Sales Consultant - Genesis On Premise

Southern Glazer’s Wine and Spirits, LLC•Houston, TX

About The Position

The Sales Consultant represents Southern Glazer’s in the market and builds customer and supplier value through face-to-face consultative selling. The role focuses on visiting customers, having consultative sales conversations, and increasing sales revenue through trusting relationships and customer-focused solutions. The Sales Consultant identifies customers’ business growth needs, develops account growth plans, analyzes data and sales insights, and maintains account information and visit plans in CRM (Proof). The role also requires deep product and competitor knowledge, adapting selling approaches to customers’ needs, resolving customer issues, and participating in sales meetings, training, and supplier events as required. The position requires travel to customer accounts and use of a reliable vehicle.

Requirements

Must be 21 years or older.
Able to analyze and understand data and information.
Able to leverage SGWS technology to perform duties and responsibilities.
Able to build and structure customer presentations and product proposals.
Proficient in using mobile devices such as an iPad or smartphone and online communication methods professionally.
Able to consistently achieve results, including under difficult circumstances.
Able to take responsibility for actions and results and provide consistently high service to customers, suppliers, colleagues, and management.
Able to communicate effectively through various methods and tailor clear, concise messages to the audience.
Able to adapt to ambiguity and change and embrace innovative ideas.
Must possess a reliable vehicle and valid driver’s license, and be able to obtain and maintain auto liability insurance in compliance with SGWS requirements.
High school diploma or GED required.
Able to travel as needed.

Responsibilities

Build positive, credible, lasting customer relationships based on trust.
Discover and identify customer business growth needs.
Develop a customer business growth plan for each account and build a pipeline of selling opportunities to drive incremental sales above base business.
Analyze data and insights to increase sales, grow customer business, and better achieve objectives.
Pre-plan account visits with an agenda, service purpose, and selling opportunities documented in CRM (Proof).
Prioritize sales activities to achieve objectives based on each customer business growth plan.
Visit accounts regularly, capture visit notes, and build visit plans considering previous visit outcomes; document these in CRM (Proof).
Maintain deep knowledge of SGWS products and present and position them appropriately in each account.
Propose selling solutions to customers and win sales using consultative selling skills.
Achieve internal SGWS and supplier objectives as prioritized by management.
Manage customer issue resolution, identify additional ways to support customer needs, and provide useful information and guidance to support business growth.
Adapt the selling approach to customers’ buying styles and individual business needs.
Stay knowledgeable about accounts and current on competitors’ offerings and the positioning of SGWS products relative to competitors.
Document and maintain account- and customer-specific information in CRM (Proof).
Participate in sales meetings, on-site training, and supplier events as required.
Perform other duties as assigned.