ability to sit and work at a desk for extended periods, and to frequently walk and occasionally stand, reach, climb, crawl, squat, kneel, and bend
  • Hand and finger dexterity for keyboarding and extended computer use
  • Ability to meet additional physical requirements associated with domestic and international air and ground travel
  • Successful completion of criminal background, DMV, and drug-screen checks
  • Verification of U.S. citizenship or legal authorization to work at the time of an employment offer

Benefits

  • Medical, dental, vision, life, and disability coverage beginning on the first day
  • 401(k) tax savings plan with company match
  • Short- and long-term disability coverage
  • Paid vacation, sick leave, and company holidays
  • Health-care and dependent-care flexible spending accounts for eligible employees
  • One paid day or shift each year for Volunteer Time Off
  • Employee-focused health, wellness, training, and safety programs
  • Scholarship opportunities for dependents
  • Annual incentive target tied to individual and company performance
  • Transportation-related benefits

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