On Premise Market Development Specialist: Gallo - Northern California

Richmond, CA /
Sales – On-Premise North /
/ Hybrid
Why Wine Warehouse?

Family – Integrity – Quality

Wine Warehouse is a multi-generational, family owned and operated, wholesale distributor of fine wine, beer and spirits. With an award winning premium portfolio, we have something for everyone. We offer a strong family culture, and are committed to cultivating a positive and inclusive workplace experience. Quality, family and integrity are the pillars of our company, and we are seeking individuals who share these values.

Position Description:
Reporting to the On Premise Director of Sales in the North, this position is designed to work collaboratively with sales management and Gallo portfolio management, the Market Development Specialist provides support and assistance to Wine Warehouse on premise sales associates to drive sales and distribution in California. Primary responsibilities include effectively partnering with sales management to provide sales guidance supporting goal attainment, direct selling and key account management. Additional responsibilities include training and developing on premise sales representatives, supporting sales bitz’s and leading key corporate initiatives.

Essential Duties and Responsibilities

    • Supports assigned WW On Premise Managers in driving key sales initiatives in Southern California to include a heavy emphasis on achieving 30 & 60 Day focus goals and must win programs, which include, but are not limited to “We are, They are”, Concentrate & Break Through, Blackout Bingo AP.
    • Collaborates with internal Gallo Sales Manager regularly to ensure timely and accurate information is shared with on premise sales management
    • Partners with internal Gallo Sales Manager, as well as on premise leadership, to develop and implement sales initiatives (ie. blitz weeks, team competitions, educational seminars) which support critical objectives for the on premise division
    • Develops relationships with 25-50 Key Accounts in the designated geographical area to drive increased market share and revenue growth within the Gallo portfolio.
    • Ensures successful brand launch on Gallo new items through planning, tracking, and driving execution with Area Managers, Regional Managers and Sales Reps.
    • Establish a sense of urgency driving key programs and executing the 6 Standard of Performance.
    • Drive Gallo initiatives within the various On Premise segments as it overlaps with dedicated portfolio/brand focus - Luxury, Commercial Premium, Spirits and Gallo Brand Ambassadors.
    • Works with the National Accounts team in driving Chain Action compliance on Gallo items to include both mandates and spec items.
    • Promotes and drives E-Commerce and Social Media engagements through sales teams and coverage area on top initiatives.
    • 80% Field Facing. Field Work/With’s –With an eye on field execution, the expectation is to be in the field 4 days per week driving Gallo key initiatives.
    • Plans, designs, and conducts educational product presentations, such as staff training, wine dinners, country club tastings to promote Gallo products or to present new promotional opportunities to customers. These activities are often in the evening and sometimes on a weekend.
    • Contributes to & attends Regional Manager Team meetings to drive Gallo brands and to contribute to marketing/sales efforts.
    • Actively participates and helps present Gallo initiatives at General Sales Meetings
    • Develops and promotes product education at team meetings, GSMs and field work withs.
    • Attends Gallo District Manager and Wine Warehouse Management Trainings.
    • Direct communication with key Gallo personnel is essential.
    • Drive knowledge, usage and adoption of key Gallo & Wine Warehouse sales tools (Distributor Scorecard, Recommended Restaurant List, Lander, E-Commerce, digital assets, Gallo Content Hub, Gallo Gateway, etc.).
    • Maintains and manages inventory levels, delivery and usage of On-Premise Point of Sales items.
    • Utilizes company issued technology to manage day-to-day business as well as to track progress on sales goals (Laptop, iPad, Sales Advisor, Pocket Advantage).
    • Properly records business mileage for reimbursement via Motus software.
    • Understands and is in compliance with ABC (Alcoholic Beverage Control) regulations.

Planning and Organizing:

    • Planning for key programs and initiatives should take place 30 days in advance
    • Calendar – monthly review with Gallo One Premise Manager on calendar planning, etc.
    • One weekly call (at a minimum) to discuss current week’s successes and initiatives for the following week and month close
    • Works in conjunction with Gallo Winery OP team and Gallo Winery Brand Ambassadors on scheduling and maximizing market level opportunities.

Position Requirements:

    • Extensive knowledge in the beverage industry
    • On-sale channel experience is required
    • Bachelor’s degree (B.A.) from a 4 year college or university; one or two years related experience and/or training or equivalent combination of education and experience
    • Minimum 2 years sales experience in the beverage/alcohol industry
    • Superb organizational skills and high sense of urgency for sales goal attainment
    • Strong business, communication and interpersonal skills
    • Ability to define problems, collect data, and implement solutions
    • Computer literate – proficient in Microsoft Office and Google Drive
    • Excellent command of written and spoken English
    • Ability to make compelling presentation


    • Professionalism: Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status; accepts responsibility for own actions; follows through on commitments
    • Innovation: Displays original thinking and creativity; meets challenges with resourcefulness; generates suggestions for improving work; develops innovative approaches and ideas; presents ideas and information in a manner that gets others’ attention
    • Commitment to performance: The ability and eagerness to be PROACTIVE. Demonstrating a commitment to doing it “the right way” with a high level of attention to details and high personal standards of performance Physical Standards:
    • Visiting accounts daily, requiring getting in and out of the vehicle, bending, stooping, and reaching.
    • Placing cases of products in the trunk of the car – removing each case from the trunk of the car and delivering it to the customer using a hand truck – each case is estimated to weigh 50 pounds or more.
    • Repetitive bending, kneeling, stooping, and occasional climbing are required.
    • Traveling to company-scheduled meetings with a minimum travel time of two (2) hours.

The physical demands here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Should you require an accommodation; a determination will be made at that time regarding whether such accommodation is reasonable or whether it will create an undue hardship on Wine Warehouse.

Wine Warehouse is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. Wine Warehouse is committed to providing access, equal opportunity and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities.