Business Development Manager - Retail Wine & Spirits

E. & J. Gallo Winery•Boston, MA

13h

About The Position

Join GALLO as a Business Development Manager – Retail Wine & Spirits and drive growth across your assigned state(s) by executing sales plans, owning revenue targets, and maximizing contribution. You will be the GALLO representative to retail accounts and distributor partners, building strong relationships, negotiating objectives and incentives, and ensuring national promotions and new item launches translate into measurable retail sales. You’ll focus time and resources on the highest-opportunity accounts and use market data to make pricing and forecasting recommendations that align with broader strategy. In this role you’ll balance winery-facing strategy with distributor and field execution—developing and implementing field pricing, managing POS and A&P planning, coordinating launches, and delivering sales training and tastings for distributor teams and retail staff. You will collaborate closely with distributor management to ensure execution of annual plans, evaluate market conditions, and reallocate resources as business needs shift. You’ll leverage technology and digital assets to monitor performance, identify opportunities, and guide distributor teams while controlling business expenses responsibly. We seek a commercially minded, entrepreneurial teammate who demonstrates ownership, makes data-informed decisions, and fosters inclusive development of talent. You’ll support recruiting initiatives, mentor direct and indirect reports where applicable, evaluate distributor talent, and champion safe, compliant operations. Comfort engaging in consumer-facing events, selling premium and luxury offerings, and acting as a brand ambassador in the community is important. GALLO is committed to a diverse and welcoming workplace and encourages applicants of all backgrounds who bring curiosity, collaboration, and results-driven creativity. If you are passionate about building partnerships, executing strategy, and growing retail wine and spirits brands, we’d love to hear from you.

Requirements

Bachelor’s degree plus 4 years of Gallo Winery sales, marketing, or affiliated or non-affiliated distributor sales experience reflecting increasing levels of responsibility; OR Bachelor’s degree plus 6 years of wine or spirits sales, marketing, restaurant/hospitality, or distributor experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 8 years of Gallo Winery sales, marketing, or distributor sales experience reflecting increasing levels of responsibility; OR High School diploma or State-issued equivalency certificate plus 10 years of wine or spirits sales, marketing, restaurant/hospitality or distributor 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 50% during the course of business.
Required to be 21 years of age or older.
Required to lift and move product weighing up to 50 lbs.
Required to employ an alternative work schedule to include weekends and evenings.
Required to obtain a liquor license as required by state/locally.
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.

Nice To Haves

Bachelor's degree plus 6 years of Gallo winery or distributor sales experience to include a prior rotation as a Portfolio Consultant, Business Development Manager, Market Development Manager Sr, or Account Manager 2; OR Bachelor's degree plus 7 years of external alcohol sales experience to include spirit sales experience.
Direct managerial/supervisory experience with sales, retail, or on-premise employees (e.g. District Manager, Area Manager, State Manager, Field Marketing manager, etc.)
Experience selling or marketing Gallo brands.
CSS, CSE, CEFS, CSSC or equivalent certification or in process within 6 months.
Both On-Premise & Retail Experience.

Responsibilities

Executing sales plans
Owning revenue targets
Maximizing contribution
Building strong relationships
Negotiating objectives and incentives
Ensuring national promotions and new item launches translate into measurable retail sales
Making pricing and forecasting recommendations that align with broader strategy
Developing and implementing field pricing
Managing POS and A&P planning
Coordinating launches
Delivering sales training and tastings for distributor teams and retail staff
Collaborating closely with distributor management to ensure execution of annual plans
Evaluating market conditions
Reallocating resources as business needs shift
Leveraging technology and digital assets to monitor performance
Identifying opportunities
Guiding distributor teams while controlling business expenses responsibly
Supporting recruiting initiatives
Mentoring direct and indirect reports where applicable
Evaluating distributor talent
Championing safe, compliant operations
Engaging in consumer-facing events
Selling premium and luxury offerings
Acting as a brand ambassador in the community