Sales Consultant - On Premise, Full Book (Tri-Cities/Walla Walla, WA)

Southern Glazer's•Kennewick, WA

About The Position

The Sales Consultant represents Southern Glazer’s Wine and Spirits in the market and builds customer and supplier relationships through face-to-face consultative selling. The role focuses on visiting accounts, understanding customers’ business needs, developing growth plans, identifying selling opportunities, and increasing sales revenue. The consultant presents and positions SGWS products, adapts sales approaches to customers’ buying styles, and helps customers resolve issues and grow their businesses. The position covers the Tri-Cities, Walla Walla, and surrounding areas of Washington, and requires daily use of the employee’s own vehicle. The desired candidate has sales and on-premise experience in the beverage alcohol industry. This is a safety-sensitive position. Candidates given a conditional offer are required to pass a drug test.

Requirements

Must be at least 21 years old.
High school diploma or GED required.
Able to analyze and understand data and information.
Able to leverage SGWS technology to perform job duties.
Able to build and structure customer presentations and product proposals.
Proficient in using mobile devices such as an iPad or smartphone and professional online communication methods, including email, posting, and texting.
Able to consistently achieve results, including under challenging circumstances.
Able to take responsibility for actions and results and provide consistently high service to customers, suppliers, colleagues, and management.
Able to communicate clearly and concisely through various methods and tailor messages to the audience.
Able to work with ambiguity, adapt to change, and embrace innovative ideas.
Collaborative team player.
Able to work in a fast-paced, results-driven environment.
Must have a reliable vehicle and valid driver’s license, and be able to obtain and maintain auto liability insurance in compliance with company requirements.
Able to travel as needed.
Must pass a drug test after receiving a conditional offer of employment.

Nice To Haves

Sales experience.
On-premise experience.
Experience in the beverage alcohol industry, including wine and spirits.

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 opportunities to drive incremental sales above base business.
Analyze data and insights to increase sales, grow customer business, and achieve objectives.
Pre-plan account visits with an agenda, service purpose, and selling opportunities documented in CRM (Proof).
Prioritize sales activities based on each customer’s business growth plan.
Visit accounts regularly, capture visit notes, and document plans and outcomes in CRM (Proof).
Maintain deep knowledge of SGWS products and present and position them appropriately in each account.
Propose selling solutions and win sales using consultative selling skills.
Achieve internal SGWS and supplier objectives as prioritized by management.
Manage customer issue resolution and provide information and guidance that supports customer needs and business growth.
Adapt the selling approach to each customer’s buying styles and business needs.
Stay current on account needs, competitors’ offerings, and the positioning of SGWS products relative to the competition.
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.