Territory Sales Manager

Franco Wine Imports (FWI) is entering an exciting new chapter!

We're an established California wine importer and distributor, representing a carefully curated portfolio of independent European wineries, primarily from Italy and France.

With new leadership, an expanding portfolio, modern technology, and ambitious growth plans, we're building a different kind of wine distribution company: one that combines exceptional wines, genuine relationships, and the speed and efficiency today's market demands.

We're expanding our California sales team and looking for entrepreneurial, passionate, and results-driven Territory Sales Managers in two markets:

• Ventura & Santa Barbara Territory
• San Bernardino/Riverside Territory

We're looking for business builders and natural leaders, not just order takers.

You'll take ownership of your territory, develop new business, strengthen customer relationships, and recruit, lead, and develop your own team of sales representatives as the market grows.

You'll be accountable for both your personal sales performance and the overall success of your territory and team.

• Develop and execute a territory sales strategy with clear revenue and growth objectives.
• Prospect and open new restaurant, wine bar, hotel, and independent retail accounts.
• Recruit, onboard, train, coach, and manage sales representatives within your territory.
• Set individual sales targets, monitor performance, and hold your team accountable for results.
• Lead by example through active field sales, joint account visits, and relationship development.
• Build long-term relationships with wine buyers, sommeliers, and hospitality professionals.
• Organize tastings, wine presentations, staff trainings, and events.
• Identify market opportunities and contribute to our portfolio strategy.
• Manage sales pipelines, forecasting, and territory performance using our CRM.
• Collaborate with leadership, operations, and sales support teams to ensure excellent customer service.

• Proven experience in wholesale wine sales or wine distribution.
• Demonstrated ability to lead, coach, and develop a sales team.
• Experience recruiting and managing independent or employed sales representatives.
• Strong existing relationships with wine buyers in your assigned territory.
• Solid knowledge of European wines, especially Italian and French.
• A track record of achieving sales targets and developing new business.
• Strong organizational, leadership, and performance management skills.
• An entrepreneurial, proactive, and solution-oriented mindset.
• Comfortable with CRM systems, sales reporting, and modern technology.
• Valid driver's license and ability to travel throughout the territory.

Most importantly: We're looking for someone who can build a business, inspire a team, take ownership of results, and lead from the front.

• Competitive compensation with performance-based incentives.
• Opportunity to build and lead your own territory sales team.
• An exciting and expanding portfolio of independent European wineries.
• Modern sales tools, streamlined ordering, and dedicated operational support.
• Reliable next-business-day delivery across our service area.
• Direct access to leadership and input into our commercial strategy.
• Real opportunities for professional growth as we expand across California.

We're not building another old-school wine distributor.

We're creating a company where great wines meet great people, technology makes selling easier, and motivated leaders have the freedom to build something meaningful.

If you know your market, love wine, and have what it takes to build both a successful territory and a high-performing team, we'd love to meet you.

Let's grow together!

FWI Team