Sales Representative Job at Empire Merchants North in City of Albany

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 serves more than 9,000 area restaurants, bars, hotels, nightclubs, and retail outlets. Empire Merchants North acts as a marketing agent for the brands represented and employs a sales force in Upstate New York.

We are seeking a high energy, motivated Sales Representative - Wine and Spirits, Imperial Division / Albany, Schenectady, and Saratoga Counties.

Job Description - Sales Representative

Our Sales Representatives maximize the sales of supplier brands to the trade and consumer through territory planning, selling, merchandising, and communication to achieve company and supplier objectives.

Responsibilities

• Planning and Preparation – Plan times and activities to achieve company and supplier volume, distribution, and merchandising objectives within the assigned territory. Activities include calling on accounts daily, following an established route, maintaining route sheets, and developing positive customer relations with owners, managers, and staff.
• 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 to achieve objectives.
• Preplans are subject to change and review by management for coaching opportunities.

• Selling – Deliver effective sales presentations to achieve company and supplier objectives. Activities include:
• Attend mandatory Company and/or Supplier sponsored training (e.g., wine education).
• Stay up to date on company and competitive brand pricing and understand features/benefits of supplier products and programs versus competition.
• Follow the principles of Sales Skills and Fundamentals Training (Prepare, Present Effectively, Activate your business).
• Present the portfolio and current programs in each account to increase sales and revenue and case volume.
• Maintain and use the monthly pitch or program book, tasting notes, sell sheets, and supplier information (print or electronic).
• Off Premise: obtain appropriate off-premise distribution, train staff, achieve shelf standards, adjacencies, displays, etc.; negotiate feature price, promotion, and display support using sales trends and retailer inventory.
• On Premise: obtain appropriate on-premise distribution, coordinate with owners, managers, beverage managers, bartenders, wait staff, and kitchen staff; maximize wine list presence, wine-by-the-glass features, back bar merchandising, and staff trainings; obtain distribution support using sales trends and promotions.
• Request permanent P.O.S. materials for accounts to ensure brand visibility and dominance.

• Supplier/Supervisory Interaction – Be familiar with all suppliers and their brands to ensure positive consumer reaction.
• Work with supplier representatives with 48-hour notice and/or company managers with 24-hour notice during business days; these are training opportunities to teach advanced selling skills.
• Know account needs and opportunities for each supplier work-with.
• Represent products, company, and suppliers professionally and follow up after supplier work-with regarding commitments.
• Sales representatives may ride in their own car or with someone else.

• Merchandising – Secure effective presentation of all brands represented in accounts per merchandising standards. Include installing POS materials, coordinating with merchandisers, and maintaining floor/display standards.
• Suggest shelf/cold box resets to meet standards; ensure proper rotation per state and federal law; conduct in-store tastings on a rotating account basis.
• Maintain stock awareness and inform accounts of out-of-stock items; use company materials responsibly.

• Record Keeping and Communication – Maintain territory and account records per policy and provide requested reports.
• Be proficient in electronic tools (e.g., Diver and Liquid) with proper training; present defined agendas for supplier work-withs.
• Provide daily management updates, timely recaps, and adhere to company forms and reports; follow standard policies; submit reports and performance data as requested.
• Collect wine, cocktail, and cordial lists when requested; maintain inventories of POS, sales tools, and merchandising materials; participate in sales meetings as directed by management per the Collective Bargaining Agreement.

• New Accounts – For all new accounts, obtain and submit a signed and notarized credit application to the credit manager at least 72 hours prior to submitting an opening order; determine account classification with Field Sales Manager; obtain distribution levels for on/off premises per division standards; obtain a sales tax certificate.

• Miscellaneous – Ensure accuracy of all reports and surveys; avoid falsification. Sign and date all company forms, and add commentary if needed. Adhere to federal, state, and local laws and company rules. Failure to meet job requirements or sign forms may result in disciplinary action.

Compensation & Benefits

Empire Merchants North offers a competitive compensation package including:

• Commission-based / paid weekly. Eligible for sales incentives.
• Paid Holidays. Health and Welfare Plan (medical, dental, vision, disability, 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.

Applicants only, No Recruiters please.

Empire Merchants North is an equal opportunity employer and recruits without regard to race, religion, color, national origin, citizenship, sex, age, veteran status, disability, or any other protected characteristic. Accommodations are available for known physical or mental limitations of qualified applicants. For accommodations, contact Human Resources at 800-724-3960.