Sales Manager
The Sales Manager develops and leads a team of Sales Consultants and Area Managers representing Southern Glazer's Wine and Spirits in the market. The Area Manager's primary responsibilities are to manage all aspects of the commercial sales force covering a large territory,district, or region including long-term and short-term marketing strategies, customer relationships, sales execution, supplier relationships, and supplier program execution.
Primary Responsibilities
- Lead, develop and manage a team of Area Managers or Sales Consultants; defines expectations, monitors progress, and counsels if expectations are not met
- Implement strategic sales plans to achieve company and supplier goals and initiatives
- Conduct sales meetings, product presentations, train, develop, and motivate the team to foster the success of the overall sales team
- Receive, reconcile and communicate supplier goals and internal objectives
- Direct sales development activity and coordinate sales distribution by establishing sales territories, quotas, and goals
- Coach sales consultants and managers on the effectiveness of their CRM sales pre-plan including agenda, visit notes, opportunities, visit coverage and visit attribution to align with the territory sales plan
- Coach sales consultants and managers on how to build an effective pipeline of opportunities in CRM and eCommerce to achieve their objectives
- Call on key accounts in designated territory/region and work with sales management to develop overall sales strategies
- Collaborate with key accounts in a geographic region to improve the distribution of products within set accounts
- Embed adoption of new tools, technologies, capabilities, and processes
- Analyze and control expenditures of division to conform to budgetary requirements
- Perform other job-related duties as assigned
Minimum Qualifications
- Bachelor's Degree plus 5 years of experience; or an equivalent combination of education and experience
- Three years of demonstrated management experience
- Comprehensive understanding of wine and spirits to include regions/varietals, product/food pairing techniques, basic production, and service
- Ability to communicate enthusiasm for the product and category
- Knowledge of products and their key features and attributes; ability to execute product line strategies
- Demonstrated understanding of great sales execution including, but not limited to measurable opportunities by premise i.e. cold box, floor, shelf, pricing (including margin and markup), wine list, BTG execution, well and back bar
- Ability to execute beverage alcohol product line strategies
- Excellent customer service, interpersonal, and verbal and written communication skills
- Excellent organization and time management skills to meet goals/objectives
- Ability to work with all levels of employees throughout the division
- Able to maintain a valid and current driver's license
- Proficiency in MS Word and Excel
- Able to travel as needed
- Must be at least 21 years of age
Physical Demands
- Physical demands with activity or condition for a considerable amount of time may include sitting and typing/keyboarding using a computer (e.g., keyboard, mouse, and monitor) or mobile device
- Physical demands with activity or condition may include walking, bending, reaching, standing, squatting, and stooping
- Physical demands with activity or condition for a considerable amount of time include driving throughout the day with segments up to 2 hours
- May require lifting/lowering, pushing, carrying, or pulling up to 48lbs
This position is deemed a safety-sensitive position. As such, any person who is given a conditional offer of employment will be required to pass a drug test.
EEO Statement
Southern Glazer's Wine and Spirits, an Affirmative Action/EEO employer, prohibits discrimination and harassment of any type and provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. SGWS complies with all federal, state and local laws concerning consideration of a qualified applicant's arrest and/or criminal conviction records. Southern Glazer's Wine and Spirits provides competitive compensation based on estimated performance level consistent with the past relevant experience, knowledge, skills, abilities and education of employees. Unless otherwise expressly stated, any pay ranges posted here are estimates from outside of Southern Glazer's Wine and Spirits and do not reflect Southern Glazer's pay bands or ranges.