Field Sales Manager

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, results-driven Field Sales Manager in our Buffalo market / Erie and Niagara counties to lead, coach, and develop a team of sales professionals while driving sales growth and strong customer relationships. 

Responsible for achieving company and supplier sales, distribution, and execution objectives by leading, coaching, and developing a team of sales representatives through effective planning, training, performance management, and market execution.

ESSENTIAL POSITION RESULTS
•Pre-plans prior to the beginning of each sales period by holding a one-on-one meeting with each representative, strategizing on how best to achieve goals and objectives, and when applicable, helping representatives define target accounts.
•Conducts effective one on one weekly sales meetings with sales representatives by communicating sales objectives and programs, identifying opportunities, reviewing performance against goals, and guiding team members on how to close gaps.
•Develops and reviews performance enhancement plans for each sales representative by maintaining training files, conducting evaluations, monitoring 30/60/90 day evaluations on new hires, performing coaching calls, filling out MBOs and following up on progress as needed.
•Addresses any skill deficiencies of sales representatives by developing customized coaching plans, tracking progress and recording improvement against them.
•Demonstrates strong customer orientation by maintaining relationships with key accounts, identifying account opportunities, performing customer business reviews, developing opening orders with new accounts, selling-in resets of stores, managing open territories and resolving customer complaints.
•Participates in the employee interview and selection process by working with human resources to source candidates, schedule interviews, conduct interviews, and manage the on-boarding process.
•Manages supplier surveys by planning routes, pre-surveying accounts, conducting survey with supplier, recapping the survey and scheduling sales representatives as needed.
•Coordinates supplier ride-withs by collaborating with Business Managers in the scheduling of sales representatives.
•Resolves customer issues related to returns and breakage by following appropriate administrative processes.
•Completes all necessary training programs by attending, participating, and passing all required tests as defined by management. (e.g. WSSM, TOPS, FOCUS MARKETING, SFA).
•Maintains professional and industry knowledge by attending educational workshops, reviewing professional publications and establishing personal networks.
•Maintains a safe and clean working environment by complying with procedures, rules and regulations.
•Contributes to team effort by accomplishing related results as needed.

SUPERVISORY RESPONSIBILITIES
Directly supervises assigned sales representatives and is responsible for day-to-day leadership, coaching, training, performance management, employee development, and accountability for sales and execution results. Participates in hiring, onboarding, performance evaluations, recognition, corrective action, and other employee-relations activities in partnership with Human Resources and senior sales leadership.

QUALIFICATIONS
Education, Certifications and/or licenses:
-High School diploma or equivalent required.
-Bachelor’s degree in business, Sales, Marketing, or a related field preferred; equivalent relevant education and experience may be considered.
-Ability to obtain and maintain required New York State Solicitor’s Permit.
-Valid driver’s license and ability to operate a motor vehicle as required for regular travel throughout the assigned territory.

Experience:
-Minimum of five years of relevant sales, sales leadership, beverage industry, or related experience. Prior experience supervising, coaching, or leading a sales team strongly preferred.

Knowledge/Skills:
- An understanding of wine and spirits is required.
- Must be a results-oriented professional with excellent verbal/written communication skills using diplomacy and discretion as well as strong customer   service skills.
-Ability to multi-task, work independently and/or within a team, pay attention to detail and meet deadlines.
-Proficient PC skills using MS Office and other various computer programs including presentation software.

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