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Director On-Premise Sales – East

Position Summary:

Director On-Premise Sales – East will deliver results through a planned sales strategy to introduce our wines and spirits to On-Premise Strategic Accounts. (National & Regional Accounts)

 Essential Duties and Responsibilities:

Account Presentations

  • Plan and implement sales to specific major accounts where cultivating relationships, identifying opportunities, and account manage skills are critical. Targeting top 100 accounts in the East Division.
  • Prioritize sales initiatives and goals in all aspects and phases of wine sales.
  • Educate on-premise accounts in product knowledge and/or develop special programs (ie; by the glass & cocktail mixology).
  • Utilizing Portfolio knowledge and information, prepare client PowerPoint presentations for sales calls
  • Lead insightful, successful client presentations primarily utilizing PowerPoint presentations
  • Research and utilize data such as AC Nielsen, market trends, competitive sets, brand exposure, National pricing, that supports sales strategies
  • Utilize Sales history and research on existing mandates within National and Regional accounts
  • Maintain strong relations and communication with internal Marketing support team to meet the needs of client presentations
  • Conduct and facilitate Staff Seminars and Training

 

Account Management

  • Develop and execute brand launch plans in target markets including distributor pricing, deal structures, target accounts, introduction meetings, etc.
  • Establish and maintain major account relationships in the defined region.
  • Identify target accounts and opportunities within the framework of the defined region.
  • Monitor competitor activity in each account and ensures that appropriate response strategies are formulated, communicated, and executed.
  • Maintain budget, manage expenses and know inventory levels in order to forecasting and execute sales.
  • Analyze Profit Account research for brand positioning and BTG/wine list opportunities
  • Develop new accounts all while acquiring and utilizing Purple Wine brand mandates
  • Establish relationships with key buyers
  • Work with all channels within major chains; IE: buyer, marketing, culinary, and training
  • Maintain existing accounts and mandates
  • Research wine list potential, growth for company, revenue potential, key management relationships, trends, demographics, etc
  • Participate in relevant key Conference opportunities
  • Maintain and have knowledge of Compliance requirements
  • Actively follow up on the national and region level accounts
  • Organize and distribute product samples to identified accounts
  • Initiate Regional product features and promotions

Distributor Management

  • Monitor performance (depletions, shipments, pricing, promotional materials).
  • Drive the wholesale sales to targeted distributors in defined region.
  • Establish relationships within the distributor network and understand who of your contacts are within the wholesaler i.e; National Account Division or On-Premise Management
  • Manage, motivate and support the distribution network including distributor management and sales representatives.
  • Multiply yourself through our distributors
  • Manage Incentive programs, NA pricing, inventory levels
  • Follow through on Mandate Memo’s and Distributor Announcements

Qualifications:

  • Wine sales preferred. Possesses leader qualities and has a proven track in wine sales.
  • Bachelor’s Degree in a related discipline or commensurate experience
  • Must be at a minimum of 21 years old
  • Must have at least 5-10 years distributor wine and spirits sales experience within this territory
  • Must be responsible, outgoing and reliable
  • Must have valid States driver’s license for mobility within the territory
  • Ability to lift up to 35 pounds
  • Positive attitude; team player
  • Superior wine knowledge, combined with a commitment to continuous improvement in all facets of our business sales goals.
  • Effective self-management skills, specifically time management and territory call planning
  • Existing account relationships desired