Consumer Route Sales Manager

2 weeks ago

Buffalo, New York, United States Empire Merchants North Full time
Position Overview

Empire Merchants North stands as the leading distributor of wine and spirits in Upstate New York, with a legacy tracing back to the conclusion of Prohibition. With a workforce exceeding 600 dedicated professionals and cutting-edge facilities, we have established a reputation for exceptional service and quality, earning the trust of over 9,000 local restaurants, bars, hotels, nightclubs, and retail establishments.

Role Summary - Consumer Route Sales Manager

The Consumer Route Sales Manager will spearhead the sales team in the Eastern or Western region of Upstate New York, undertaking a diverse role that encompasses business development, education, trade advocacy, and business analysis. Responsibilities include, but are not limited to, training and advocacy for trade, sales performance evaluation, and the development of marketing strategies in collaboration with the Director of Commercial Operations to ensure that our brands align with budgetary goals for the fiscal year. This role will involve planning and presenting all brand initiatives and training to the sales team and managing key accounts, with an expected time allocation of 40% office work and 60% fieldwork.

Key Responsibilities

  • Collaborate with the Director of Commercial Operations to formulate the annual plan/calendar, establish the promotional calendar, and design sales incentives, ensuring alignment between supplier and company objectives.
  • Continuously assess opportunities to adjust the planning calendar as needed.
  • Provide consistent training and education to ensure the sales team and trade partners are well-versed in our brand portfolio.
  • Support sales representatives in promoting the brand portfolio while maintaining market awareness through regular sales collaboration.
  • Work closely with the Director of Commercial Operations to forecast adequate supply for all sales initiatives and maintain appropriate inventory levels.
  • Participate in the planning and execution of General Sales Meetings by translating brand features and benefits into effective sales materials and presenting marketing strategies.
  • Coordinate supplier meetings, ride-alongs, winery visits, promotional blitzes, and account spending activities, sharing necessary data with suppliers and managing workflow and schedules.
  • In collaboration with marketing, create and distribute supplier-specific newsletters and videos, compiling best practices and program outcomes.
  • Oversee all point-of-sale materials workflow, both incoming and outgoing.
  • Manage the execution of tasting agency budgets, including on-site builds and inspections within the territory.
  • Ensure the achievement of all key performance indicators and surveys within the designated area.
  • Facilitate meetings with the Director of Sales for the East or West region and corresponding Area Directors and Field Sales Managers to meet KPI objectives, utilizing both in-person and virtual formats.
  • Complete all required training programs by attending, engaging, and passing assessments as outlined by management.
  • Enhance professional and industry knowledge by attending workshops, reviewing publications, building networks, and participating in professional organizations.
  • Maintain a safe and organized work environment by adhering to established procedures and regulations.

Supervisory Responsibilities

This position does not have supervisory responsibilities.

Compensation & Benefits

Empire Merchants North offers a competitive compensation package that includes:

  • Salary range: $68,000 - $78,000, with potential for annual bonuses.
  • Comprehensive benefits including paid holidays, health plan options (medical, dental, disability coverage, life insurance, and additional voluntary plans), 401K, paid time off, vacation accrual, Flexible Spending Account, industry certifications (WSET), and more.
  • Compensation will be assessed based on the candidate's education, skills, and experience.

Minimum Qualifications

Education, Certifications, and Licenses:

  • Bachelor's degree in a related field or equivalent training and experience.
  • Ability to obtain a Solicitor's Permit where applicable.
  • Valid driver's license and capability to operate a vehicle preferred.
  • WSET Wine Level 2 certification.
  • WSET Spirits Level 2 certification.

Experience:

  • A minimum of 3 years of experience in sales, marketing, or a related industry.

Knowledge/Skills:

  • Thorough understanding of beverages, including regions, varietals, product pairing techniques, basic production, and service.
  • Results-driven professional with strong verbal and written communication skills, demonstrating diplomacy and discretion.
  • Able to manage multiple tasks, work independently or as part of a team, with attention to detail and the ability to meet deadlines.
  • Proficient in Microsoft Office and other relevant software, with strong skills in Excel and PowerPoint.

Empire Merchants North is an equal opportunity employer, committed to recruiting, hiring, training, and promoting individuals without regard to race, religion, color, national origin, sexual orientation, gender identity, citizenship, sex, age, veteran status, disability, genetic information, or any other protected characteristic. We will not discriminate against individuals based on disability, including disabled veterans, and will provide reasonable accommodations for known physical or mental limitations of qualified employees and applicants with disabilities.

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