Sales Representative - Wine & Spirits

Overview 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 (Moet Hennessy/Freedom Division) / Albany, Saratoga, and Warren Counties . Job Description Sales Representative 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. Responsibilities Planning and Preparation A Sales Representative is required to plan times and activities to ensure achievement of company and supplier, volume, distribution, and merchandising objectives within the assigned territory by: Calling on accounts daily, following an established and efficient route to visit and service accounts 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 priority selling and merchandising opportunities. Preparing and presenting professional sales presentations to retailers tailored to current supplier programs and customer needs. Interacting with ADS’, Supplier Representatives, and Promotional Agency Representatives to achieve objectives. Preplans are subject to change and review by management for coaching and counseling opportunities. Selling A Sales Representative is required to deliver effective sales presentations that achieve company and supplier objectives as a result of: Mandatory attendance at Company and/or Supplier sponsored training (e.g., training classes, wine education classes). Keeping up to date on company and competitive brand pricing and other pertinent information, including features and benefits of supplier products and programs compared to competition. Following the principles of our Sales Skills and Fundamentals Training (Prepare, Present Effectively, Activate your business). Presenting the portfolio and current programs you are responsible for in each account to increase sales and generate revenue and case volume. Maintaining and effectively using the monthly pitch or program book, tasting notes, sell sheets, and information from suppliers in print or electronic form. Off Premise: 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 others involved in sales; achieve maximum sell-through by staff trainings and meeting shelf standards. Gaining feature price, promotion, and display merchandising support from off-premise accounts using sales trends and retailer inventory. On Premise: Obtain appropriate on-premise distribution of supplier brands, types and sizes as directed by management by communicating with owners, managers, beverage managers, bartenders, wait staff, and kitchen personnel 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 using sales trends, retailer inventory, and seasonal activities. Requesting permanent P.O.S. materials for accounts to ensure brand visibility and account dominance (e.g., bar rails, napkin holders, table tents). Supplier/Supervisory Interaction A Sales Representative is required to be familiar with all suppliers and their brands to ensure positive consumer reaction by: Working with supplier representatives with 48-hour notice and/or company managers with 24 hour notice, booked during business days (Monday-Friday). These are supplier and/or supervisory accompanied workdays designed to train and teach the salesperson advanced selling skills. Knowing their account needs and opportunities for each supplier work-with. Representing our products, our company, and our suppliers in a positive way while maintaining professional relationships with every supplier, including following up with accounts after a supplier work-with regarding any commitments made. Sales representatives have the discretion on a work-with to ride in their own car or with someone else. Merchandising A Sales Representative is required to secure in all accounts the effective presentation to the consumer of all brands represented, in accordance with company and/or supplier merchandising standards by: Installing point-of-sale material within accounts; coordinating with merchandisers to enhance position on the floor, shelf, window, counter, and cold box. S suggesting shelf/cold box resets that meet supplier and company standards. Ensuring proper rotation of products in accordance with State and Federal law. Maintaining accounts by organizing and conducting in-store consumer wine and spirit tastings on a rotating basis. Keeping current on stock status and notifying accounts accordingly. Using materials supplied by the Company and being responsible for said materials. Record Keeping and Communication A Sales Representative is required to maintain territory and account records in accordance with company policy and provide information and reports as directed by: Proficiency in all electronic tools, e.g., Diver and Liquid, with proper training. Having a defined agenda for all supplier work-withs. Keeping management informed daily with accurate recaps submitted in a timely manner. Company rights to add/delete forms and/or reports to meet business needs. Following standard company policies and procedures. Submitting sales reports and performance goals to the manager as requested (POS, product, pre-sells, surveys, performance against goals). Collecting wine lists, cocktail lists, and cordial lists in accounts as requested by management. Maintaining inventories of POS, sales tools, supplies, and merchandising materials. Attending and participating in sales meetings as directed by management under the Collective Bargaining Agreement. Maintaining professional relationships with suppliers and optimizing supplier work-withs. New Accounts A Sales Representative is required for all new accounts: Obtain and submit to the credit manager a signed and notarized credit application from the account at least 72 hours before submitting an opening order. Determine with Field Sales Manager the account classification. Obtain levels of distribution for on- and/or off-premises accounts per division standards. Obtain sales tax certificate. Miscellaneous A Sales Representative acknowledges and/or is required that: All reports and surveys submitted must be accurate; no falsification. To assure accuracy, all company forms are to be dated and signed; commentary may be added in writing if there is a disagreement. Sales Representatives must know, understand, and adhere to all federal, state, and local laws, rules, and regulations. Failure to meet job description requirements or to sign company forms may result in progressive disciplinary action up to dismissal. Compensation & Benefits Empire Merchants North offers a competitive compensation package including: Commission-based / paid weekly. Eligible for sales incentives. Mileage reimbursement. 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), and more. Qualifications A clean, valid New York State Driver’s License is required. Ability to obtain and hold a valid NYS Solicitor’s Permit Bachelor’s degree is preferred Minimum one (1) year of experience in the food/beverage industry is required; adult beverage experience preferred Maintains a safe and clean working environment by complying with procedures, rules and regulations. Empire Merchants North is an equal opportunity employer and, as such, affirms in policy and practice to recruit, hire, train, and promote, in all job classifications, without regard to race, religion, color, national origin, citizenship, sex, age, veteran status, disability, genetic information, or any other protected characteristic. Empire Merchants North will not discriminate against persons because of their disability, including disabled veterans, and will make reasonable accommodations for known physical or mental limitations of qualified employees and applicants with disabilities. If you are interested in applying and require special assistance or accommodations due to a disability, please contact our Human Resources department at View phone number on click.appcast.io. Know Your Rights #J-18808-Ljbffr Empire Merchants North