CA Sales Representative

Rack & Riddle • Full-time • Healdsburg, California, United States • $69k - $80k / year • 10h ago

Position Overview

Rack & Riddle seeks a dynamic and results driven CA Sales Representative to manage and accelerate growth for Stanford Brut California Champagne and expanding custom sparkling wine portfolio. This role will own California on and off premise chain business while also growing sales with independent restaurants, bars, boutique retailers, and regional grocery, club and specialty retail chains. The ideal candidate is equally driven to acquire new accounts, new menu placements and to maximize volume, visibility and profitability with existing accounts.

Essential Duties and Responsibilities:

Drive Account Acquisition & Retention
Actively prospect and secure new customers for Stanford Brut and custom sparkling wines in the California market.
Maintain existing customer relationships and placements through stellar service.
Identify strategic opportunities to grow points of distribution and annual volume per account.
Expand Existing Relationships
Leverage current customer relationships to introduce new SKUs, formats, and private label opportunities.
Tailor upsell and cross-sell strategies based on customer needs and seasonal programming.
Sales Execution & Brand Building
Present Stanford Brut and custom sparkling wine offerings with compelling storytelling, product knowledge, and data-driven insights.
Collaborate with distributor partners to increase visibility and velocity of Stanford Brut in key CA markets.
Develop and deliver quarterly/annual business reviews to chain beverage teams, negotiating pricing, programming, and feature calendars.
Activate promotional programs (BTG features, staff incentives, displays) alongside distributor field teams.
Operational Coordination
Work closely with the Sales Operations Manager to ensure timely fulfillment, forecasting accuracy, and promotional execution.
Provide training and support to distributor reps to ensure consistent and effective brand messaging.
Anticipate chain planning calendars, pricing windows, and compliance requirements.
Market Intelligence & Feedback
Gather competitive insights and customer feedback to guide product development and commercial strategy.
Maintain accurate CRM records and develop action plans based on performance metrics.
Other duties, as assigned by Management.

Requirements:

The successful candidate’s background includes:

3-5 years of experience in wine or beverage sales, preferably in the California market.
Proven track record in business development, especially in account acquisition and growth.
Understanding of the retail and on-premise wine landscape in California - Existing relationships with CA on-premise chains and grocery beverage decision makers strongly preferred.
Strong presentation, communication, and relationship-building skills.
Ability to work independently, travel regularly within California, and manage multiple priorities.
Familiarity with Salesforce or other CRM tools a plus.
Possess a bachelor’s degree from an accredited university
Professional wine qualification (e.g., WSET Level 2+, CSW) a plus.
Passion for sparkling wine and California wine culture.