Southern Glazer's Wine & Spirits

Account Executive

• 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 III – On Premise

• Represent Southern Glazer’s in the market as a member of the Southern Glazer’s family
• 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/Off Combo

Manager

Area Manager – Off Premise

Director

• Provide analysis of pricing and promotional activities to drive effective use of trade spend and impact to internal profitability
• Analyze various data sources related to product/supplier financial performance, identify opportunities, and provide recommendations for areas of optimization
• Provide decision support to drive achievement of volume growth while protecting the value
• Participate in the development and adoption of new reporting tools as needed
• Lead Commercial Finance training delivery with the team to develop capabilities focused on margin enhancement inclusive of pricing and promotional spend management and effectiveness
• Assist with the development of the annual sales plan (volume/revenue/gross profit) for inclusion in the internal financial plan
• Support the consistent implementation of company initiatives; define guidelines/roadmap to drive local understanding and execution against priorities
• Ensure accurate and efficient distribution of commercial finance reports and other business intelligence essential to the commercial organization
• Recruit, select, orient, and train employees; conduct terminations, as needed
• Coach and counsel employees as applicable; discipline individuals according to company policy; plan and monitor employee goals, and appraise performance
• Perform other job-related duties as assigned

Director of Revenue Management

Sales

• Performing merchandising activities
• Constructing displays and stocking SGWS products
• Installing promotional point-of-sale materials
• Building displays and updating pricing and special offers
• Maintaining positive relationships with retail customers
• Ensuring all company products are properly displayed
• Stocking products on shelves, displays, and cold boxes

Chain Sales Merchandiser – Coastal

• represents Southern Glazer’s in the market as a member of the Southern Glazer’s family
• passionate, innovative, and self-motivated with a business-oriented and customer-focused mindset
• 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
• 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/Off Premise

Brand Manager

• Responsible for achieving customer objectives, Key Performance Indicators, and targets by implementing strategies and tactics while managing customers in a manner that will achieve profitable long-term growth.
• Support accounts in trade channels including Off-Premise, regional, and national customers
• Drive brand success via leadership selling against trade channels and actively supporting the selling efforts of sales reps, district managers, and key account specialists within the wholesaler
• Lead all parts of the sales process including targeting appropriate accounts, lead selling, education and positioning brands for success within the account
• Monitor field implementation and execution of programs within assigned accounts to ensure product pricing and promotion
• Regularly interact with field management for updating programming and brand priorities, brand standards and best practices leading to successful execution in the market
• Provide detailed tracking reports of wholesaler performance against agreed-to supplier objectives
• Develop key account relationships that deliver measurable results
• Work with key assigned teams to deliver monthly goals (work-withs, product training samples, etc.)
• Create, coordinate, and attend on-site promotional functions at established customer accounts (e.g., winemaker dinners, product launches, and tastings)
• Perform other job-related duties as assigned

Brand Development Manager – SLC, Park City

Sales Consultant, On Premise

Sales Consultant – Off/On Premise

Account Manager

• Sell to accounts in assigned trade channel(s)
• Drive brand success via leadership selling against trade channels and actively supporting the selling efforts of sales reps, district managers, and key account specialists within the wholesaler
• Lead all parts of the sales process including targeting appropriate accounts, lead selling, education and positioning brands for success within the account
• Monitor field implementation and execution of programs within assigned accounts to ensure product pricing and promotion
• Regularly interact with field management for updating programming and brand priorities, brand standards and best practices leading to successful execution in the market
• Provide detailed tracking reports of wholesaler performance against agreed-to supplier objectives
• Develop key account relationships that deliver measurable results
• Work with key assigned teams to deliver monthly goals (work-withs, product training samples, etc.)
• Create, coordinate, and attend on-site promotional functions at established customer accounts (e.g., winemaker dinners, product launches, and tastings)
• Perform other job-related duties as assigned

Key Account Manager, Hotel Specialist – On Premise

• Responsible for daily routing and deployment of merchandising teams
• Manage the selection, development, motivation, and retention of staff
• Develop the daily routing schedule for teams
• Monitor GPS usage and analyze data
• Work in the field to ensure proper level of service
• Receive, investigate and resolve internal and external customer complaints and requests
• Identify and recommend opportunities for employee development and performance improvement
• Responsible for point of sale facility and equipment
• Ensure OSHA compliance as it relates to equipment and personnel
• Provide brand-specific product education and training tools to enhance staff knowledge/performance
• Support budgeting, forecasting, and financial control processes
• Perform other job-related duties as assigned

Merchandising Manager

• Responsible for performing merchandising activities
• Constructing displays and stocking SGWS products in retail accounts
• Maintain positive relationships with retail customers
• Ensure all company products are properly displayed
• Install promotional point-of-sale materials
• Stock products as needed

• 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

Chain Sales Merchandiser

Area Manager – On Premise

• Serve as the primary liaison between the national account sales team and designated suppliers; work to develop strategic direction for supplier priorities to meet volume and value targets through optimal allocation of resources and adherence to brand strategy/standards
• Lead key projects for national accounts on premise to drive positive impact with both suppliers and customers
• Create business reviews for use in the field, present new program ideas, and efficiencies, and obtain senior leadership buy-in
• Plan, execute and evaluate sales, promotions, and marketing of brands
• Take a Lead role in Supplier Planning Initiatives, including supplier meetings, programming communication, and business review/planning meeting with SGWS leadership
• Set program objectives and measure ROI with a KPI scorecard
• Ensure brand pricing and gross profit is aligned to strategy by channel
• Oversee funds related to local marketing and brand planning
• Lead key projects related to national accounts on premise to drive supplier and customer efficiencies
• Utilize various available analytic tools (Tableau, Nielsen On Premise, etc.) to identify local market intelligence and opportunities – consumer shifts/trends, channel dynamics, key account dynamics, etc.
• Ensure all program tracking is accurate, timely and aligns with regional and individual state reporting
• Familiarize yourself with competition and remain apprised of market trends and development within specific product categories, geographic regions, and accounts
• Coach, direct, and counsel team on overall performance; define expectations and monitor progress
• Attract, retain, and motivate the team to maintain an engaging work environment and ensuring sound policies and procedures adhered to
• Perform other job-related duties as assigned

Sales Consultant III – On Premise

Sales Consultant – On/Off Combo

Area Manager – Off Premise

Director of Revenue Management

Chain Sales Merchandiser – Coastal

Sales Consultant – On/Off Premise

Brand Development Manager – SLC, Park City

Sales Consultant, On Premise

Sales Consultant – Off/On Premise

Key Account Manager, Hotel Specialist – On Premise

Merchandising Manager

Chain Sales Merchandiser – Coastal

Chain Sales Merchandiser

Area Manager – On Premise

Trade Development Manager – National Accounts, On Premise