Dec 12, 2019
Summary: Responsible for selling products and services to a wide range of highly complex or major accounts and customers and/or a specific supplier. Accountable for increasing sales/client ratio and expanding customer base. Owns a record of sales achievement alongside a minimum of six or more years of experience and training. Possesses an advanced knowledge of company and competitor policies, products and/or services or technology.
Essential Duties and Responsibilities (additional responsibilities may be assigned)
Must demonstrate expertise knowledge of principles and methods for showing, promoting, and selling products or services that are considered specialized, fine wine, vintage, luxury, and/or specific to a designated supplier’s portfolio of brands. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. Responsibility encompasses the management of special events such as Wine Marker Dinners, supplier market visits, and wine/spirit education to customers.
Keeps information on competitive products, promotional matters, selling techniques and marketing policies. Informs company of competitive activity and conditions that would affect market share and customer satisfaction. Develops and executes necessary competitive blunting sales strategy.
Manages pre-sells and vintage sensitive projects/programs. Develops and presents sales and product presentations to customers.
Trains and/or educates the sales staff on all facets of wine knowledge. Coach and mentor less experienced sales representatives to achieve their sales targets and increase their product knowledge. Conduct training sessions and monitor adherence to brand standards throughout area of responsibility. Ensure appropriate and approved training events twice annually, at a minimum.
Develop long-term sales plans for key customers and monitor and adapt sales activities so these objectives are met.
Works with the marketing team on pricing programs for non-mainstream items to ensure product line is competitive in the marketplace to meet supplier goals.
Solicits business by personally visiting customers, attempting to interest prospective buyers, and explaining the features and benefits of product brands and its application. Familiarizes established accounts with new products, product knowledge, and developments. Prepares price quotations, delivery dates and service obligations.
Demonstrates the necessary principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. Investigates and resolves customer complaints in accordance with company policy.
Works with third party industry professionals (supplier reps and customers) as part of the selling process of assigned brands and portfolio. This duty includes activity to strengthen market presence.
Effectively influence full book resources for District Managers and representatives to ensure brands are amplified. Provide execution guidelines and influence to full book District Managers. Must constantly verify priorities are being supported. Provide critical “street level” market knowledge and communicate opportunities.
Achieve volume goals assigned to respective distributor teams.
Performs other job duties and responsibilities, as assigned.
Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience: Associates Degree or Bachelor’s degree highly preferred, but not required. Related sales experience and/or training is required in wine and/or spirits sales (see below) or equivalent combination of education and experience is considered. Above-average knowledge of wine and/or spirits is required.
Experienced-level: Related sales experience of six years or more; or equivalent combination of education and experience.
Language Skills: Ability to read and comprehend simple instructions, short correspondence, memos, write simple correspondence, and to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization. Second language bilingual abilities are highly desired.
Mathematical Skills: Ability to calculate figures and amounts (such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume) and apply concepts of basic algebra and geometry to practical situations.
Reasoning Ability: Ability to define problems, collect data, establish facts, draw valid conclusions, interpret an extensive variety of technical instructions (in written, oral, or diagram form), and to deal with a variety of abstract variables in situations where only limited standardization exists.
Computer Skills: To perform this job successfully, an individual should have knowledge of Internet, Microsoft Office Suite software (such as Outlook, Word, Excel, Power Point, and etc.), and order processing systems (such as Logility, Microstrategy, and etc.) or the aptitude to learn.
Certificates, Licenses, Registrations:
Requires a current state driver's license
Ability to meet company vehicle insurance requirements.
Alcohol Beverage Commission (ABC) License or Permit, as required by the state
Industry Certification: CSW or CSS; and/or WSET I and WSET II or higher.
Ability to regularly operate a motor vehicle.
Availability to work nights and weekends on activities related to customer account events
Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; talk or hear and taste or smell. The employee must regularly lift and /or move up to 30 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently exposed to outside weather conditions. The noise level in the work environment is usually moderate.
Tools & Technology:
Tools: Desktop computers; Laser Printers; Notebook computers; Personal computers.
Technology: Customer relationship management CRM software; Data base user interface and query software
Republic National Distributing Company is an Equal Opportunity/Affirmative Action employer. It is our policy not to discriminate against any Employee or Applicant. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, status as a protected veteran, among other things, or status as a qualified individual with disability. This policy of nondiscrimination in employment includes but is not limited to: recruitment, hiring, placement, promotion, transfer, employment advertising or solicitations, compensation, layoff or termination of employment.
Republic National Distributing Company
Birmingham, AL, USA