Position Description:

Working 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.

● 1 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

The ideal candidate will possess the following competencies:

● 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:

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 any

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.

● 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.