Director Of Sales - Moet Hennessy - Prestige

POSITION SUMMARY

Achieves company sales, marketing and financial goals by organizing, directing, motivating and developing a team of field sales managers and sales representatives and by focusing a significant portion of time in the field, coaching associates and cultivating key accounts.  

ESSENTIAL POSITION RESULTS

• Manages team by coaching, performing all evaluations and overseeing performance management plans of Field Sales Managers.
• Ensures adherence to all EMPIRE MERCHANTS Work Rules and Corrective Action Policy standards by keeping associates responsible for standards and following the appropriate course of action in conjunction with Human Resources.
• 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 sales goal process by collaborating with the Business Managers to ensure goals are achievable, allocates goals by field sales manager territory and sales representative to meet objectives and tracks and updates sales goals on a weekly basis. 
• Evaluates field sales managers’ performance weekly by analyzing territory level results versus the monthly objectives and conducting individual meetings with each member of the field sales management team as well as conducting team meetings.
• Assists in the planning and development of sales programs by collaborating with Business Managers and GM/EGM to strategize on how best to achieve corporate objectives in given division and allocate spend. 
• Follows EMPIRE MERCHANTS training policy and procedures by ensuring that the training manual components are completed in a consistent manner by all team members including conducting coaching calls, work-withs and associate reviews.
• Informs sales teams of company/supplier activities and contributes to the on-going education of sales associates by working with the applicable departments (Business Manager, In House Trainers) in the planning, preparation and execution of general sales meetings to effectively communicate programs, strategies, policies, sales  and training objectives. 
• Ensures that the sales staff has the appropriate selling tools for upcoming programs by reviewing goals, sales programs and applicable selling materials, identifying any gaps and working with the applicable department/associates (e.g. Business Manager, Marketing, Event Marketing, etc)  to develop the necessary materials.  
• Performs all necessary administrative functions by approving T&Es, invoices and samples, managing the divisional budget and validating sales goals and incentives monthly (authentication of achievement).
• Maintains balanced territories by assigning new accounts and reallocating accounts as needed.  
• Completes all necessary training programs by attending, participating, and passing all required tests as defined by management. (e.g. SALES SKILLS FUNDAMENTALS, FOCUS MARKETING, SFA).
• Maintains professional and industry knowledge by attending educational  workshops, reviewing professional publication, establishing personal networks and participating in professional societies.  
• Maintains customer confidence and protects operations by keeping information confidential.  
• Maintains a safe and clean working environment by complying with procedures, rules and regulations.

SUPERVISORY RESPONSIBILITIES

Manages members of the team in a division including Field Sales Managers and Sales Representatives.

MINIMUM QUALIFICATIONS

Education, Certifications and /or licenses:

• High School diploma or equivalent required.
• Bachelor’s degree in related field and/or equivalent training and work experience.
• Ability to hold a Solicitor’s Permit is required. 
• Must have a valid driver’s license and be able to operate a motor vehicle.

Experience:

• 8 to 10 years industry experience with several years Field Sales Manager experience.

Knowledge/Skills:

• An understanding of wine and spirits is required. 
• Must be a results oriented professional with excellent verbal/written communication skills using diplomacy and discretion as well as strong customer service skills.  
• Ability to multi-task, work independently and/or within a team, pays attention to detail and meets deadlines.
• Strong analytical, strategic and problem solving skills.
• Proficient PC skills using MS Office and other various computer systems including presentation software.

PHYSICAL DEMANDS 

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. 

While performing the duties of this job, the associate is regularly required to use hands to finger, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; and talk or hear.  The associate frequently is required to stand, walk, sit, and climb or balance.  The associate must occasionally lift and/or move up to 50 pounds.  The associate must frequently lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

WORKING CONDITIONS AND ENVIRONMENT

The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job.

While performing the duties of this job the associate is regularly exposed normal business office environment.  The ability to share workspace, travel by car or train, dress in proper business attire, attend evening meetings and meet deadlines are all requirements of this position.  Associate is often required to be in the market and may require exposure to inclement weather.