Liberal Arts Career Services
Liberal Arts Career Services

E. & J. Gallo Winery, Sales Management Development Program, Application Deadline, BTT Gateway Job ID 9127

Tue, October 14, 2014

An accelerated program designed to give participants a thorough foundation in consumer goods sales and sales management in preparation for a career in field marketing management. Due to the decentralized nature of sales activity in the wine industry, no two people’s development experience will be exactly the same. The developmental path to field marketing success is a three-phase program. 

PHASE I – DISTRIBUTOR SALES REPRESENTATIVE 

Your assignment as a Gallo Distributor Sales Representative will be demanding and challenging (as well as fun) as you begin to demonstrate, and then master, professional skills in territory management, selling, merchandising, and servicing. While the primary intent of the program is to develop candidates for the E & J Gallo Winery, some people’s careers develop in management of independent distributors. As a sales representative, you will be responsible for maintaining and expanding the sales of all Gallo brands in an established retail territory. Regardless of the distributor or the location, you will receive thorough professional training from day one. 

PHASE II – FIRST LEVEL SALES MANAGER (DISTRICT MANAGER) 

If you succeed, the most common (but not the only) next step is promotion to Distributor District Manager. This is the first stage in sales management and executive training. Here you will learn how to manage and motivate people through actual experience. The basic principles of management learned here will be essential in every phase of a career in the wine industry. Again, your training will be both on-the-job and through formal classroom seminars. You will participate with a small group in a series of management workshops. These workshops are designed to give you a solid understanding of both theoretical and pragmatic management practices you will master with day-to-day application. Your specific timetable as both a Sales Representative and a District Manager will depend on your own growth and development in preparation for the next assignment. 

PHASE III – AREA MANAGER, FIELD MARKETING MGR., TRADE DEVELOPMENT, ON-PREMISE 

The purpose of Phases I and II is to prepare candidates for a number of career opportunities both with the wholesaler and the Gallo Winery. 
Your first "field assignment" will give you the opportunity to develop markets through independent distributors and their organizations. You will be assigned the responsibility to develop and implement specific sales and marketing programs for your marketing area. 

Area Manager enables you to broaden your management responsibilities at the next level. You will typically have two to three District Sales Managers working for you with a team of sales reps under them. 

Trade Development enables you to utilize marketing and sales techniques in an effort to affect corporate chains like Albertsons or Safeway. 
With every position, new challenges and adventures allow you to achieve new managerial skills, industry knowledge and overall career growth! 

Qualifications: 
An accelerated program designed to give participants a thorough foundation in consumer goods sales and sales management in preparation for a career in field marketing management. Due to the decentralized nature of the alcoholic beverage industry, career assignments with Gallo are as much involved with developing marketing strategy as they are in sales execution. Successful candidates will be mature, aggressive, results-oriented self-starters who possess both a strong sales personality and have demonstrated above-average leadership aptitude. Our recruiting program is focused on graduating baccalaureate candidates in either Business, Communications or Liberal Arts. However, we would be pleased to talk to sales management -oriented candidates for advanced degrees. 

Note: A strong interest in a sales management career is a prerequisite for success at Gallo. 

Training: Both classroom and on-the-job. Program participants will typically spend between one and two years as a sales rep calling on high-volume retail stores and a similar period as a first-level Sales Manager in charge of four to eight sales reps. Simultaneous classroom training will be provided during both stages of development to equip participants with the necessary theoretical and conceptual foundation in sales and sales management.

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    University of Texas at Austin
    FAC 18
    2304 Whitis Ave. Stop G6200
    Austin, Texas 78712-1508
    512-471-7900