Sales Representative - Wine & Spirits

Empire Merchants North

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, we have become synonymous with service and quality and are trusted by over 9,000 area restaurants, bars, hotels, nightclubs, and retail outlets.

Sales Representative – Wine and Spirits (Moet Hennessy/Freedom Division) – Albany, Saratoga, and Warren Counties

Our Sales Representatives maximize supplier brand sales to the trade and consumer through effective territory planning, selling, merchandising, and communication that permits achievement of company and supplier objectives.

Plan time and activities to ensure achievement of company and supplier volume, distribution, and merchandising objectives within the assigned territory by:

• Calling on accounts daily by following an established and efficient route that ensures assigned accounts are visited and serviced 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 the priority selling and merchandising opportunities.
• Preparing and presenting professional sales presentations to the retailers that are tailored to current supplier programs and the needs of the customer.
• Interacting 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.

Deliver effective sales presentations and achieve company and supplier objectives by:

• Mandatory attendance at Company and/or Supplier sponsored training, i.e., training classes, wine education classes, etc.
• Keeping up to date on company and competitive brand pricing and all other pertinent information, which includes knowing the features and benefits of supplier products and programs compared to competition.
• Following the principles of our Sales Skills and Fundamentals Training (Prepare, Present Effectively, and Activate your business).
• Presenting the portfolio and current programs at each account to increase revenue and case volume.
• Maintaining and effectively using the monthly pitch or program book, tasting notes, sell sheets, and information from suppliers either in print or electronically.
• Off Premise: Obtaining the appropriate off‑premise distribution of supplier brands, types, and sizes; communicating to all owners, managers, clerks, stock personnel and anyone concerned with the sale of products; achieving maximum sell‑through by conducting staff trainings, achieving supplier shelf standards, adjacencies, facings, cold box presence, etc.
• Gaining 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.).
• On Premise: Obtaining the appropriate on‑premise distribution of supplier brands, type and sizes; communicating to owners, managers, beverage managers, bartenders, wait staff, key kitchen personnel and all concerned with the sale of products 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.
• Requesting permanent P.O.S. materials for accounts to ensure brand visibility and account dominance (e.g., bar rails, napkin holders, table tents).

• Work 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 advanced selling skills and methods.
• Know 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…