Sales Representative - Wine & Spirits

Empire Merchants North • Town of Cheektowaga, NY

1d • Onsite

About The Position

Empire Merchants North is the premier wine and spirits distributor in Upstate New York with roots going back to the end of Prohibition. With more than 600 dedicated employees and state-of-the-art facilities, Empire Merchants North has become synonymous with both service and quality and has earned the loyalty of more than 9,000 area restaurants, bars, hotels, nightclubs, and retail outlets. Empire Merchants North acts as a marketing agent for the brands that we represent and is proud to employ the most knowledgeable and well-equipped sales force in Upstate New York. We are seeking a high energy, motivated Sales Representative - Wine and Spirits, Imperial Division - Erie County. Our Sales Representatives maximize the sales of supplier brands to the trade and consumer through effective territory planning, selling, merchandising, and communication that permits achievement of company and supplier objectives.

Requirements

• High energy and motivated.
• Ability to plan and organize territory activities to achieve sales, volume, distribution, and merchandising objectives.
• Proficiency in daily account calling, following established routes, and maintaining positive customer relations.
• Skill in analyzing territory and accounts to identify selling and merchandising opportunities.
• Competence in preparing and delivering professional sales presentations tailored to supplier programs and customer needs.
• Ability to interact effectively with ADS’, Supplier Representatives, and Promotional Agency Representatives.
• Willingness to attend mandatory Company and/or Supplier sponsored training (e.g., wine education classes).
• Up-to-date knowledge of company and competitive brand pricing, product features, and benefits.
• Adherence to Sales Skills and Fundamentals Training principles (Prepare, Present Effectively, Activate business).
• Capability to present product portfolio and current programs to maximize revenue and case volume.
• Proficiency in using sales tools such as monthly pitch/program books, tasting notes, sell sheets, and supplier information (print/electronic).
• Ability to secure appropriate off-premise distribution, conduct staff trainings, and achieve supplier shelf standards (adjacencies, facings, cold box presence).
• Skill in gaining feature price, promotion, and display merchandising support from off-premise accounts.
• Ability to secure appropriate on-premise distribution, gain wine list presence, execute wines-by-the-glass, conduct wait-staff trainings, and merchandise back bar.
• Capability to request and utilize permanent Point-of-Sale (P.O.S.) materials.
• Ability to work collaboratively with supplier representatives and company managers during scheduled business days.
• Understanding of account needs and opportunities for supplier work-withs.
• Professionalism in representing products, company, and suppliers, including follow-up on commitments.
• Ability to install P.O.S. material and coordinate with merchandisers for optimal product placement.
• Skill in suggesting shelf/cold box resets to meet standards.
• Knowledge and adherence to State and Federal laws regarding product rotation.
• Ability to organize and conduct in-store consumer wine and spirit tastings.
• Capability to monitor product inventory (in-stock/out-of-stock) and inform accounts.
• Responsibility for company-supplied materials.
• Proficiency in electronic tools such as Diver and Liquid.
• Ability to prepare defined agendas for supplier work-withs.
• Strong communication skills to keep management informed daily and submit accurate, timely recaps.
• Adherence to company policies and procedures.
• Ability to submit various sales reports and performance goals as requested.
• Capability to collect wine lists, cocktail lists, and cordial lists.
• Skill in maintaining organized inventories of P.O.S., sales tools, supplies, and merchandising materials.
• Active participation in sales meetings.
• For new accounts: ability to obtain and submit signed, notarized credit applications at least 72 hours prior to submitting an opening order.
• For new accounts: ability to determine account classification with Field Sales Manager.
• For new accounts: ability to obtain levels of distribution for on and/or off premises account per division standards.
• For new accounts: ability to obtain sales tax certificate.
• Commitment to submitting accurate reports and surveys without falsification.
• Knowledge, understanding, and adherence to all federal, state, and local laws, rules, and regulations.
• Willingness to sign company forms, reviews, and field evaluations.

Responsibilities

• Calling on accounts daily, by following an established and efficient route which ensures assigned accounts are visited and serviced in compliance with company frequency standards; keeping route sheets up to date; and developing positive customer relations with owners, managers, and all other account employees.
• Analyzing the total territory and each account to determine the priority selling and merchandising opportunities.
• Preparing and presenting 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.
• Preplans are subject to change and review by management for coaching and counseling opportunities.
• Mandatory attendance at Company and/or Supplier sponsored training, i.e., training classes, wine education classes, etc.
• Keeping 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).
• Presenting 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.
• Obtaining 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.
• Gaining 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.).
• Obtaining 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.
• Gaining 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. Obtain distribution support from on-premise accounts by using sales trends, retailer inventory and special activities (holidays, advertising, merchandising, displays and seasonal activities, etc.).
• Requesting permanent P.O.S. materials for accounts to ensure brand visibility and account dominance (e.g., bar rails, napkin holders, table tents).
• Work with supplier representatives with 48-hour notice and/or company managers with 24 notice and booked during business days (Monday-Friday).
• Knowing 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. This includes following up with accounts after a supplier work-with regarding any commitments made to those brands.
• Sales representatives have the discretion on a work with to ride in their own car or with someone else.
• Installing point-of-sale material within accounts. Coordinating with merchandisers to enhance our position on the floor, shelf, window, counter, and cold box.
• Suggesting shelf/cold box resets that achieve supplier and company standards.
• Working towards ensuring proper rotation of our products in accordance with State and Federal law to sustain sales.
• Keeping accounts merchandised by organizing and voluntarily conducting in-store consumer wine and spirit tasting(s) on a rotating account basis.
• Keeping current on which items are in stock and which items are out of stock for brands in our inventory and notify/inform accounts accordingly.
• The sales representative will use any materials supplied by the Company and be responsible for said materials.
• Being proficient in all electronic tools e.g., Diver and Liquid, with proper training.
• Having available a defined agenda for all supplier work-withs.
• Keeping management informed daily, on all aspects of their territory, which includes turning in accurate recaps in a timely manner.
• Following standard company policies and procedures.
• Submitting 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.
• Maintaining 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.
• Maintaining professional relationship with all suppliers. Making proper use of supplier time during work-withs and reacting appropriately to all supplier work-withs.
• To obtain and submit to the company's credit manager a signed and notarized credit application from the account at least 72 hours prior to submitting an opening order.
• Determine with Field Sales Manager the account classification.
• Obtain levels of distribution for on and/or off premises account per division standards.
• Obtain sales tax certificate.
• All reports, and surveys submitted must be accurate. There shall be no falsification of any report or survey.
• To assure accuracy, understanding, delivery and receipt of all the Company's forms, including but not in limitation, review with commentaries, and field evaluations/work withs, are always to be dated and signed by the Company, and the Sales Representative will be entitled to add in writing their commentary with specificity if they disagree with any review or field evaluation at the time, they receive them.
• Sales Representative must know, understand, and adhere to all federal, state. local laws, rules, and regulations.
• The failure (i) to meet the requirements of the job description; or (ii) to sign the company's forms will result in progressive disciplinary action, up to and including dismissal.

Benefits

• 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).

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed