Fine Wine Territory Specialist

Description

Fine Wine Territory Specialist

Regular, Exempt

PURPOSE OF POSITION: The Fine Wine Territory Specialist will be responsible for servicing and growing all accounts within a large, assigned territory, with a focus on fine wine. This individual will develop new business, open new accounts, and strengthen relationships with existing customers. Responsibilities include consultative selling, wine list development, tastings and staff training, executing monthly campaigns, and ensuring product distribution and merchandising standards. The Specialist will work closely with the Fine Wine Coordinator to provide seamless customer service and achieve company sales goals.

RESPONSIBITLIES: The Fine Wine Territory Specialist is accountable for growing total territory revenue and distribution versus the prior year. The individual will achieve growth targets put forth by management and meet monthly goals on assigned brands. These goals will be achieved by performing the following:

• Pre-plan sales objectives and run route as efficiently as possible across a broad territory.
• Call on accounts according to established frequency while also identifying and opening new accounts.
• Conduct wine tastings, server/staff trainings, and provide educational support to accounts.
• Partner with accounts to develop or revise wine lists and identify growth opportunities.
• Execute monthly campaigns, supplier features, and promotional programs.
• Observe accounts for sales opportunities and competitive activity.
• Inspect work and back stock for proper pricing, rotation, and positioning.
• Ensure compliance with Company’s product quality assurance standards (i.e. outdated, damaged, unsellable).
• Collaborate with the Fine Wine Coordinator for order entry, follow-up, and account service.
• Maintain sufficient inventory levels (including call-ins).
• Maintain accounts receivable for each assigned account.
• Deliver factual and persuasive sales presentations, close sales calls effectively.
• Document and maintain accurate records (route books, recap forms, CRM entries, etc.) for each call.
• Meet or exceed sales volume, profitability, and distribution commitments.
• Recommend and perform resets as needed and/or directed.
• Execute all ad features; execute displays greater than competition.
• Continuously expand wine knowledge and take initiative to improve overall fine wine expertise.
• Adhere to all applicable Federal, state, and local regulations regarding the merchandising of alcoholic beverages.
• Adhere to Company policies and procedures.
• Properly maintain company property such as company vehicles.
• Investigate and resolve all customer complaints in a timely fashion.
• Maintain appropriate dress/appearance per Company standards.
• Punctual for all account calls, scheduled meetings, tastings, trainings, presentations, and company meetings.
• Display exceptional communication with suppliers, management, and customers.
• Demonstrate accuracy and thoroughness in all areas of responsibility to ensure quality of work.
• Establish and maintain effective working relationships.
• Show sound judgment, decision-making, and accountability.

Requirements

QUALIFICATIONS and KNOWLEDGE, SKILLS, AND ABILITIES (KSAs)

Any combination equivalent to the following education and experience that would provide the necessary knowledge, skills and abilities would qualify. A typical way to obtain the knowledge, skills and abilities would be:

• Bachelor’s degree from an accredited college or university preferred, or equivalent experience.
• Three to five (3–5) years direct sales experience, preferably in fine wine or beverage alcohol sales.
• Wine certifications (WSET, Court of Master Sommeliers, CSW, or similar) preferred but not required.
• Must possess and maintain a valid driver’s license and be insurable under the Company’s vehicle policy.
• Strong knowledge of fine wine, including varietals, regions, producers, and industry trends.
• Ability to conduct effective tastings, wine list presentations, and staff trainings.
• Strong beverage industry and company product knowledge.
• Ability to build long-term customer relationships across a wide territory.
• Excellent interpersonal and communication skills, with a consultative sales approach.
• Excellent organizational and time management skills to manage a large territory.
• Ability to exercise initiative and judgment in interpreting policies and procedures, delegating responsibilities, monitoring administrative activities, and evaluating performance of staff and contracted vendors.
• Ability to establish and maintain effective working relationships with staff, vendors, and customers.
• Ability to promote positive public relations and to convey company objectives effectively.
• Excellent computer skills.
• Excellent budgeting and business planning skills.
• Ability to work on own initiative and handle a wide range of tasks.
• Understand and effectively communicate Summit Beverage’s organizational mission and goals.

Physical and Other Requirements:

This position may require 8–10-hour days, flexible or after standard business hours, including evenings and weekends for tastings and events. The ability to work onsite in customer accounts is expected. This position requires frequent travel throughout a large territory and may be exposed to varying weather conditions. The noise level in environments varies by account but is typically moderate.

• Seeing: Must be able to read reports and use computer/general office equipment. Must be able to read and interpret documentation. 75-100%
• Hearing: Must be able to hear well enough to communicate with employees and business contacts. 75-100%
• Standing/Walking: 50-74%
• Sitting at Desk: 25-49%
• Climbing/Stooping/Kneeling: 25-49%
• Lifting/Pushing/Pulling (approx. 40lbs):
• Grasping/Feeling/Hand Dexterity: 75-100%
• Driving & Travel: 25-49%