Sales Representative - Wine & Spirits

Join to apply for the Sales Representative - Wine & Spirits role at Empire Merchants North

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 service and quality and has earned the loyalty of more than 9,000 area restaurants, bars, hotels, nightclubs, and retail outlets. The company acts as a marketing agent for the brands that it represents and is proud to employ the most knowledgeable and well‑equipped sales force in Upstate New York.

• Analyze the total territory and each account to determine the priority selling and merchandising opportunities.
• Prepare and present professional sales presentations to the retailers that are tailored to current supplier programs and the needs of the customer.
• Interact with ADS, Supplier Representatives, and Promotional Agency Representatives to achieve said objectives.
• Preplans are subject to change and review by management for coaching and counseling opportunities.

• Mandatory attendance at Company and/or Supplier‑sponsored training (e.g., wine education classes).
• Keep up to date on company and competitive brand pricing and all other pertinent information, including the features and benefits of supplier products and programs compared to competition.
• Follow the principles of our Sales Skills and Fundamentals Training (Prepare, Present Effectively, and Activate your business).
• Present the portfolio and current programs you are responsible for in each account 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, either in print or electronically.
• Obtain the appropriate off‑premise distribution of supplier brands, types, and sizes as directed by management, by communicating with all owners, managers, clerks, stock persons and anyone concerned with the sale of products. Obtain maximum sell‑through by conducting staff trainings, achieving supplier shelf standards, adjacencies, facings, cold box presence, etc.
• Gain feature price, promotion, and display merchandising support from off‑premise accounts by using sales trends, retailer inventory, and special activities (holidays, advertising, merchandising, displays, seasonal etc.).
• Obtain the appropriate on‑premise distribution of supplier brands, type and sizes as directed by management by communicating with all owners, managers, beverage managers, bartenders, wait staff, key kitchen personnel and all concerned with the sale of products to maximize business.
• 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 by using sales trends, retailer inventory and special activities (holidays, advertising, merchandising, displays and seasonal activities, etc.).
• Request permanent POS materials for accounts (e.g., bar rails, napkin holders, table tents) to ensure brand visibility and account dominance.

• Work with supplier representatives with 48‑hour notice and/or company managers with 24‑hour notice and booked during business days (Monday‑Friday). These are supplier and/or supervisory accompanied workdays designed to train and teach the salesperson advanced selling skills and methods.
• Know your account needs and opportunities for each supplier work‑with.
• Represent our products, our company, and our suppliers in a positive way while always maintaining a professional relationship with every supplier. Follow up with accounts after a supplier work‑with regarding any commitments made to those brands.
• Sales representatives have the discretion on a work‑with to ride in their own car or with someone else.

• Install point‑of‑sale material within accounts. Coordinate with merchandisers to enhance our position on the floor, shelf, window,…