Southern Glazer's Wine & Spirits

Account Executive

• The Sales Trainee is responsible for learning about SGWS products, industry, consultative sales and customers.
• The Sales Trainee will support more senior sales employees and the Area Sales Manager in servicing and selling to customers.
• Build positive, credible, lasting customer relationships based on trust
• Preplan account visits with an agenda, service purpose, and selling opportunities
• Discover and identify customer business growth needs
• Develop a customer business growth plan for each account
• Analyze data and insights to increase sales, grow customer business, and better achieve objectives
• Build a pipeline of selling opportunities to drive incremental sales above base business
• Prioritize sales activities to achieve objectives based on each customer business growth plan
• Visit accounts regularly, capture visit notes, and build visit plans considering previous visit outcomes
• Maintain deep knowledge of SGWS products and correctly present and position them in each account
• Propose selling solutions to each customer and win the sale using consultative selling skills
• Achieve internal SGWS and supplier objectives as prioritized by management
• Manage customer issue resolution and seek additional opportunities to support the customer s needs
• Adapt selling approach based on each customer s buying styles and individual business needs
• Learn all accounts staying current with what competitors are offering and how SGWS products are positioned relative to the competition
• Document and maintain account- and customer-specific information in the Proof CRM application
• Participate in sales meetings, on-site trainings, and supplier events as required
• Perform other job-related duties as assigned

Trainee Sales Consultant

• Build positive, credible, lasting customer relationships based on trust
• Discover and identify customer business growth needs
• Develop a customer business growth plan for each account and build a pipeline of selling opportunities to drive incremental sales above base business
• Analyze data and insights to increase sales, grow customer business, and better achieve objectives
• Regularly and consistently pre-plan account visits with an agenda, service purpose, and selling opportunities documented in CRM (Proof)
• Prioritize sales activities to achieve objectives based on each customer business growth plan
• Visit accounts regularly, capture visit notes, and build visit plans considering previous visit outcomes and document in CRM (Proof)
• Maintain deep knowledge of SGWS products and correctly present and position them in each account
• Propose selling solutions to each customer and win the sale using consultative selling skills
• Achieve internal SGWS and supplier objectives as prioritized by management
• Manage customer issue resolution, seek additional opportunities to support the customer’s needs, and support business growth by providing customers with useful information and guidance
• Adapt the selling approach based on each customer’s buying styles and individual business needs
• Be knowledgeable and experienced in all accounts staying current with what competitors are offering and how SGWS products are positioned relative to the competition
• Document and maintain account- and customer-specific information in CRM (Proof)
• Participate in sales meetings, on-site training, and supplier events as required
• Perform other duties as assigned

Sales Consultant – On Premise

Manager

• Plan, develop, and implement long and short-term strategies and marketing programs for a sales force covering a large territory, district, or region
• Manage a team of sales representatives; define expectations, monitor progress, and counsel if expectations are not met
• Develop and implement strategic sales plans to achieve company goals and initiatives, sales territories, quotas, and goals
• Conduct sales meetings, product presentations, train, develop, and motivate the team to foster the success of the overall sales team
• 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
• Align with supplier representatives to understand their brands, sales goals/projections, and support in securing additional market share through the team's effective selling approach
• Meet with key clients, assisting sale consultants with maintaining relationships and negotiating and closing deals
• Analyze and control expenditures of division to conform to budgetary requirements
• Prepare periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion
• Perform other job-related duties as assigned

District Manager

Sales

• Build displays and update pricing and special offers within an assigned territory
• Maintain positive relationships with retail customers
• Ensure all company products are properly displayed
• Install point-of-sale materials as directed
• Stock products on shelves, displays, and cold boxes as necessary
• Perform other job-related duties as assigned

Sales Merchandiser

• The Sales Consultant represents Southern Glazer’s in the market as a member of the Southern Glazer’s family.
• This individual is passionate, innovative, and self-motivated with a business-oriented and customer-focused mindset.
• The Sales Consultant’s primary responsibilities are to visit the customer, have the right consultative sales conversations, and increase sales revenue.
• Face-to-face consultative selling built on trusting relationships drives maximum value to our customer and supplier partners as well as to the SGWS organization.
• Build positive, credible, lasting customer relationships based on trust
• Discover and identify customer business growth needs
• Develop a customer business growth plan for each account and build a pipeline of selling opportunities to drive incremental sales above base business
• Analyze data and insights to increase sales, grow customer business, and better achieve objectives
• Regularly and consistently pre-plan account visits with an agenda, service purpose, and selling opportunities documented in CRM (Proof)
• Prioritize sales activities to achieve objectives based on each customer business growth plan
• Visit accounts regularly, capture visit notes, and build visit plans considering previous visit outcomes and document in CRM (Proof)
• Maintain deep knowledge of SGWS products and correctly present and position them in each account
• Propose selling solutions to each customer and win the sale using consultative selling skills
• Achieve internal SGWS and supplier objectives as prioritized by management
• Manage customer issue resolution, seek additional opportunities to support the customer’s needs, and support business growth by providing customers with useful information and guidance
• Adapt the selling approach based on each customer’s buying styles and individual business needs
• Be knowledgeable and experienced in all accounts staying current with what competitors are offering and how SGWS products are positioned relative to the competition
• Document and maintain account- and customer-specific information in CRM (Proof)
• Participate in sales meetings, on-site training, and supplier events as required
• Perform other duties as assigned

Sales Consultant – Off Premise Wine

Marketing

• Initiate, lead, create, and implement the Annual Supplier Planning Process including planning for programs, pricing, and promotions at National, Regional, and State levels for the assigned supplier(s)
• Lead creator and supplier collaborator for SGWS Leadership top-to-top presentations, Ways of Working (WoW) maintenance, contract compliance, critical supplier meetings, and Quarterly Business Reviews (QBR)s
• Lead mitigation activities for both annual and program performance, request mitigation funding as necessary, ensuring both are documented and aligned with the supplier
• Responsible for effective development, embedding, and proactive resolution of potential performance issues of all supplier national programs and initiatives, KPI’s, new product launches, inventory management, priority activities, and scorecards in line with PACE planning process
• Plan Supplier programs, pricing, and promotions for all Regions manage accurate deployment, track execution
• Responsible for ensuring proactive and accurate communication for all the above with Supplier Insights team as well as SGWS regional and state teams
• Oversee and collaborate with the Insights and Strategy team to proactively resolve data discrepancies with the supplier, maintain and negotiate up to date goals and other reporting in alignment with the supplier
• Provide guidance and oversee the management and use of supplier marketing funds and accounts receivables with the SGWS Finance team
• Support contractual compliance for the inventory of assigned suppliers
• Create and implement innovative impactful supplier programs, by customer channel, to meet strategic and SGWS aligned supplier growth needs using SGWS analytics, insights, and digital tools
• Ensure full engagement from regional and state commercial teams around KPI’s, Corporate and National initiatives, and new product launches
• Oversee and manage all allocations, tranches, and correct sale of product by channel
• Oversee, manage, validate, and communicate in writing all shipment commits with Supply Chain Management (SCM)
• Lead Collaboration of long-term strategies with the supplier marketing entities and agencies to create and implement annual consumer marketing plans.

VP Supplier Development and Marketing

• represent Southern Glazer’s in the market as a member of the Southern Glazer’s family
• visit the customer and have the right consultative sales conversations
• increase sales revenue
• build positive, credible, lasting customer relationships based on trust
• discover and identify customer business growth needs
• develop a customer business growth plan for each account and build a pipeline of selling opportunities to drive incremental sales above base business
• analyze data and insights to increase sales, grow customer business, and better achieve objectives
• regularly and consistently pre-plan account visits with an agenda, service purpose, and selling opportunities documented in CRM (Proof)
• prioritize sales activities to achieve objectives based on each customer business growth plan
• visit accounts regularly, capture visit notes, and build visit plans considering previous visit outcomes and document in CRM (Proof)
• maintain deep knowledge of SGWS products and correctly present and position them in each account
• propose selling solutions to each customer and win the sale using consultative selling skills
• achieve internal SGWS and supplier objectives as prioritized by management
• manage customer issue resolution, seek additional opportunities to support the customer’s needs, and support business growth by providing customers with useful information and guidance
• adapt the selling approach based on each customer’s buying styles and individual business needs
• be knowledgeable and experienced in all accounts staying current with what competitors are offering and how SGWS products are positioned relative to the competition
• document and maintain account- and customer-specific information in CRM (Proof)
• participate in sales meetings, on-site training, and supplier events as required
• perform other duties as assigned

Sales Consultant – Combo

DSD Sales Consultant – Combo

Business Development Rep

• Accountable for achieving revenue, margin, and gross profit targets as set by the Sales Director
• Communicate local program spending effectiveness to maximize the company’s profits
• Help determine the ROI on outlined focused initiatives
• Responsible for accurately analyzing and projecting quarterly and monthly business for assigned territory
• Strategically provide the shared team with conflict resolution, removal of performance obstacles, and/or relationship concerns among key accounts in the region
• Identify market trends and developments in product categories, geographic regions, and among the entire account base, so you are at the forefront when compared to the competition

Business Development Manager – On Premise

• responsible for performing merchandising activities
• constructing displays
• stocking SGWS products in retail accounts
• installing promotional point-of-sale materials

Chain Sales Merchandiser

Vice President

• Directs the development and implementation of business strategies, plans, data, and utilities to assist strategic customers in the evaluation of alcohol beverage performance in the market, retailer, supplier, and consumer trends and expectations
• Lead trade marketing implementation through the development of commercial strategies to achieve supplier goals
• Support National GMs and Regional Chain Account leads with specific analytics, shopper insights, and programming
• Identify local market intelligence and opportunities consumer shifts/trends, channel dynamics, key account (NAOP/chains) dynamics, etc.
• Ensure local plans and tactics adhere to national brand strategies and guidelines
• Serve as a primary internal source of supplier marketing information
• Lead and develop trade development team to become experts in generating customer/shopper insights and program activations that deliver exceptional results
• Develop and evaluate programs; review national program briefs, concepts, creative and provide input/feedback to supplier and brand marketing
• Set objectives, review and reallocate program based on ROI, and provide market-based insights and feedback to sales and marketing management through KPI scorecard process
• Support Supplier and field sales team in the planning and execution of annual POS & VAP buys
• Perform other job-related duties as assigned

VP of Trade Development

• Sell products directly to Business to Business (B2B) customers by cultivating and maintaining positive customer relationships
• Drive continued penetration of portfolio into accounts, focusing on relevant products that match customer needs
• Establish and maintain quality customer relationships by delivering exceptional customer service
• Achieve customer retention goals and follow-up with consumers as required to close sales and meet/exceed revenue goals
• Build and maintain effective relationships with new and existing Business to Business (B2B) customers
• Maintain consumer prospect lists/contact database to assess client purchasing trends
• Acquire in-depth industry and company knowledge to articulate product features, benefits, pricing and make recommendations
• Attend and actively participate in daily team meetings or relevant sales training
• Visit select customers once a year to establish strong personal relationships

Inside Sales Consultant – Union

• Initiate, lead, create, and implement the Annual Supplier Planning Process including planning for programs, pricing, and promotions at National, Regional, and State levels for the assigned supplier(s)
• Lead creator and supplier collaborator for SGWS Leadership top-to-top presentations, Ways of Working (WoW) maintenance, contract compliance, critical supplier meetings, and Quarterly Business Reviews (QBR)s
• Lead mitigation activities for both annual and program performance, request mitigation funding as necessary, ensuring both are documented and aligned with the supplier
• Responsible for effective development, embedding, and proactive resolution of potential performance issues of all supplier national programs and initiatives, KPI’s, new product launches, inventory management, priority activities, and scorecards in line with PACE planning process
• Plan Supplier programs, pricing, and promotions for all Regions manage accurate deployment, track execution
• Responsible for ensuring proactive and accurate communication for all the above with Supplier Insights team as well as SGWS regional and state teams
• Oversee and collaborate with the Insights and Strategy team to proactively resolve data discrepancies with the supplier, maintain and negotiate up to date goals and other reporting in alignment with the supplier
• Provide guidance and oversee the management and use of supplier marketing funds and accounts receivables with the SGWS Finance team
• Support contractual compliance for the inventory of assigned suppliers
• Create and implement innovative impactful supplier programs, by customer channel, to meet strategic and SGWS aligned supplier growth needs using SGWS analytics, insights, and digital tools
• Ensure full engagement from regional and state commercial teams around KPI’s, Corporate and National initiatives, and new product launches
• Oversee and manage all allocations, tranches, and correct sale of product by channel
• Oversee, manage, validate, and communicate in writing all shipment commits with Supply Chain Management (SCM)
• Lead Collaboration of long-term strategies with the supplier marketing entities and agencies to create and implement annual consumer marketing plans. Plans should drive consumer brand awareness, and drive consumer demand for supplier’s brands, in turn, meeting value and volume objectives
• Provide actionable insights and expertise regarding packaging changes, innovation, Point of Sale (POS) & marketing materials, optimization of funds, and maximum engagement with SGWS PROOF
• Serve as the national supplier contact for support, facilitation, and implementation of all digital enablement initiatives for the market
• Educate, advocate, and facilitate supplier adoption of SG Proof, including eCommerce and SG Proof Marketing solutions to maximize results of their brand marketing strategies and tactical activities

Director, Supplier Development & Marketing

Chains Sales Consultant

Director

• Initiate, lead, create, and implement the CBP process including planning for programs, pricing, and promotions at National, Regional, and State levels for the assigned supplier.
• Lead creator and supplier collaborator for SGWS Leadership top-to-top presentations, Ways of Working (WoW) maintenance, contract compliance, critical supplier meetings, and Quarterly Business Reviews (QBR)s for both the NRS and NAON channels.
• Lead mitigation activities for both annual and program performance, request mitigation funding as necessary, ensuring both are documented and aligned with the supplier for both the NRS and NAON channels.
• Responsible for effective development, embedding, and proactive resolution of potential performance issues of all supplier national programs and initiatives, KPI’s, new product launches, inventory management, priority activities, and scorecards in line with PACE planning process for both the NRS and NAON channels.
• Responsible for ensuring proactive and accurate communication for all the above with Supplier Insights team as well as SGWS regional and state teams for both the NRS and NAON channels.
• Oversee and collaborate with the Insights and Strategy team to proactively resolve data discrepancies with the supplier, maintain and negotiate up-to-date goals and other reporting in alignment with the supplier for both the NRS and NAON channels.
• Provide guidance and oversee the management and use of supplier marketing funds and accounts receivables with the SGWS Finance team for both the NRS and NAON channels.
• Support contractual compliance for the inventory of assigned suppliers for both the NRS and NAON channels.