Sales Representative - Wine & Spirits

Join to apply for the Sales Representative - Wine & Spirits role at Empire Merchants North
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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 and 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 and is proud to employ the most knowledgeable and well‑equipped sales force in Upstate New York.

We are seeking a high energy, motivated Sales Representative - Wine and Spirits
, Royal Division (E&J Gallo) / Cayuga, Chemung, Steuben, and Tompkins Counties.

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

A Sales Representative is required to plan times and activities to ensure achievement of company and supplier goals within the assigned territory. This includes:

• Calling on accounts daily, following an established and efficient route that ensures assigned accounts are visited and serviced in compliance with company frequency standards.
• Analyzing the total territory and each account to determine priority selling and merchandising opportunities.
• Preparing and presenting professional sales presentations tailored to current supplier programs and customer needs.
• Interacting with ADS, Supplier Representatives, and Promotional Agency Representatives to achieve objectives.
• Preplans are subject to change and review by management for coaching and counseling opportunities.

A Sales Representative is required to deliver effective sales presentations that achieve company and supplier objectives, including:

• Mandatory attendance at company and/or supplier sponsored training.
• Keeping up to date on company and competitive brand pricing, and all other pertinent information.
• Following the principles of our Sales Skills and Fundamentals Training.
• Presenting the portfolio and current programs in each account to increase sales and revenue.
• Maintain and effectively use the monthly pitch or program book, tasting notes, sell sheets, and information from suppliers.
• Off premises: obtaining appropriate distribution, communicating with owners, managers, clerks, and staff to achieve maximum sell‑through.
• Gaining feature price, promotion, and display merchandising support using sales trends, inventory, and special activities.
• On premises: obtaining appropriate distribution, communicating with relevant staff, maximizing business.
• Gaining wine list presence, internal servicing skills, and proper merchandising of the back bar.
• Requesting permanent P.O.S. materials for accounts.

• Work with supplier representatives with 48‑hour notice.
• Know account needs and opportunities for each supplier.
• Represent our products, company, and suppliers in a positive manner, following up after supplier visits.
• Decide on transportation method for supplier visits.

Secure effective presentations of all brands represented in accordance with merchandising standards, including:

• Installing point‑of‑sale material within accounts.
• Suggesting shelf/cold‑box resets.
• Ensuring proper rotation according to law.
• Conducting in‑store tastings on a rotating basis.
• Keeping track of stock status and informing accounts.
• Using supplied materials responsibly.

• Use company electronic tools for territory and account records.
• Maintain available agenda for supplier work‑withs.
• Inform management daily of territory conditions.
• Follow standard company policies and procedures.
• Submit sales reports and performance goals.
• Collect lists as requested.
• Maintain inventories of P.O.S., sales tools, supplies.
• Attend and participate in sales meetings.
• Maintain professional relationships with suppliers.

• Obtain signed and…