Sales Representative - Wine & Spirits

Empire Merchants North•City of Rochester, NY

19h•Onsite

About The Position

Empire Merchants North is the premier wine and spirits distributor in Upstate New York, with a history dating back to the end of Prohibition. The company boasts over 600 employees and state-of-the-art facilities, serving more than 9,000 restaurants, bars, hotels, nightclubs, and retail outlets. Empire Merchants North acts as a marketing agent for the brands it represents and employs a knowledgeable sales force. The company is seeking a high-energy, motivated Sales Representative for Wine and Spirits in the Rochester - Monroe & Ontario Counties area. This role is responsible for maximizing the sales of supplier brands to both trade and consumers through effective territory planning, selling, merchandising, and communication to achieve company and supplier objectives.

Requirements

High energy
Motivated
Mandatory attendance at Company and/or Supplier sponsored training (e.g., training classes, wine education classes)
Ability to keep up to date on company and competitive brand pricing and pertinent information
Knowledge of features and benefits of supplier products and programs compared to competition
Ability to follow Sales Skills and Fundamentals Training principles (Prepare, Present Effectively, and Activate your business)
Familiarity with all suppliers and their brands
Proficiency in electronic tools (e.g., Diver and Liquid)
Ability to submit accurate reports and surveys, without falsification
Knowledge, understanding, and adherence to all federal, state, and local laws, rules, and regulations

Responsibilities

Plan times and activities to ensure achievement of company and supplier, volume, distribution, and merchandising objectives within the assigned territory.
Call on accounts daily, by following an established and efficient route which ensures assigned accounts are visited and serviced in compliance with company frequency standards.
Keep route sheets up to date.
Develop positive customer relations with owners, managers, and all other account employees.
Analyze the total territory and each account to determine the priority selling and merchandising opportunities.
Prepare and present professional sales presentations to the retailers that are tailored to current supplier programs and the needs of the customer.
Interact with ADS’, Supplier Representatives, and Promotional Agency Representatives to achieve said objectives.
Deliver effective sales presentations that achieve company and supplier objectives.
Keep up to date on company and competitive brand pricing, and all other pertinent information which includes knowing the features and benefits of supplier products and programs compared to competition.
Follow the principles of our Sales Skills and Fundamentals Training (Prepare, Present Effectively, and Activate your business).
Present the portfolio and current programs you are responsible for in each account to increase salesperson's sales and generate maximum revenue and case volume.
Maintain and effectively use the monthly pitch or program book, tasting notes, sell sheets, and information from suppliers either in print or electronically.
Obtain the appropriate off-premise distribution of supplier brands, types, and sizes as directed by management, by communicating to all owners, managers, clerks, stock persons and anyone concerned with the sale of products.
Obtain maximum sell-through by conducting staff trainings, achieving supplier shelf standards, adjacencies, facings, cold box presence, etc. in off-premise accounts.
Gain feature price, promotion, and display merchandising support from off-premise accounts by using sales trends, retailer inventory, and special activities (holidays, advertising, merchandising, displays, seasonal etc.).
Obtain the appropriate on-premise distribution of supplier brands, type and sizes as directed by management by communicating to all owners, managers, beverage managers, bartender(s), wait staff, key kitchen personnel and all concerned with the sale of products to maximize business.
Gain wine list presence, internal servicing skills, execution of wines-by-the-glass and features, conducting wait-staff trainings, gaining back bar distribution, and proper merchandising of the back bar in on-premise accounts.
Obtain distribution support from on-premise accounts by using sales trends, retailer inventory and special activities (holidays, advertising, merchandising, displays and seasonal activities, etc.).
Request permanent P.O.S. materials for accounts to ensure brand visibility and account dominance (e.g., bar rails, napkin holders, table tents).
Be familiar with all suppliers and their brands to ensure positive consumer reaction.
Work with supplier representatives with 48-hour notice and/or company managers with 24 notice and booked during business days (Monday-Friday).
Know their account needs and opportunities for each supplier work-with.
Represent our products, our company and our suppliers in a positive way while always maintaining a professional relationship with every supplier.
Follow up with accounts after a supplier work-with regarding any commitments made to those brands.
Secure in all accounts, the effective presentation to the consumer, of all brands represented, in accordance with company and/or supplier merchandising standards.
Install point-of-sale material within accounts.
Coordinate with merchandisers to enhance our position on the floor, shelf, window, counter, and cold box.
Suggest shelf/cold box resets that achieve supplier and company standards.
Work towards ensuring proper rotation of our products in accordance with State and Federal law to sustain sales.
Keep accounts merchandised by organizing and voluntarily conducting in-store consumer wine and spirit tasting(s) on a rotating account basis.
Keep current on which items are in stock and which items are out of stock for brands in our inventory and notify/inform accounts accordingly.
Use any materials supplied by the Company and be responsible for said materials.
Maintain territory and account records in accordance with company policy and provide information and reports as directed.
Be proficient in all electronic tools e.g., Diver and Liquid, with proper training.
Have available a defined agenda for all supplier work-withs.
Keep management informed daily, on all aspects of their territory, which includes turning in accurate recaps in a timely manner.
Follow standard company policies and procedures.
Submit sales reports and performance goals to salesperson's manager as requested, i.e., POS, product, pre-sells, surveys, and performance results against goals, etc.
Collection of wine lists, cocktail lists and cordial lists in all accounts requested by management.
Maintain adequate, well-organized inventories of P.O.S., sales tools, supplies and merchandising materials needed to support territory activities.
Attend and actively participate in sales meetings as directed by management in accordance with Collective Bargaining Agreement.
Maintain professional relationship with all suppliers.
Make proper use of supplier time during work-withs and reacting appropriately to all supplier work-withs.
Obtain and submit to the company's credit manager a signed and notarized credit application from new accounts at least 72 hours prior to submitting an opening order.
Determine with Field Sales Manager the account classification for new accounts.
Obtain levels of distribution for on and/or off premises account per division standards for new accounts.
Obtain sales tax certificate for new accounts.
Ensure all reports and surveys submitted are accurate, with no falsification.
Know, understand, and adhere to all federal, state, and local laws, rules, and regulations.

Benefits

Competitive compensation package
Commission-based / paid weekly
Eligible for sales incentives
Paid Holidays
Health and Welfare Plan (medical, dental, vision, disability coverage, life insurance via Union benefits)
401K plan
PTO
Vacation accrual
Flexible Spending Account
Industry certifications (WSET)