Head of Sales Management

Northeast Sales Manager
Travel: Travel within 5-State Territory with overnights (MA, NH, RI,CT,ME)
Nimble boutique French importer with 30 years in the ever-evolving business seeks a Northeast Sales Manager for 5-State Territory. The NSM is a proven sales professional with an appreciation for French wine and is enthusiastic about the opportunity to achieve market growth in the Northeast by growing states with historically strong footholds as well as new states primed for aggressive growth. This 90% Sales-focused position is responsible for increasing sales revenue by expanding existing business and landing new business to obtain optimal sales growth for the DMS portfolio of delicious French wines, all amid a competitive climate.
This individual maintains an in-depth back-of-hand knowledge of their 5-state Northeast Marketplace and market conditions, planning strategically to achieve sales primarily through direct account engagement as well as effective collaboration with key stakeholders, working closely alongside distributors to manage their performance across all channels of sales to ensure achieving and exceeding of company goals. This individual will find fulfillment in establishing and/or maintaining direct contact and relationships with key accounts, confidently calling on the most influential customers in the market, presenting Milligan Wines with enthusiasm, intrigue, sophistication and refinement.
This individual boasts strong existing customer relationships in Massachusetts and the ability to effectively develop and maintain positive relationships at every level with distributor partners to drive sales performance through planning and execution of successful programming and sampling initiatives within budget parameters.
The NSM has a go-getter mentality, is extremely self-motivated, gets a thrill regularly tracking progress and growth and exceeding monthly sales goals, all while exhibiting flexibility and the ability to swiftly change course to nimbly adjust to a rapidly changing wine industry, as well as open-mindedness and ability to take direction, adhering to DMS best practices, embracing the Milligan family philosophy and a company culture that prizes teamwork, hard work, goal-striving, and transparency.
Premium placed on history of creating and using thorough sales plans; also, on displaying strong organization and planning-far-in-advance skills, on fostering positive interactions with Sales Teams; communicating clearly and frequently with DMS Executive Team and Distributor Management Teams in their preferred method of communication, and on prospecting, building, and maintaining relationships with key regional account executives.
90% focus on sales; 10% focus distributor management.

• Call on on/off-premise accounts independently; also with Distributor salesforce.
• Responsible for going after aggressive sales growth in 5-state Northeast Territory.
• Manage inventory and orders to forecast and meet Territory needs.
• Exhibit strong sales analysis and action application of findings.
• Entice Northeast customers with Email Blasts; Grow Northeast customer email list.
• Responsible for working with DMS Executive Team on all State Financials: Billback Budgets, Pricing, Profit Analysis to ensure Territory operates profitably.
• Develop and maintain, for all Territory states, detailed account profiles (Account, Buyer, Phone, Email, Sales Revenue Potential, other essential customer insights) in CRM.

Quickly establish fluent understanding of Pipedrive CRM, with focus as directed by Company Management.
• Obtain from Distributors, at minimum, monthly accounts sold and inventory reports as required by Management, routinely keeping Company appraised of market
Attend and come prepared to weekly Northeast Check-in as required by Management to review results to goals, prospects, pipeline, market update, targets.

• Develop, implement, monitor programming within state budget with DMS Executive Team and Distributors to ensure meeting goals. Premium placed on creative new ideas.
• Work with Company Management to effectively use and refine and grow Target List for Northeast State and Regional targets.
• Opportunity to open new states by properly vetting and formalizing partnerships with distributors new to DMS.
• Land Regional/Chain Accounts with an initial Focus on Priority Targets provided by Company Management.
• Conduct sales meetings and training seminars for distributor salespeople
• Conduct on-premise staff trainings, wine dinners, and in-store tastings

Solid knowledge of Microsoft Office, PowerPoint, G-Suite.

• Minimum 3 years of experience selling fine wine
• Valid driver’s license, Car, insurance and a clean driving record

Base Salary plus Commission and Bonus Structure will total around 100k (Salary Range below is Salary Plus Commission/Bonus estimate - no cap on earning)
• Mileage Reimbursement
Accepting applications from Associate Level with 3+ years wine sales experience to Mid-Level wine professionals with management experience