Chain Sales Representative (Wine Jobs: Sales & Marketing)

Full Time

  Riboli Family Wines Estates of San Antonio Winery

  West Sacramento, California

 

RIBOLI FAMILY WINE & SPIRITS

CHAIN SALES REPRESENTATIVE JOB RESPONSIBILITIES

 

 

TERRITORY MANAGEMENT

 

Calls on all Accounts with Regularity-  Regularly calls on each account within the sales territory and spends the appropriate amount of time per week against each account. Aware of ideal times and days to call on accounts to secure face time with account owner/buyer on each sales call. 

 

Use of Reports to Plan- Uses sales reports, goals, and incentives to effectively plan business in a monthly time period. Understands importance of Chain programming and executing monthly programs. Uses weekly out of stock reports to plan daily, weekly, and monthly sales calls.

 

Awareness of Competitive Sales Trends- Understands competitive activity within the territory and uses knowledge to strategically plan business. Also informs upper management of competitive sales trends.

 

Mistake Proof Orders/Deliveries- Makes sure all information is accurate when writing and submitting orders to the order desk. Also ensures all Delivery & Special instructions information is up to date. Has minimal  delivery refusals.

 

SELLING

 

Distribution, Shelf, and Cold Box Achievement- Sells distribution voids and out of stock placements to all accounts. Also looks to improve sales by selling Cold Box placements of Riboli Family Portfolio in applicable accounts. Does not allow competitive infringement on Shelf, Display, or Cold Boxes

 

Avoids Out Stocks- Is continuously analyzing out of stock reports and working with Chain customers to avoid. Exhausts all methods to avoid out of stocks by: seeking additional display locations and/or back stock room for products. Is willing to Will Call products to avoid out of stocks.

                                                               

Hits Monthly & Annual Display Goals/Incentives- Methodically sells portfolio of brands to accounts in order to hit given goals. Pushes incentive brands in accounts and drives volume leading with San Antonio Winery brands.

 

Persuasive Selling Skills- Uses persuasive selling techniques during sales presentations. Has the ability to overcome objections and handle gatekeeper reactions during sales presentations. Uses Marketing one-sheets, Tradefiles, and other selling aids regularly. Has the ability to make multiple brand presentations and to sell concepts as well as products.

 

 

 

DECISION MAKING

 

Deals with Problems Effectively- Takes the time to define problems before making decisions to act on them. Is proactive in handling any account issues (A/R, refusals, and out of stock issues). Is in constant communication with management and/or order desk to alleviate additional problems.

 

Communicates Effectively- Listens and communicates effectively- both verbally and written.

 

Sells According to Customer Needs- Probes decision makers to discover what is needed in the account. Analyzes shelves, cold boxes, displays and competitive activity to decide what the customer needs are. Sells consultatively while considering best practices for the interest of San Antonio Winery.

 

Follows Company & ABC Policy- Is aware of and abides by all company policies. Is cognizant of and performs job according to ABC laws.

 

 MERCHANDISING

 

Effective Use of POS- Uses all applicable point of sale regularly- shelf talkers, neckers, coupons, posters, bins, and mass displays. Ensures products have the most up to date POS featured on shelf, cold box, and display where applicable.

 

Cold Box Merchandising- Knows the importance of cold box placements and presents to gain skus in the cold box in all applicable accounts. Does not settle for schematic and presents cold box opportunities with chillable reds. 

 

Use of Displays/Mass Merchandising- Drives impulse purchases by building mass displays in accounts. Works with store personnel to gain additional merchandising locations in the account for San Antonio Winery portfolio of brands. Thinks outside the box and is creative with mass merchandising concepts.

 

Cross Merchandising- Presents cross merchandising opportunities to retailers and sells the concept of cross merchandising. Works to gain additional footprints in stores across all departments- Meat, Deli, Seafood, Floral, Bakery, Produce, etc.

 

 

PLANNING AND ORGANIZATIONAL SKILLS

 

Time Management- Manages daily and weekly schedule to make each day as efficient as possible. Uses time wisely in accounts proportionate to account needs and opportunities. Does not spend unnecessary time without consideration of return on investment.

 

Administration- Completes all administrative work such as emails, trackers, follow-up reports, and sales reports in a timely, neat, and organized manner.  Responds to all requests for administration promptly.  Ensures all reports are turned in or emailed in on time.

 

Use of Sales Tools- Organizes and utilizes monthly chain sales reports, brand onesheets, chain sales planners and Ad updates and any DSD reports or updates.  These tools are accessible and organized for daily use in the field. 

 

 

PERSONAL HABITS

 

Cooperation with Sales Manager- Fosters mutual trust with direct manager. Communicates and follows through with requests from sales manager.

 

Sense of Urgency- Moves at a pace that is industry, territory, and account appropriate. Takes initiative in completing tasks. Works according to preplanned sales goals.

 

Professionalism- Acts, communicates, and dresses in a professional manner. Has a “can do” attitude and creates a positive personal atmosphere with others.

 

Loyalty- Is loyal to the San Antonio Winery and all accounts in the territory.

 

Drives Safely- Drives safely to and from accounts. Drives according to the law.

Salary range - $35k-$38k base, $500 car allowance, $100 phone allowance, $6,000 bonus potential
Full Benefits

How To Apply

Please email your resume to Chris Malone
cmalone@riboliwines.com

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