Sales Consultant Grocery - IN

Southern Glazer’s Wine and Spirits, LLC•Fort Wayne, IN

About The Position

The Sales Consultant represents Southern Glazer’s in the market and builds customer and supplier relationships through face-to-face consultative selling. The role focuses on understanding customer business needs, developing account growth plans, identifying selling opportunities, and increasing sales revenue. The Sales Consultant uses data, product knowledge, and customer-specific insights to propose solutions, support customer growth, and achieve company and supplier objectives. The position also involves using the CRM system (Proof) to plan and document account visits and customer information, participating in sales meetings, training, and supplier events, and traveling to customer accounts as needed.

Requirements

Must be 21 years or older.
Able to analyze and understand data and information.
Able to leverage SGWS technology to perform job 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 tough circumstances.
Able to take responsibility for personal actions and results and provide a consistently high level of service to customers, suppliers, colleagues, and management.
Able to communicate effectively through various methods and tailor messages clearly and concisely to the audience.
Able to work with ambiguity, remain open to change, and embrace innovative ideas.
Collaborative team player.
Able to work in a fast-paced, results-driven environment.
Must have a reliable vehicle, valid driver’s license, and the ability to obtain and maintain auto liability insurance in compliance with company 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 create visit plans based on previous visit outcomes, documenting them in CRM (Proof).
Maintain deep knowledge of SGWS products and correctly present and position them 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 each customer’s buying style and business needs.
Stay knowledgeable about all accounts, competitor offerings, and the relative positioning of SGWS products.
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.