Meet Mandy Martinez: Western Region Sales Manager at Whitehall Lane Winery
This interview has been edited for clarity and was featured in the August 30, 2023 of Merobebe.
Merobebe
You currently work as the sales manager but if you could have any other job in the wine industry, what would it be?
Mandy Martinez
I really love what I do so that’s tough, but I think I would aspire to be a winemaker. Science doesn’t land in my wheelhouse and since I do love a challenge, I think this would be something I would feel proud of if I accomplished it.
Merobebe
If you could visit any wine region in the world, where would you go?
Mandy Martinez
I am Gavi obsessed, so it would have to be Piedmont [in Italy] for me. I am also intrigued with Etna and volcanic soil, so that’s on the list as well.
Merobebe
What's your go-to bottle of wine when you want to treat yourself?
Mandy Martinez
Specifically, I love La Scolca and Villa Sparina as producers to support my affinity with Gavi. I always love some nice bubbles too.
Merobebe
What first interested you in pursuing a career in wine?
Mandy Martinez
I started my wine journey in hospitality working as a bartender in restaurants. At first, wine was something I was required to learn along with the menu, pairing, etc. I found that the more wine I had the opportunity to taste, the more my interest unfolded. I genuinely became captivated by all of the organic, moving parts of wine. It’s a living, breathing thing displaying its own identity. That’s really cool!Digging in and translating wine became super enjoyable and interesting to me. I am forever grateful for those grueling hours I spent behind the bar. It’s not an easy job by any means, but it’s the place where I found my path.
Merobebe
You've worked in distribution and as a wine supplier before and now work as a sales manager for Whitehall Lane. Can you share some of the differences and similarities between the roles?
Mandy Martinez
Both have been extremely beneficial and enjoyable for me. Distribution taught me the ins and outs of big business and how to represent many brands. When you work in distribution, the key is being able to juggle and keep a lot of people happy. Honing in and finding people’s needs and really establishing how to work the sales cycle.
Now, working for a small, family-owned winery has allowed me to make the experience way more personal. I have fallen in love with Whitehall Lane and telling the story of one brand and family. Reaching the consumer on that level, where I feel more personally connected, has been exactly what I was seeking for my career.
Merobebe
What is a typical day (or week) like in your role?
Mandy Martinez
Since we are a small, family owned and operated company, I have been fortunate in having the opportunity of wearing a few hats and expanding my skill set. Daily, I get to work closely with our distributors selling to restaurants, privately owned bottle shops, larger chains and independent retail stores as well. In any given week, I can also be hosting wine dinners, tastings and selling events; it definitely keeps me busy! Whitehall Lane wines are exceptional quality, so that also makes my job very enjoyable.
Merobebe
What is special about Whitehall Lane?
Mandy Martinez
So many things! Whitehall Lane is located in the heart of Rutherford in Napa Valley. Originally established in 1979, the Leonardini family acquired the winery in 1993. This year we are celebrating 30 years of being family owned and operated, and producing world-class Napa Valley wines.Tom Sr., the patriarch of the family, has cultivated a remarkable family legacy with his children and now grandchildren as well. Roots run deep at Whitehall Lane and it’s a very special place.
Merobebe
How do you think being family-owned impacts the wine and the experience at Whitehall?
Mandy Martinez
It truly is a defining part of who we are. I am working directly with the family which makes it that much more of a personal commitment to the Leonardini’s and Whitehall Lane. You can feel it in the tasting room when one of them is there to pour for you. And I know that our winemaker, Jason Moulton, has a commitment to the family as well with the quality he puts into the bottle. I think we all feel a sense of responsibility to Tom Sr. especially, who is in his 80’s and still reporting to the winery. Commitment, integrity, quality, and longevity are all a part of the Whitehall Lane mission and it shows. I am so very proud to be a part of it.
Merobebe
As a woman in sales and in the male-dominated industry of wine, what challenges or inaccurate assumptions/stereotypes have you faced and how have you overcome them?
Mandy Martinez
As in any challenging situation, you find it in yourself to rise above, move past and carry on as a strong and confident female. I remain focused on my goals and seek the support of one of the owners of Whitehall Lane (who is female) and I Iean heavily on our National Sales Manager who is also female. Both are shining examples for me.
Daily, I try to look at how far we’ve come rather than how far we have to go. I am also very grateful for the incredibly smart and strong women I have had the pleasure of encountering in this industry. So many of them! We support each other and it’s a really beautiful thing to be a part of. Very empowering for sure.