Southern Glazer's Wine & Spirits

Account 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
• 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)

Key Account Manager, Wine Specialist

Manager

• Serve as the primary liaison between the local market 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
• Create marketing programs 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
• Deliver marketing brand plans to management teams
• Take a Lead role in Supplier Planning Initiatives, including supplier meetings, programming communication, and business review/planning meeting with SGWS leadership
• Ensure all retail programs fall in line with standards regarding tracking and execution by coordinating with Pricing, Business Intelligence, and Finance
• 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
• Utilize various available analytic tools (Tableau, ACD, EzFocus, 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
• Support POS / VAP planning and buys
• 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

Manager – Trade Development

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 – Off Premise

Sales

• Perform stocking duties which include replenishing merchandise, refilling displays, and overall product recovery
• Assist in stock rotations, shelf resets, and backroom
• Perform other job-related duties as assigned

PT Sales Merchandiser – Total Wine

• Serve as the primary liaison between the local market 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
• Create marketing programs 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
• Deliver marketing brand plans to management teams
• Take a Lead role in Supplier Planning Initiatives, including supplier meetings, programming communication, and business review/planning meeting with SGWS leadership
• Ensure all retail programs fall in line with standards regarding tracking and execution by coordinating with Pricing, Business Intelligence, and Finance
• 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
• Utilize various available analytic tools (, Tableau, ACD, EzFocus, 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 familiarizing yourself with competition and remain apprised of market trends and development within specific product categories, geographic regions, and accounts
• Support POS / VAP planning and buys
• 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

Trade Development Manager

• Generate, analyze, and maintain daily, weekly and monthly business and supplier reporting tools
• Monitor and track sales performance across regions and sales channels, ensuring accurate and timely reporting to guide strategic decisions
• Manage reporting tools that track budgets, inventory levels, and distribution metrics, ensuring alignment with business objectives
• Conduct maintenance and data cleansing on internal systems to ensure reporting accuracy
• Continuously evaluate existing reporting tools and processes, identifying efficiencies and implementing improvements to enhance usability and impact.
• Lead point of contact for data analysis, and other analytical support for sales and marketing teams
• Ad-hoc analyses and requests, as required
• Perform other job-related duties as assigned

National Sales Analyst – 6-month Contract

• 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 point-of-sale materials as directed
• Stock products on shelves, displays, and cold boxes as necessary
• Learn proper use of sales tools, systems, and reporting required for sales roles
• Execute company standards for merchandising, pricing, and brand presentation
• Participate in ride-alongs, training sessions, and coaching opportunities with sales leadership
• Learn sales fundamentals, including product knowledge, brand priorities, and customer selling strategies
• Demonstrate progression in sales readiness, communication, and execution standards

Sales Trainee

• 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

Area Manager – Prestige Division

Sales Consultant, Convenience

Sales Consultant, CPWS On Premise

• Lead, develop, and manage a team of sales consultants; evaluate performance against established developmental goals
• Develop territory sales plans to achieve goals and objectives taking into consideration unique customer segments
• Create a regular team meeting cadence to communicate the territory sales plan to the team and to establish team objective priorities in Proof Sales, marketing campaigns and sales promotions to the team
• Coach each sales consultant on the effectiveness of their Sales pre-plan including agenda, visit notes, opportunities, to align with the territory sales plan
• Coach each sales consultant on how to build an effective pipeline of opportunities in Proof Sales to achieve their Objectives; increase product knowledge, resolving workload issues, encourage satisfaction, and cultivate career growth
• Assess talent, hire staff and discipline staff including terminations
• Analyze and manage team expenditures to conform to budgetary requirements
• Perform other job-related duties as assigned

Area Sales Manager

Business Development Rep

• Support accounts in trade channels including Off-Premise, regional, and national customers
• 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 – Premier Spirits On Premise

• visit the customer
• 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
• build a pipeline of selling opportunities
• analyze data and insights to increase sales and grow customer business
• pre-plan account visits with an agenda
• maintain deep knowledge of SGWS products
• propose selling solutions to each customer
• achieve internal SGWS and supplier objectives
• manage customer issue resolution and seek additional opportunities to support customer needs
• document and maintain account- and customer-specific information in CRM (Proof)

Sales Consultant, Northwest Division – Off Premise

• 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

Brand Manager

• 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.