Chain Account Specialist - Northern CA (East Bay)

Work Location Walnut Creek, CA

Position Purpose

Under minimal supervision, the Chain Account Specialist is responsible for executing retail chain placements, programming and merchandising of winery brands in regional and national retail accounts. This includes but is not limited to conducting presentations and wine tastings, leading wholesaler meetings, increasing retailer and wholesaler brand education, and building displays.

Functional Responsibility

Essential Duties

• Meets and exceeds assigned monthly and quarterly sales goals
• Drives incremental display opportunity off Sales Planner; executes weekly and monthly programming in regional and national retail accounts
• Develops market knowledge to take strategic advantage of coming trends and opportunities
• Seeks out retailer gatekeepers and presents district-wide opportunities with regional and/or district directors for each banner
• Utilizes available marketing materials to support respective promotion/tie-in periods to maximize Delicato’s sales and increase consumer awareness
• Works with the wholesaler on a weekly and monthly basis to lead and assist in achieving programming directives including maximizing presence in wholesaler planning meetings and conducting presentations to a larger audience
• Analyzes Syndicated Data and other sales reports to evaluate brand trends and increase effectiveness in fact-based selling
• Utilizes organizational consumer insights such as IRI to create store specific selling tools
• Conducts wine tastings to increase consumer, retailer, and wholesaler awareness of Delicato’s brands
• Develops and maintains key account and target lists; develops relationships at top level accounts both individually as well as with the wholesaler partners
• Coordinates and conducts successful market visits
• Conducts and coordinates sales surveys and blitzes during key selling periods of the year
• Monitors merchandising and competitive sales trends and activities
• Manages assigned wholesaler teams to build and maintain displays
• Sets wholesaler expectations for display and shelf standards
• Understands and applies thorough knowledge of Delicato and competitive pricing including drop-tags and/or ad pricing
• Coordinates with wholesaler category management team and works closely with Delicato Consumer Insights team
• Conducts weekly and monthly wholesaler chain team meetings to review and set goals for programming
• Monitors field implementation and execution of national programs to ensure accurate product pricing and management of program deadlines
• Submits required reports and expenses in a timely manner, meets all prescribed deadlines
• Responsible for managing activities in compliance with state and federal laws and regulation
• Attends chain account promotions and events, when necessary
• Attends and participates in divisional and national sales meetings
• Remains aware of inventory levels to ensure product availability to support current programming
• Monitors competitive pricing and reports potential threats to management
• Increases level of wine knowledge through ongoing education
• Other duties may be assigned
  
  

Non-Essential Duties

• Other duties may be assigned
  
  

Minimum Requirements

Education and Experience

• Bachelor's degree with emphasis in Business Administration, Sales and Marketing, or related field strongly preferred
• 1+ years of industry experience as a supplier and/or wholesaler representative (preferably in the wine industry) with a proven track record in sales
• Experienced in sales of products with three-tier distribution systems, producer, wholesaler, and retailer in a decentralized sales organizational environment
  
  

Knowledge, Skills, And Abilities

• Demonstrated leadership, excellent communication, presentation, negotiation, organizational, and people management skills
• Ability to successfully execute sales plans and marketing strategies
• Excellent planning and organizational skills
• Ability to understand and apply market intelligence to sales strategy; read and evaluate sales and marketing reports, analysis, and trends
• Ability to stay current with company brands, programs, initiatives, policies, and procedures as well as products offered by the company’s competition
• Genuine and persuasive presence to influence decision-makers
• PC literate with knowledge in MS Office Suite (Word, Excel, Outlook, PowerPoint)
  
  

Certificates and Licenses

• Valid driver’s license, auto insurance, and vehicle required with an acceptable driving record
  
  

Working Conditions

• Remote position that requires working from home with frequent travel
• Exposure to weather-related temperature & humidity extremes
• Required to drive automotive equipment; frequently
• May need to determine color, taste and smell of wine using eyes, tongue, and nose
• Occasionally may be required to lift and carry cases of wine
  
  

Work Standards

• Acts in a manner reflective of the Company culture of High Moral Standards, Innovation and Continuous Evolution, Trust in Team, Continuous Improvement, and Sustainable Relationships
• Communicates, interacts, and works effectively with others; receptive to feedback and coaching; voices concerns in a constructive manner
• Demonstrates commitment to safety first; communicates safety concerns; promotes a safe work environment based on established safety standards and training
  
  

Follows all Company policies and procedures

Additional Comments

Management retains the discretion to add to or change the duties of the position at any time.

California Pay Transparency Disclaimer: This is a Exempt position. The pay range for this position is $71,497.92 to $111,708.24. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon a number of factors, including but not limited to the candidate's qualifications, education, experience, internal equity and alignment with market data.

Delicato Family Wines offers its employees a generous and comprehensive benefits package. The core health insurance components include medical, dental and vision, where Delicato covers nearly the entire cost for employees and a large percentage for dependents. Additional health benefits include life, disability and flexible spending accounts. Other benefits include 401(k) with generous company match, discretionary profit sharing, paid time off (PTO), paid holidays, wine & merchandise discounts, tuition reimbursement, gym discounts & many more

Delicato Family Wines is an Equal Opportunity Employer.