Director Of Sales - On Premise Spirits

BECOME OUR BEST INGREDIENT...

Bring your talent to the mix at Empire Merchants, a world-class distributor of fine wines and spirits. Quality people are our best ingredient for success in this thriving, established industry. We are currently seeking exceptional people looking to grow their careers at a premier Distributor of Choice that serves more than 10,000 NY Metro area restaurants, hotels, clubs and retail outlets. In return, Empire Merchants can offer you the perfect combination of competitive benefits and compensation, superior industry training on all levels along in a fun, high-energy environment. Want to look forward to Mondays?

POSITION SUMMARY

Achieves company sales, marketing and financial goals by organizing, directing, motivating and developing a team of field sales managers and sales representatives and by focusing a significant portion of time in the field, coaching associates and cultivating key accounts.

ESSENTIAL POSITION RESULTS

• Manages team by coaching, performing all evaluations and overseeing performance management plans of Field Sales Managers and overall team.
• Ensures adherence to all Empire Work Rules and Corrective Action Policy standards by keeping associates responsible for standards and following the appropriate course of action in conjunction with Human Resources.
• Participates in the associate interview and selection process by working with Human Resources to source candidates, schedule interviews, conduct interviews, and manage the on-boarding process.
• Manages sales goal process by collaborating with supplier and senior management to coordinate resources and strategies to execute on corporate objectives. Ensure goals are achievable, recommending changes when necessary, allocating goals by territory and sales representative. Effectively communicating programs, strategies, policies, and sales objectives to the sales division and coaching team on how to meet objectives.
• Execute the planning and development of Sales programs by collaborating with Business Manager/Division Leader to strategize on how best to achieve corporate objectives in given division and allocate spend.
• Evaluates Field Sales Managers’ performance weekly by analyzing territory level results versus the monthly objectives to ensure sales organization meets corporate objectives. Conduct individual meetings with each member of the Field Sales Management team as well team meetings to strategize on how to close any gaps.
• Audit and review sales trend analysis by reviewing sales history and current sales activity versus the corporate objectives.
• Monthly evaluation of Field Sales Managers performance by conducting individual meetings with each member on the management team, providing coaching when necessary.
• Informs sales teams of company/supplier activities and contributes to the on-going education of Sales associates by working with the applicable departments (Business Manager, In House Trainers) in the planning, preparation and execution of general sales meetings to effectively communicate programs, strategies, policies, sales and training objectives.
• Ensures that the sales staff has the appropriate selling tools for upcoming programs by reviewing goals, sales programs and applicable selling materials, identifying any gaps and working with the applicable department/associates (e.g. Business Manager, Supplier, Marketing/Merchandising, etc) to develop the necessary materials.
• Demonstrates a strong customer orientation by maintaining a frequent presence with strategic accounts and establishing relationships with key decision makers; assists Field Sales Managers in the resolution of account level problems and escalates customer challenges to the Department Head/senior management when necessary. Maintains customer confidence and protects operations by keeping information confidential.
• Achieves division financial plan by ensuring pricing and sales deals support division objectives and closely managing expense budgets, promotional budgets (as applicable) and accounts receivable objectives.
• Performs all necessary administrative functions by approving T&Es, invoices and samples, managing the divisional budget and validating sales goals and incentives monthly (authentication of achievement).
• Maintains balanced territories by assigning new accounts and reallocating accounts as needed.
• Completes all necessary training programs by attending, participating, and passing all required tests as defined by management. (e.g. SALES SKILLS, CFSS, POCKET ADVANTAGE).
• Follows Empire training policy and procedures by ensuring that the training manual components are completed in a consistent manner by all team members including conducting coaching calls, work-withs and associate reviews.
• Maintains professional and industry knowledge by attending educational workshops, reviewing professional publication, establishing personal networks and participating in professional societies.
• Maintains a safe and clean working environment by complying with procedures, rules and regulations.
• Contributes to team effort by accomplishing related results as needed.

SUPERVISORY RESPONSIBILITIES

Manages members of the team in a work unit, department or functional area. Responsible for providing effective leadership while fostering a positive team environment; provides overall direction, coordination, and evaluation of organizational unit, department and/or functional area. Performs supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include but are not limited to, interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; recognizing, rewarding and disciplining employees; addressing complaints and resolving problems.

MINIMUM QUALIFICATIONS

Education, Certifications and /or licenses:

• This position requires a 4-year college degree or the equivalent.
• Ability to hold a Solicitor’s Permit is required.
• Valid driver’s license and ability to operate a motor vehicle preferred
Wine/Spirit WSET Level 2 or higher preferred.

Experience:

• 8 to 10 years industry experience with several years of management experience.

Knowledge/Skills:

• Minimum 8-10 years industry experience with Sales Manager experience being a prerequisite.
• This position needs leadership, interpersonal and organizational skills as well being able to solve problems and handling customer service.
• A strong understanding of wine and spirits is required.
• Must be a results oriented professional with excellent verbal/written communication skills using diplomacy and discretion as well as strong customer service skills.
• Ability to multi-task, work independently and/or within a team, pay attention to detail and meet deadlines.
• Proficient PC skills using MS Office and other various computer programs including presentation software.

COMPENSATION & BENEFITS

• Salary Range: $140,000 - $160,000 plus annual bonus potential
• Monthly Automobile allowance, travel reimbursement
• 16 Observed Holidays, PTO, vacation accrual
• Health Plan options (medical, dental, vision, disability coverage, life insurance, parental leave, and other voluntary plans), 401K (with Company Contributions).
• Flexible Spending Account and Pre-Tax Transit Commuter Program, industry certifications (WSET), tuition reimbursement and more.
• The range is an estimate for this position. The company will evaluate a specific candidate's education, skills and experience when making an offer

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job.

While performing the duties of this job, the associate is regularly required to use hands to finger, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; and talk or hear. The associate frequently is required to stand, walk, sit, and climb or balance. The associate must occasionally lift and/or move up to 50 pounds. The associate must frequently lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

WORKING CONDITIONS AND ENVIRONMENT

The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job.

While performing the duties of this job the associate is regularly exposed normal business office environment. The ability to share workspace, travel by car or train, dress in proper business attire, attend evening meetings and meet deadlines are all requirements of this position. Associate is often required to be in the market and may require exposure to inclement weather.

Empire Merchants Metro LLC is a leading distributor of spirits and fine wines. We are the critical link between the companies that produce alcoholic beverages and the retail outlets where they are sold, or the restaurants and pubs where they are consumed.

We are seeking motivated people to join our team in a variety of functions, including education and training, finance, marketing, logistics and operations, delivery, and customer service.

EEO Policy Statement

Empire Merchants Metro is an equal opportunity employer and, as such, affirms in policy and practice to recruit, hire, train, and promote, in all job classifications, without regard to race, religion, color, national origin, citizenship, sex, age, veteran status, disability, genetic information, or any other protected characteristic. Empire Merchants Metro will not discriminate against persons because of their disability, including disabled veterans, and will make reasonable accommodations for known physical or mental limitations of qualified employees and applicants with disabilities. EEOC’s EEO is the Law poster: http://www1.eeoc.gov/employers/poster.cfm

Empire Metro's Equal Opportunity Policy can be found here