Manager, National Market Development

Reporting to the General Manager, the National Market Development Manager will lead wholesale sales efforts across key domestic markets outside of California while supporting strategic direct-to-consumer initiatives in those same regions.

This is a full-time, exempt position. The ideal candidate is based in the mid-Atlantic or mid-West. This position is expected to travel approximately 25-30% of their time.

This individual will be responsible for growing distributor performance, increasing depletions, securing premium on- and off-premise placements, developing new market opportunities, and representing Trione through trade education, consumer events, and relationship-building activities.

This role requires equal parts strategic thinking, disciplined execution, and exceptional interpersonal skills. The ideal candidate is passionate about fine wine, thrives in a collaborative environment, and understands how to build long-term partnerships that strengthen both wholesale and direct-to-consumer business.

ABOUT TRIONE VINEYARDS & WINERY
Trione Vineyards & Winery is a family-owned winery rooted in three generations of Sonoma County farming. With five estate vineyards spanning Alexander Valley, Russian River Valley, and Sonoma Coast, we craft limited-production wines that express the unique character of each site.

WHAT SUCCESS LOOKS LIKE:ALL Grow sales & depletions in assigned markets.
Strengthen distributor engagement and accountability.
Secure additional points of distribution in premium restaurants and fine wine retailers.
Expand our brand visibility through impactful trade and consumer events.
Build lasting relationships that drive both wholesale and direct-to-consumer growth.

KEY AREAS OF RESPONSIBILITY:
Wholesale Sales & Market Development (40%)
Develop and execute strategic sales plans to achieve annual revenue, depletion, and distribution goals across assigned markets.
Build, manage, and strengthen relationships with distributors, key accounts, and trade partners while identifying new market opportunities.
Increase brand visibility and sales through distributor engagement, account development, trade education, and market visits.
Expand distribution and premium placements in targeted on-premise, off-premise, hospitality, and private club accounts.

Sales Planning & Trade Marketing (30%)
Develop annual business plans, market strategies, and sales forecasts that align with company objectives.
Monitor distributor performance, inventory, pricing, and market conditions to identify opportunities and proactively address challenges.
Collaborate on impactful sales tools, promotions, and trade programming that strengthen brand awareness and support sales growth.
Establish strategic partnerships with trade organizations, hospitality groups, and other aligned businesses to expand market presence.

Reporting & Business Analysis (20%)
Maintain accurate sales reporting, forecasting, and distributor analytics while providing actionable recommendations to leadership.
Prepare regular business reviews, market updates, and performance reports that measure progress toward sales objectives.
Ensure timely, professional communication with distributors, customers, and internal teams while coordinating order management and administrative support.

Direct-to-Consumer Market Activation (10%)
Working closely with the Hospitality team, this position will help create brand awareness and consumer engagement in key wholesale markets by:
Plan and executing wine dinners, Wine Club events, tastings, and other strategic experiences in priority markets.
Identify new partnerships and event opportunities that expand brand awareness, generate qualified leads, and support Wine Club growth.
Maximize every market visit by integrating wholesale objectives with direct-to-consumer relationship building and brand development.

QUALIFICATIONS:
The ideal candidate will possess:
Minimum five years of progressive wine sales and/or distributor management experience.
Demonstrated success managing distributor relationships across multiple states.
Established relationships with leading fine wine distributors and key on-premise accounts.
Strong understanding of wholesale distribution, depletion management, pricing strategy, and market development.
Outstanding presentation, negotiation, and relationship-building skills.
Excellent organizational and project management abilities with strong attention to detail.
Analytical mindset with experience interpreting sales data and identifying growth opportunities.
Self-motivated, collaborative, and comfortable working independently in a remote environment.
Bachelor's degree preferred.
WSET, Court of Master Sommeliers, or similar wine certification is a plus.
Proficiency with Microsoft Office, CRM platforms, and distributor reporting systems.
Valid driver's license and ability to lift up to 50 pounds.
Flexibility to travel approximately 25–30% and work occasional evenings and weekends.

PHYSICAL REQUIREMENTS:
Must be available to travel at least one week per month; roughly 25%
Ability to stand, sit, and move for extended periods of time
Ability to lift and move up to 50 pounds
Ability to follow written and verbal instructions
Must be at least 21 years of age

WHAT WE OFFER
Competitive Compensation
Base salary plus performance-based commission
Quarterly bonus opportunity
Travel Support
Company-paid travel and entertainment allowance
Benefits
Company-sponsored medical and dental insurance
Simple IRA retirement savings plan
Paid time off and holidays
Culture
Join a collaborative, family-owned winery where relationships matter, ideas are welcomed, and every member of the team plays an important role in growing one of Sonoma County's premier estate wine brands.

Job category: Sales and Marketing