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About the Role

Empire Merchants North is seeking a motivated Sales Representative to maximize the sales of supplier brands to the trade and consumer through effective territory planning, selling, merchandising, and communication within Clinton, Essex, and Warren Counties.

Responsibilities

• Call on accounts daily, following an established and efficient route, and keeping route sheets up to date.
• Develop positive customer relations with account owners, managers, and employees.
• Analyze territory and accounts 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.
• Attend Company and/or Supplier sponsored training, including classes and wine education.
• Stay up-to-date on company and competitive brand pricing, features, and benefits.
• Follow principles of Sales Skills and Fundamentals Training.
• Present the portfolio and current programs to increase sales and generate maximum revenue and case volume.
• Maintain and use monthly pitch or program books, tasting notes, sell sheets, and supplier information.
• Obtain appropriate off-premise distribution of supplier brands, types, and sizes.
• Achieve maximum sell-through by conducting staff trainings, achieving supplier shelf standards, adjacencies, facings, and cold box presence.
• Gain feature price, promotion, and display merchandising support from off-premise accounts.
• Obtain appropriate on-premise distribution of supplier brands, types, and sizes.
• Gain wine list presence, internal servicing skills, execution of wines-by-the-glass and features, and conduct wait-staff trainings.
• Gain back bar distribution and proper merchandising of the back bar.
• Obtain distribution support from on-premise accounts using sales trends, retailer inventory, and special activities.
• Request permanent P.O.S. materials for accounts to ensure brand visibility and account dominance.
• Work with supplier representatives and company managers for training and advanced selling skills.
• Represent products, the company, and suppliers positively while maintaining professional relationships.
• Follow up with accounts after supplier work-withs regarding commitments.
• Install point-of-sale material within accounts.
• Coordinate with merchandisers to enhance brand position on the floor, shelf, window, counter, and cold box.
• Suggest shelf/cold box resets that achieve supplier and company standards.
• Ensure proper rotation of products in accordance with State and Federal law.
• Organize and conduct in-store consumer wine and spirit tastings on a rotating account basis.
• Keep current on in-stock and out-of-stock items and notify accounts accordingly.
• Be proficient in electronic tools such as Diver and Liquid.
• Maintain territory and account records in accordance with company policy.
• Keep management informed daily on all aspects of their territory, including timely submission of accurate recaps.
• Submit sales reports and performance goals to management as requested.
• Collect wine lists, cocktail lists, and cordial lists from accounts as requested.
• Maintain adequate, well-organized inventories of P.O.S., sales tools, supplies, and merchandising materials.
• Attend and actively participate in sales meetings.
• Obtain and submit a signed and notarized credit application from new accounts.
• Determine account classification with Field Sales Manager for new accounts.
• Obtain levels of distribution for on and/or off-premises accounts per division standards.
• Obtain sales tax certificate for new accounts.
• Ensure all reports and surveys submitted are accurate.
• Adhere to all federal, state, local laws, rules, and regulations.

Requirements

• Must know, understand, and adhere to all federal, state, local laws, rules, and regulations.
• Failure to meet job description requirements or sign company forms may result in progressive disciplinary action, up to and including dismissal.

Skills

• Sales presentations
• Merchandising
• Customer relations
• Territory planning
• Brand pricing analysis
• Wine and spirits knowledge
• Electronic tools proficiency (Diver, Liquid)
• Record keeping
• Communication

Location

• Clinton County
• Essex County
• Warren County
• North Country
• Plattsburgh area

Work Type

• Full-time

Experience Level

• Not specified

Education Level

• Not specified

Salary/Compensations

• Commission-based / paid weekly
• Eligible for sales incentives

Benefits

• Paid Holidays
• Health and Welfare Plan (medical, dental, vision, disability coverage, life insurance via Union benefits)
• 401K plan
• PTO
• Vacation accrual
• Flexible Spending Account
• Industry certifications (WSET)

About the Company

• 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 both service and quality.
• The company has earned the loyalty of more than 9,000 area restaurants, bars, hotels, nightclubs, and retail outlets.
• Empire Merchants North acts as a marketing agent for the brands that we represent.
• The company employs the most knowledgeable and well-equipped sales force in Upstate New York.