Director - Retail Sales Distributor Management

Job Req ID: 106648 

Job Type: Full-time 

Work Category: Field 

Application Close Date: 12/08/2025 

Sponsorship: Not Available 

Compensation: $169290 - $254030 

 

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We are GALLO

We’re a family-owned company with a 90+ year legacy, that’s consistently recognized as a Glassdoor “Best Places to Work.” We have 130+ brands in our total alcohol beverage portfolio including wine, malt, spirits, and ready-to-drink beverages. We’re home to the #1 wine and spirits brands in the U.S. - Barefoot Wine & High Noon and are the official sponsors of the NFL, NHL, UFC, and PGA of America.

 

View our Corporate Values and Mission Statement here.

 

Job location is the Charlotte, NC area.

 

A Taste of What You'll Do

GALLO is seeking a dynamic, strategic leader to serve as Director, Retail Distributor Management — a hands-on, visionary role that plans, implements, and drives execution of our annual Retail sales plan. You will own pricing strategy, revenue and sales contribution outcomes, and the planning process while managing A&P and T&E budgets, distributor co-investment, and forecasting. Half of your time will be winery- and distributor-facing, collaborating with distributor leadership to align resources and execute plans; the other half will be focused on field execution, coaching regional sales teams, ensuring proper account tagging, and maximizing e‑Retail and in-market opportunities. You’ll design and present innovative programs, co-own the Go-to-Market process, and leverage data and digital tools (e.g., Account 360) to make timely, profitable decisions.

 

As a people leader you will set clear objectives, develop and mentor direct reports, maintain succession plans, recruit emerging talent, and foster an entrepreneurial, inclusive culture that drives change and future-focused growth. You’ll ensure compliance with federal, state and local regulations and partner cross-functionally to commercialize digital marketing, support consumer events, and sell luxury offerings when appropriate. Success requires strong financial acumen, excellent communication, and the ability to negotiate objectives and incentives with distributor partners while representing GALLO as a passionate brand ambassador in the marketplace.

 

We welcome applicants from all backgrounds and encourage people of every race, ethnicity, gender identity, sexual orientation, age, veteran status, and ability to apply. If you bring bold thinking, ownership, and a collaborative spirit to a fast-paced environment, you’ll thrive here — helping shape the future of GALLO’s retail business and driving growth across our distributor network.

 

What You'll Need

• Bachelor’s degree plus 8 years of Winery/distributor sales experience reflecting increasing levels of responsibility OR bachelor’s degree plus 10 years of sales experience reflecting increasing levels of responsibility; OR High school diploma or State-issued equivalency certificate plus 12 years of winery/distributor sales experience reflecting increasing levels of responsibility..
• Candidate is required to have a valid driver’s license, a safe driving record and reliable vehicle (if applicable) at the time of hire. This position will undergo a motor vehicle check (MVR) to confirm a history of safe and responsible driving. If needed, candidate must obtain the appropriate state driver’s license based on the position’s location within 30 days of hire.
• Required to travel by air and automobile up to 60% during the course of business
• Supervisory/managerial experience.
• Required to travel to company offices, sites, and/or meeting locations for onboarding, training, meetings, and events for development, department needs, and business delivery up to 5% of the time, with or without reasonable accommodation. This may be in addition to travel requirements, if applicable, as listed in this job description.
• Required to be 18 years or older. This may be in addition to other age requirements, if applicable, as listed in this job description.

 

How You