How Cambria Estate Winery's Ambassador Landed Her Dream Job (and How You Can, Too)

How many times have you peered voyeuristically into the lives of people you admire via social media and wondered what it must be like to do their job? We’ve all been down that research rabbit hole on our quest to create and cultivate the career of our dreams, but often we’re still left pondering the realities of their day-to-day—so, what is it really like? Well in this series, I Want Your Job we uncover the truth by getting into the nitty-gritty details about what it’s actually like to work in your quote-unquote “dream job” and if the reality stacks up to the expectation. 

Photo: Courtesy of Cambria Estate Winery

Did you know that 90% of the wine made in the U.S. is produced in California, but only 10% of the state’s wineries are led by female winemakers? But there’s one winery that’s breaking the mold, Cambria Estate Winery. “Cambria is owned by women. Led by women. Made by women (shout out to our winemaker Jill Russell),” explains Katie Phillips, Cambria’s winery ambassador. “That female touch really rings through everything we do.” The brand’s inaugural International Women’s Day events, designed to celebrate, connect, and inspire women and give back to women-led organizations leading the fight against climate change, are certainly no exception.

In a male-dominated industry, Cambria is tipping these stats in the right direction, but, as their winery ambassador Katie Phillips can attest, that’s easier said than done. “The wine business is traditionally a male-dominated, sales-driven environment,” Phillips tells Create & Cultivate. “It runs at a fast-and-furious, sometimes cutthroat, pace. I’ve seen that change a bit, but getting into the wine business—and staying in the wine business—requires hard work. You have to have thick skin and not be afraid to be a woman of action.” There’s no doubt Phillips fits this description.

Ahead, the Cambria’s winery ambassador tells us all about how she landed her dream job, including how she got her foot in the door, how the reality of the job stacks up to her expectations, and hows she’s paying it forward to the next generation of women coming up behind her in the wine industry. Read on for more.

CREATE & CULTIVATE: Describe your career journey—how did you get your foot in the door in the wine industry and land where you are today?

KATIE PHILLIPS: From a young age, I was fortunate to have a strong female role model. My mom was a hardworking sales professional for as long as I can remember. When I was in college, she took over a prime territory for Jackson Family Wines. For the final exam in my sales course at Cal Poly, I had to pick a product and do a mock sales call with my professor. My mom coached me on how she pitched Kendall Jackson to restaurants and retail shops and gave me all of the sales materials—wine info sheets, folders, brochures, branded goodies, and more. I got an A, obviously!

While I was looking for work in what I thought would be a more creative field like advertising or event planning, I helped my mom pour wine at her country club tastings and met a lot of managers within her company. They could see my natural sales ability and kept pushing for me to join Jackson Family Wines, too. After about six months, a starter territory position opened up that was perfect for my entry-level wine knowledge. Now, I’ve been with the company for 17 years and have held various roles from sales to key account management.

My current role as the winery ambassador for Cambria Estate Winery is perfect, especially since I loved these wines even before I ever started working at the company. I’ve always been an advocate for the Santa Barbara wine region, the style of wines, the women behind them, plus it was close to where I attended college. Everyone was aware of my love for Cambria, so I was tapped on the shoulder just over three years ago to take on this role and share my passion with the rest of the world.

“The wine business is traditionally a male-dominated, sales-driven environment. It runs at a fast-and-furious, sometimes cutthroat, pace. I’ve seen that change a bit, but getting into the wine business—and staying in the wine business—requires hard work. You have to have thick skin and not be afraid to be a woman of action.”

What did you study in school? How has that prepared you for your job now?

I was a business major with a concentration in sales and marketing. Business is always a great umbrella to understand how every aspect of a business operates, no matter the industry. That said, studying how a business works is one thing, but actually working in a business is another. I went to Cal Poly San Luis Obispo and our motto is “learn by doing.” Every class had us interacting in teams, working on projects together, making mock business transactions and proposals. I think there is no better way to prepare for a job than to get hands-on experience and learn from others. It taught me to not be afraid, to just jump in and make things happen.

Did you intern before landing your first job in the industry? If yes, where? And how did that prepare you? Would you recommend it to others coming up behind you?

I had an internship for three summer and winter breaks but it wasn’t in the wine business. I worked directly for the vice president of sales and marketing at Bay Alarm Company. I did everything from planning their annual sales meetings and sales incentives to working with graphic designers for their promotional and direct mail pieces (before the internet was really a thing). Sometimes I wonder how so many things come naturally and how I pick up on things so quickly in all the jobs I’ve had at Jackson Family Wines. But I know it’s because my internship provided that foundation, and I was very involved with every facet of how a product/service is sold and marketed at Bay Alarm. This real-life experience gave me confidence in my skills, capabilities, and ideas when I officially joined the workforce. So, as tempting as it may be to use breaks to veg out, I’d strongly encourage students to seek out an internship and get their feet wet “in the real world.”

“I work with a kick-ass female team who are intelligent, business-savvy, fun, and all-around amazing women. Cambria is owned by women. Led by women. Made by women (shout out to our winemaker Jill Russell). That female touch really rings through everything we do.”

-Katie Phillips, Winery Ambassador, Cambria Estate Winery

What does your day-to-day look like as Cambria’s winery ambassador? Does the reality of the job stack up to your expectations? We want specifics!

Every day is very different and full of surprises. As a winery ambassador and educator, I have a wide array of responsibilities and there is never a dull moment. Most of my time is spent working to move sales forward with daily sales calls and meetings, educating our sales distribution network, attending consumer wine dinners or events, hosting people at the winery, and collaborating with our marketing team to determine how to elevate Cambria and help us stand out from a sea of other wineries. My personal mission every day is to make everyone I encounter fall in love with Cambria!

A “normal” day that is not full of surprises looks a little something like this: I am an early riser so I am usually up by 6 am for a workout and on my computer by 8 am digging into emails. For a large part of the day, I’ll usually work alongside a sales counterpart visiting restaurants, retailers, and hotels promoting and talking about Cambria. When 5 pm rolls around, it’s off to a quick happy hour to support an account that is pouring our wine or getting a group of salespeople together for an educational wine seminar. In the evening, around 6 pm, or after, you can usually find me either pouring Cambria at a wine shop, hosting a wine dinner at a restaurant or country club, or if I’m lucky, having a personal night off... which may still involve wine!

While that schedule may seem linear and straightforward, more often than not there are many twists and turns that arise on any given day—which is why I love my job! No day is identical to the next. I plan my own schedule but that is a double-edged sword. I have control BUT there are always a lot of requests that I have to juggle. Since I’ve been at the company for so long, it is easy to overcommit because I want to support my long-term colleagues. It’s fun to spend time working with people I deeply respect while I get to do what I do best—share the Cambria story and sell wine.

The reality of the job has been even more than I expected. “More” in mainly a positive way. For the most part, it has been a dream come true! I travel a ton and have seen cities it would have taken me years to get to on my own. I’ve experienced so many facets of the wine business I would never have been exposed to by staying put in California. I’ve tasted some of the most delicious meals and sipped the finest wines. I’ve learned so much about the wine business, how to be a world-traveler, how to think fast and act faster, how to multi-task at a new level, about patience, and how to communicate with people of all walks of life and professions. Did I mention I have to talk A LOT?! I do. All day, every day. But I LOVE interacting with people! You have to if you want this job. You have what many would consider a dream job.

“There is no better way to prepare for a job than to get hands-on experience and learn from others. It taught me to not be afraid, to just jump in and make things happen.”

What are some of the common misconceptions people get wrong about your role? Why?

I truly do have a dream job 98% of the time. That equates to approximately 7 really rough days a year. Haha! So I think that’s a pretty good job satisfaction rate.

I am very aware that people think that my days consist of just hanging out and drinking wine and sometimes they do. However, responsible consumption is of utmost importance in the wine industry. So yes, while I may get to sip on wine all day, I also have to spit and that is not glamorous. But it’s essential and expected. On the other hand, indulging is sometimes part of the program. In my role, I have access to some of the best wines in the world and it can be really hard to say no. Especially when it's being served with a delicious meal. I wish my metabolism allowed for that more frequently but I put in a lot of time and hard work just to maintain and take care of myself. I’m always striving for balance but it is hard in this industry.

For those who may not get to frequently travel, it may seem really glamorous to have a travel-based job. The thing is, I’m not flying first class. I don’t have a personal driver. My suitcase is more like my closet and my home. I’m packing and unpacking sometimes four times in four days. Sometimes I miss part of a weekend because I’m flying home Saturday after a Friday event. But that comes with the job and is all part of the lifestyle I choose to work in the wine business.

“If you are energetic, persistent, good at building relationships, good at storytelling and presenting, are detail-oriented, have passion for wine and food, and are ready to commit to a new, always-on-the-go lifestyle, then the wine business is for you.”

-Katie Phillips, Winery Ambassador, Cambria Estate Winery

What advice would you give to young professionals trying to break into your industry? How hard is it? What key traits and characteristics does it take to work in the wine industry?

Typically, sales is where you have to get started on the ground floor as a territory sales rep. And I say “typically” because there are exceptions if you know the right people, have a solid sales background in another industry, and/or have the best and brightest personality and can sell yourself into a bigger job. Most of the time you have to pay your dues by learning the basics of what we call the triangle of success: sales skills, wine knowledge, and business acumen.

If you are energetic, persistent, good at building relationships, good at storytelling and presenting, are detail-oriented, have passion for wine and food, and are ready to commit to a new, always-on-the-go lifestyle, then the wine business is for you. Did I say energetic? That is probably the biggest thing you need to be able to keep up—lots of energy! I also need to call out that the wine business is traditionally a male-dominated, sales-driven environment. It runs at a fast-and-furious, sometimes cutthroat, pace. I’ve seen that change a bit, but getting into the wine business—and staying in the wine business—requires hard work. You have to have thick skin and not be afraid to be a woman of action.

What’s the hardest decision you’ve ever had to make professionally? And how did you solve it/turn it into an opportunity?

I can’t really think of any monumentally hard decision moments. After all, it’s just wine, right? For me, the difficult professional moments haven’t been decisions I’ve had to make, rather the times I’ve had to go way outside of my comfort zone. It’s the times I’ve had to have hard talks with an employee who screws up or just isn’t fit for the job. Realizing I disappointed someone important and had to confront a mistake. Or have been faced with an awkward encounter because I let something slip through the cracks. And the times I’ve stood up for an unfavorable opinion because that is what I believed was the best thing for the company. Looking back, as uncomfortable as all of these moments may have been, I now see that they were all opportunities for me to push through, learn from, and come out stronger on the other side.

“I wish I would have known how important it is to have a mentor. Once I started looking to experienced women in the industry for advice, like how to be taken seriously, ask for feedback, and bounce ideas off of, things really started to click.”

What’s one thing you wish you’d known when you were first starting out?

I wish I would have known how important it is to have a mentor. I have always been very independent (only child syndrome) so apart from watching my mom, I got myself started and never really asked for help or advice. I just tried to figure everything out myself. Once I started looking to experienced women in the industry for advice, like how to be taken seriously, ask for feedback, and bounce ideas off of, things really started to click.

What keeps you motivated and inspired to keep going, even on your most challenging days?

Usually, all it takes is a quick chat on the phone or a glass of wine with one of my colleagues or leaders. I work with the best people and if I’m in a funk, there are a lot of happy, smiling and very funny people who can lift up my spirits and remind me of my strengths and why I do this. Most importantly, I keep going because I take a lot of pride in the work I’ve done and I would never give up or slack off.

If I can be at the winery and vineyard, taking a walk through the vineyard also reminds me why we all put so much time and effort into our day-to-day. I find reconnecting with nature and returning to the place in which everything starts is very grounding. Walking through rows and rows of our old vines and looking out onto the beautiful landscape of Santa Barbara County is calming and reminds me why it’s so critical to farm sustainably and why we work so hard to protect our planet. Everything starts in the vineyard. So going back to the roots, quite literally, of winemaking and where Cambria started always puts things into perspective. We are here for a finite amount of time. The best thing we can do is take care of our land and each other so that future generations won’t just survive, but thrive. And at the end of the day, we work in WINE. Our job is to make people happy!

“Walking through rows and rows of our old vines and looking out onto the beautiful landscape of Santa Barbara County is calming and reminds me why it’s so critical to farm sustainably and why we work so hard to protect our planet.”

-Katie Phillips, Winery Ambassador, Cambria Estate Winery

What initiative or project at Cambria Estate Winery are you most proud of?

Honestly, Cambria Estate Winery and the Jackson Family does a lot to be proud of that I am lucky to say it’s hard to pick just one. Right now, I am most proud of the work we are doing to empower other women and the stance we have taken on female leadership. I work with a KICK-ASS female team who are intelligent, business-savvy, fun, and all-around amazing women. Cambria is owned by women. Led by women. Made by women (shout out to our winemaker Jill Russell). That female touch really rings through everything we do.

We are having our inaugural celebration of International Women’s Day this year with SO many amazing things planned. First up is on Sunday, March 8th we are hosting over 100 brunches and celebrations across the country in honor of International Women’s Day and Women’s History Month. These events are designed to celebrate, connect, and inspire women from all walks of life and the men who love them over a wonderful meal and of course, some delicious Cambria wines. Outside of these events, all throughout the month of March, we are donating $1 for every selfie that is uploaded to Instagram using the hashtag #WomensDaytheCambriaWay. We have committed to donating up to $50,000 towards this important initiative with the funds going to Amazon Frontlines and the Marin Carbon Project- two women-led organizations that share in our vision to protect the earth and are fighting against climate change. Being able to have brunch, drink wine, AND raise money to help protect the environment is a dream project come true.

What is your best work hack/productivity tip? How do you get it all done?

When you are surrounded by wonderful wine and delicious food almost 24/7, it can be hard to find balance and not overindulge. But keeping yourself healthy—with exercise, sleep, nights off from drinking, and self-care—is so important. You can’t pour from an empty cup! I would say sleep is the most important key to staying productive though. Long flights are an amazing way for me to get things done. There are no phone calls to get distracted by and since I am just sitting there, I can be super focused and get things done in those 4-5 hours instead of watching a movie. The wine industry is also a very collaborative business. Without the help of others and everyone pitching in to do their part, it would be impossible. That has taught me it’s ok to ask for help and to rely on your team—that is why you have one. One of our common sayings at Cambria and Jackson Family is “one team, one dream.”

“Without the help of others and everyone pitching in to do their part, it would be impossible. That has taught me it’s ok to ask for help and to rely on your team—that is why you have one. One of our common sayings at Cambria and Jackson Family is ‘one team, one dream.’”

How are you paying it forward and helping other women who are coming up behind you in the wine industry?

I actually LOVE training new hires! They are clean slates that are eager to be promoted in two months. Haha! It usually takes longer than that in the beginning, but I love being able to build their confidence and teach them tricks of the trade that can help them to excel in the field while also being realistic and tempering expectations. I like to help women build their personal brand so that they will get noticed and can become leaders. Be it a wine label or a person, it’s important to stand out in the crowd in the wine industry!

Anything else you’d like to add?

As a winery ambassador, it’s important that I help to make Cambria and the wine industry as a whole more accessible. So follow Cambria Estate Winery on Instagram! Though we are based in Santa Barbara, California (and YES, you can absolutely come visit us and see the vineyards, we are open to the public), we have national distribution. That means you can find and enjoy our wines just about anywhere. Just ask your local wine store that you want a bottle of Katherine’s or Julia’s Vineyard wines from Cambria and they most certainly will know what you’re talking about. Plus, we are always doing really great events, dinners, promotions, etc. out in the market- like our International Women’s Day celebrations. Every bottle of wine has a story to tell, just be open to hearing them. Don’t let stereotypes or preconceived notions about wine scare you away. No matter what level of wine knowledge you may have, there is a wine for everyone.

A special offer for Create & Cultivate subscribers only from Cambria Estate Winery: use code CULTIVATE for 20% off any online wine purchase at CambriaWines.com.

Photo: Courtesy of Cambria Estate Winery

To discover more about Cambria Estate Winery, visit CambriaWines.com.