Sales Representative - Wine & Spirits

Position Overview

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, we have earned the loyalty of over 9,000 restaurants, bars, hotels, nightclubs, and retail outlets. We are seeking a high energy, motivated Sales Representative - Wine and Spirits (Moet Hennessy/Freedom Division) to drive supplier brand sales and provide exceptional service throughout the territory. Location: Erie County

Our Sales Representatives maximize supplier brand sales through effective territory planning, selling, merchandising, and communication to achieve both company and supplier objectives.

Key Responsibilities

• PLANNING AND PREPARATION: Plan times and activities to achieve company and supplier volume, distribution, and merchandising objectives by:
  • Calling on accounts daily via an efficient route to ensure compliance with company frequency standards and to develop positive customer relations.
  • Analyzing territory and individual accounts to determine priority selling and merchandising opportunities.
  • Preparing and presenting professional sales presentations tailored to current supplier programs and customer needs.
  • Coordinating with ADS’, Supplier Representatives, and Promotional Agency Representatives to meet objectives.
  • Adapting plans as needed based on management reviews for coaching and counseling opportunities.
• SELLING: Deliver effective sales presentations to achieve company and supplier goals by:
  • Attending Company and/or Supplier sponsored training sessions, including wine education classes.
  • Staying current on company and competitive pricing, product features, and benefits.
  • Following Sales Skills and Fundamentals Training to prepare, present, and activate business.
  • Presenting the portfolio and current programs in each account to maximize revenue and case volume.
  • Using tools such as monthly pitch/program books, tasting notes, and sell sheets provided by suppliers.
  • OFF PREMISE:
    • Securing appropriate off-premise distribution of supplier brands by engaging with all account personnel.
    • Gaining promotional support through sales trends, inventory analysis, and special activities.
  • ON PREMISE:
    • Securing on-premise distribution by effectively communicating with decision makers to maximize business.
    • Enhancing wine list presence, executing wines-by-the-glass promotions, and ensuring proper merchandising.
    • Requesting permanent P.O.S. materials to ensure brand visibility.
• SUPPLIER/SUPERVISORY INTERACTION: Ensure positive consumer reaction by:
  • Coordinating with supplier representatives (with 48-hour notice) and company managers (with 24-hour notice) for hands-on training sessions.
  • Understanding account needs and opportunities for each supplier engagement.
  • Representing the company and suppliers professionally and following up on commitments post work-with sessions.
  • Using personal discretion regarding transportation during supplier work-withs.
• MERCHANDISING: Secure effective product presentation by:
  • Installing point-of-sale materials and coordinating with merchandisers to enhance in-store positioning.
  • Suggesting shelf or cold box resets to meet supplier and company standards.
  • Ensuring proper rotation of products per State and Federal laws.
  • Conducing in-store tastings on a rotating basis and keeping accounts updated on product stock levels.
  • Managing and utilizing company-supplied merchandising materials.
• RECORD KEEPING AND COMMUNICATION: Maintain territory and account records by:
  • Using electronic tools (e.g., Diver and Liquid) after receiving proper training.
  • Maintaining a defined agenda for supplier work-with sessions.
  • Providing daily updates and timely, accurate recaps to management.
  • Submitting sales reports, performance goals, and other requested forms.
  • Keeping inventories of P.O.S. materials, sales tools, and supplies organized.
  • Attending and actively participating in sales meetings as directed.
  • Maintaining professional relationships with all suppliers.
• NEW ACCOUNTS: For each new account:
  • Obtain a signed and notarized credit application at least 72 hours before submitting an opening order.
  • Coordinate with the Field Sales Manager to classify the account.
  • Secure on-premise and/or off-premise distribution levels per division standards, and obtain the sales tax certificate.
• MISCELLANEOUS: Acknowledge additional requirements by:
  • Ensuring all reports and surveys submitted are accurate, with no falsification.
  • Reviewing and signing all Company forms and field evaluations, with the option to add commentary if necessary.
  • Adhering to all federal, state, and local laws, rules, and regulations.
  • Understanding that failure to meet job description requirements or sign company forms may result in disciplinary action, up to dismissal.

Required Qualifications

• A clean, valid New York State Driver’s License is required.
• Ability to obtain and hold a valid NYS Solicitor’s Permit.
• Experience Required: Minimum one (1) year of experience in the food/beverage industry.
• Maintains a safe and clean working environment by complying with procedures, rules, and regulations.

Preferred Qualifications

• Education: Bachelor’s degree is preferred.
• Adult beverage industry experience is preferred.

Benefits & Perks

• Commission-based / paid weekly with eligibility for sales incentives.
• Paid Holidays.
• Health and Welfare Plan including medical, dental, vision, disability coverage, and life insurance via Union benefits.
• 401K plan, PTO, vacation accrual, Flexible Spending Account, industry certifications (WSET), and more.