Field Sales Manager

Empire Merchants North Career Center; Buffalo (NY); On-site; USD 70,000 - 90,000; Full time

Benefits offered by this job

Health plan options

401K

Paid holidays

PTO

Life insurance

Flexible Spending Account

Industry certifications (WSET)

Job summary

Empire Merchants North is seeking a high-energy Field Sales Manager for Buffalo and surrounding counties in Upstate New York. You will lead and coach a team of sales representatives to achieve volume and distribution goals through planning, training, and execution.

The role emphasizes strategic coaching, account management, and collaboration with human resources for interviewing and onboarding, with a competitive compensation package and benefits.

Qualifications

• Pre-plans before the beginning of each sales period by holding one-on-one meetings with each representative, strategizing on how best to achieve goals and objectives.
• Conducts effective one-on-one weekly sales meetings with sales representatives by communicating sales objectives and programs, identifying opportunities, reviewing performance against goals.
• Develops and reviews performance enhancement plans for each sales representative by maintaining training files and monitoring progress.
• Addresses skill deficiencies of sales representatives by developing coaching plans and tracking improvements.
• Maintains relationships with key accounts, identifies opportunities, performs customer business reviews, and resolves issues.
• Participates in associate interview and selection by sourcing candidates, scheduling interviews, and managing onboarding.

Responsibilities

• Plans and executes territory strategies to meet sales and distribution goals.
• Coaches and evaluates sales reps to close performance gaps.
• Maintains key account relationships and drives opening orders with new accounts.
• Coordinates supplier ride-alongs and surveys with Business Managers.
• Keeps the team informed through regular performance reviews and coaching calls.

Job description

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, motivatedField Sales Manager / Buffalo - Erie, Chautauqua, Niagara, and Cattaraugus Counties

Our FSM's have a proven history of achieving sales volume and distribution objectives of the company and supplier by managing and coaching a team of sales representatives to make their standards of performance goals through proper planning, organization, training, and execution.

ESSENTIAL POSITION RESULTS

• Pre-plans before 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 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 associate 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 a survey with suppliers, recapping the survey, and schedule sales representatives as needed.
• Will 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.
• 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

The Field Sales Manager supervises those sales representatives on their team.

COMPENSATION & BENEFITS

Empire Merchants North offers a competitive compensation package including:

• Salary Range: $70,000 - $90,000 and annual bonus potential
• Paid Holidays, Health Plan options (medical, dental, disability coverage, life insurance, and other voluntary plans), 401K, PTO, vacation accrual, Flexible Spending Account, industry certifications (WSET), and more.
• The company will evaluate a specific candidate's education, skills and experience when making an offer.