Sales Representative - Wine & Spirits

Empire Merchants North • Town of Guilderland, NY

1d • Onsite

About The Position

Empire Merchants North is seeking a highly motivated Sales Representative for the Albany and Schenectady Counties region. The Sales Representatives are responsible for maximizing the sales of supplier brands to the trade and consumer through effective territory planning, selling, merchandising, and communication to achieve company and supplier objectives.

Requirements

• Maximizing sales of supplier brands to the trade and consumer.
• Effective territory planning, selling, merchandising, and communication.
• Achievement of company and supplier objectives.
• Calling on accounts daily, following an established and efficient route.
• Developing positive customer relations.
• Analyzing territory and accounts for selling and merchandising opportunities.
• Preparing and presenting professional sales presentations.
• Interacting with ADS’, Supplier Representatives, and Promotional Agency Representatives.
• Delivering effective sales presentations.
• Mandatory attendance at Company and/or Supplier sponsored training.
• Keeping up to date on company and competitive brand pricing.
• Knowing the features and benefits of supplier products and programs.
• Following principles of Sales Skills and Fundamentals Training.
• Presenting the portfolio and current programs.
• Maintaining and using monthly pitch or program books, tasting notes, sell sheets, and supplier information.
• Obtaining off-premise distribution of supplier brands, types, and sizes.
• Achieving maximum sell-through by conducting staff trainings, achieving supplier shelf standards, adjacencies, facings, and cold box presence.
• Gaining feature price, promotion, and display merchandising support from off-premise accounts.
• Obtaining on-premise distribution of supplier brands, types, and sizes.
• 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.
• Obtaining distribution support from on-premise accounts.
• Requesting permanent P.O.S. materials for accounts.
• Working with supplier representatives and company managers for accompanied workdays.
• Knowing account needs and opportunities for each supplier work-with.
• Representing products, company, and suppliers positively and professionally.
• Following up with accounts after a supplier work-with.
• Installing point-of-sale material within accounts.
• Coordinating with merchandisers.
• Suggesting shelf/cold box resets.
• Ensuring proper rotation of products.
• Organizing and conducting in-store consumer wine and spirit tasting(s).
• Keeping current on stock status and informing accounts.
• Using and being responsible for company-supplied materials.
• Maintaining territory and account records.
• Being proficient in electronic tools (Diver and Liquid).
• Having a defined agenda for all supplier work-withs.
• Keeping management informed daily and turning in accurate recaps.
• Submitting sales reports and performance goals.
• Collecting wine lists, cocktail lists and cordial lists.
• Maintaining adequate, well-organized inventories of P.O.S., sales tools, supplies and merchandising materials.
• Attending and actively participating in sales meetings.
• Maintaining professional relationships with all suppliers.
• Making proper use of supplier time during work-withs.
• Obtaining and submitting a signed and notarized credit application from new accounts.
• Determining account classification with Field Sales Manager.
• Obtaining levels of distribution for on and/or off premises accounts.
• Obtaining sales tax certificate.
• Ensuring accuracy of all reports and surveys.
• Adhering to all federal, state, local laws, rules, and regulations.
• Understanding and adhering to all company policies and procedures.

Nice To Haves

• Sales Skills and Fundamentals Training
• WSET industry certifications

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, following an established and efficient route, keeping route sheets up-to-date, and developing positive customer relations.
• Analyze the total territory and each account to determine priority selling and merchandising opportunities.
• Prepare and present professional sales presentations tailored to current supplier programs and customer needs.
• Interact with ADS’, Supplier Representatives, and Promotional Agency Representatives.
• Deliver effective sales presentations that achieve company and supplier objectives.
• Attend Company and/or Supplier sponsored training, including training classes and wine education classes.
• Stay up-to-date on company and competitive brand pricing, and features and benefits of supplier products and programs compared to competition.
• Follow the principles of Sales Skills and Fundamentals Training (Prepare, Present Effectively, and Activate your business).
• Present the portfolio and current programs to increase 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.
• Obtain appropriate off-premise distribution of supplier brands, types, and sizes, and achieve maximum sell-through by conducting staff trainings, achieving supplier shelf standards, adjacencies, facings, and cold box presence.
• Gain feature price, promotion, and display merchandising support from off-premise accounts.
• Obtain appropriate on-premise distribution of supplier brands, types, and sizes.
• Gain wine list presence, internal servicing skills, execution of wines-by-the-glass and features, conduct wait-staff trainings, gain back bar distribution, and proper merchandising of the back bar.
• Obtain distribution support from on-premise accounts.
• Request permanent P.O.S. materials for accounts to ensure brand visibility and account dominance.
• Work with supplier representatives and company managers for accompanied workdays designed to train and teach advanced selling skills and methods.
• Know account needs and opportunities for each supplier work-with.
• Represent products, the company, and suppliers in a positive and professional manner.
• Follow up with accounts after a supplier work-with regarding any commitments made to those brands.
• Install point-of-sale material within accounts and coordinate with merchandisers.
• Suggest shelf/cold box resets that achieve supplier and company standards.
• Ensure proper rotation of products in accordance with State and Federal law.
• Organize and conduct 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 inventory and notify/inform accounts accordingly.
• Use and be responsible for any materials supplied by the Company.
• 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, including turning in accurate recaps in a timely manner.
• Submit sales reports and performance goals to salesperson's manager as requested.
• Collect 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.
• Attend and actively participate in sales meetings as directed by management.
• Maintain professional relationship with all suppliers and make proper use of supplier time during work-withs.
• Obtain and submit a signed and notarized credit application from new accounts.
• Determine account classification with Field Sales Manager.
• Obtain levels of distribution for on and/or off premises accounts per division standards.
• Obtain sales tax certificate.
• Ensure all reports and surveys submitted are accurate.
• Adhere to all federal, state, local laws, rules, and regulations.

Benefits

• Commission-based pay (paid weekly)
• 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

What This Job Offers

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