Thursday, January 30, 2020

WineTalent Classifieds: Southwest Sales Manager with Long Meadow Ranch

WineTalent is working with our client, Long Meadow Ranch, to find a Southwest Sales Manager to sell and represent LMR wine brands. The territory includes Southern California, Arizona, Nevada, New Mexico, Utah, and Hawaii.


About the company:  Long Meadow Ranch is a family-owned agricultural enterprise producing grapes and wine, olives and olive oil, grass-fed beef and lamb, fruits, vegetables, and eggs in the Napa Valley, Anderson Valley and Marin County. The Long Meadow Ranch operations also include an acclaimed farm-to-table restaurant, a general store and wine tasting bar in the historic Logan-Ives House, an outdoor cafe, a farmer's market, a working garden and a variety of unique event spaces all located at Farmstead at Long Meadow Ranch.

About the Position:  Reporting to the Vice President Sales, the Southwest Sales Manager will work in conjunction with our distributor partners in the territory. This role will work independently as well as with our distributors’ sales teams to sell, establish and maintain relationships with on and off premise accounts in these markets. Additionally this role works collaboratively with the entire LMR sales team on national and chain account development and maintenance.

About the Job Responsibilities:·      
  • Work closely with VP Sales to develop budgets, programs and marketing strategies
  •  Identify key accounts and make direct sales calls
  • Collaborate on California distributor management with Northwest Sales Manager
  • Focus on top primary markets with frequent visits
  • Develop strong relationships with respective distributor’s sales representatives
  • Manage and monitor all sales and inventory with the designated wholesalers
  • Develop and perform presentations of wines to the respective distributors sales teams and managers
  • Direct and assist with the placements and image of products
  • Manage updates on pricing, programs and market goals with distributors
  • Manage special sales projects including winemaker/owner dinners, VIP tastings and industry events
  • Work closely with the VP Sales and the LMR executive team, support the development of a sales plan and support meetings with key distributor management members to further establish and maintain the relationship between LMR and the distributor network
  • Utilize the VIP and Karma mobile application sales systems to track account calls, sales depletions and sales progress
  • Provide continuous communication on territory performance
  • Maintain a mutually respectful relationship with sales team members and other LMR team members
About the Requirements:
  • At least 2 years of work experience in the territory within wine sales, restaurants or food and beverage
  • Wine sales experience for either a supplier or a distributor is highly desirable
  • Bachelor’s degree desirable, relevant work experience in lieu of a degree will also be considered
  • Additional wine education, highly desirable
  • High proficiency in office productivity tools including Google Drive, Google Docs and email
  • Understanding of sales management reporting software a plus
  • Preferably based in the Los Angeles area 
  • Valid California Driver’s license and clean driving record required  
  • Ability to lift 40+ pounds
  • A pre-employment background check
About WineTalent: WineTalent is a wine industry focused recruitment company. We work closely with our clients and our job seekers to find the right fit of talents, experience and work environment. All inquiries will be kept strictly confidential.

WineTalent: The Right People for the Job

If you are interested in this position, apply online here: https://boards.greenhouse.io/lmr/jobs/2065536?gh_jid=2065536 

Monday, January 13, 2020

WineTalent Classifieds: Texas Sales Representative

WineTalent is working with our confidential client on a sales role based in Houston, Texas.  The Sales Representative will actively represent the winery in the Houston area and within the Texas state market. This position will be responsible for managing relationships with the distributor sales team, key accounts, and wine buyers in the area. The winery is a boutique, luxury wine project featuring a talented winemaking team and excellent estate fruit.

Responsibilities:
·   Manage the Texas market through new account prospecting, key account development, existing account relationship management and fostering a strong partnership with the distributor.
·     Actively network with key decision makers to increase new sales opportunities and build on past sales successes.
·     Working with the company’s management and sales team, set up sales goals and account lists.
·     Working independently, manage daily, weekly, monthly and quarterly sales activities to create a strong presence of the wines in the market.
·     Actively sell to on-premise and off-premise accounts both in partnership with wholesale team and through self-initiated sales calls.
·     Identify and manage relationships with high volume and/or high potential accounts.
·     Foster relationships with luxury dining, lodging and hospitality venues. This includes private club and resort accounts.
·     Represent the winery at select trade and consumer events.

Qualifications and Requirements:
·     Bachelor’s degree in Marketing, Communications, Business or closely related field. Work experience in lieu of a degree will also be considered
·     At least 3 years of fine wine sales in the Texas market.
·     Proven experience selling luxury wine brands to both on-premise and off-premise accounts.
·     Past work experience in a distributor sales role highly desirable.
·     Established relationships with buyers in private venues such as country clubs, yacht clubs, etc.
·     Experience with Bordeaux varietals and blends. Excellent tasting palate with an appreciate of Bordeaux blends and Cabernet Sauvignon.
·     Ability to manage travel requirements within the Texas territory with 50% of time being in the Houston market and 50% being in other markets in the state.
·     This position will require travel throughout the Texas market and could also include additional support in nearby states.  The travel expectation is approximately 50%.  This requires overnight travel and will include car and airline transportation.  
·     Ability to take ownership of sales responsibilities in the market.
·      Participation in night and weekend events.
·     A dedication to hard work and “getting the sale.” Smart and tenacious salespeople only need apply.

All Inquiries will be kept strictly confidential

If you are interested in applying, please email your resume to amy@winetalent.net

WineTalent: The Right People for the Job

Thursday, December 12, 2019

WineTalent Classifieds: Santa Barbara Luxury Winery Hospitality Specialist

WineTalent is working with our Santa Barbara client to find a Hospitality Specialist.  

About the company:  Our client is an estate winery dedicated to crafting wines of the highest distinction. The winery focuses on discovery, excellence and quality. They have the extraordinary opportunity to produce world-class Cabernet-based wines in keeping with the luxury wineries of Bordeaux and Napa Valley. We are looking for a Hospitality Specialist to join the Direct to
Consumer Team on a full-time basis, Tuesday thru Saturdays. A
critical aspect of the role is delivering an exceptional visitor
experience, world- class customer service and superlative wine
education to guests at the estate.

About the Job Responsibilities:
• Welcome and engage guests by demonstrating the highest degree of genuinely friendly customer service standards.
• Educates and schedules members and perspective customers who are calling to coordinate appointments for private tasting experiences.
• Perform all aspects of private tasting  including tour and tasting, setup, restock wine, wipe down tables, bus and wash glasses, enter orders into POS system and fulfill onsite orders.
• Build long-lasting relationships with the Santa Barbara County wine community and wine industry, acting as a Brand Ambassador to promote the Estate.
• Understand POS program to process sales and shipping orders. Vin65 experience is a plus.
• Coordinate, support and attend winery offsite dinners and events. Some overnight travel required.

About the Requirements:
• Strong desire to provide superior customer service and cultivate client relationships.
• Strong attention to sales and administrative detail.
• Self-motivated with the ability to multi-task numerous projects at one-time.
• Outgoing, sales-oriented, engaging and energetic personality.
• WSET Level 1, preferred.
• Exemplary interpersonal communication skills.
• Ability to educate guests about wines in an engaging and relatable way.
• Experience and/or comfort with selling and promoting a luxury, premium priced wine

• Team player with enthusiastic outlook and creative mind.
• Previous tasting room, sales & hospitality or wine retail experience.
• Be 21 years of age or over.
• Work evenings, weekends and holidays.
• Lift 40 lbs repeatedly.
• Sit at a desk for long periods of time and stand for long periods of time.

 About WineTalent: WineTalent is a wine industry focused recruitment company. We work closely with our clients and our job seekers to find the right fit of talents, experience and work environment. All inquiries will be kept strictly confidential.

WineTalent: The Right People for the Job

If you are interested in applying, email your resume to amy@winetalent.net
All inquiries will be kept strictly confidential

How to Negotiate a Salary Increase

If you are about to sit down with your manager for your annual performance review, you may be thinking that a salary increase is on the horizon.  While some companies have a policy of annual increases, many companies only do salary increases when roles change significantly or someone has proven to have exceptional worth for the company.  If you are looking to get a raise, be ready to ask for it. 

Knowledge is Power:  Do your homework before stepping into that review

Track Accomplishments:  Only you are completely aware of the role you hold in the company, and you need to let your boss know what you have accomplished for the company in the last year.  Keep tabs on your accomplishments, noting major projects and successes you were responsible for.  You may want to keep a running list for yourself, reviewing your work weekly or monthly, noting successes and understanding how future wins were built on those successes.  If possible, track them in relation to business metrics and outcomes.  By identifying your accomplishments, you build a case to your manager of your business value. 

Know Your Worth:  Yes, you may want a raise, but first you should know what similar roles pay in your industry and in your geography.  Look for salary surveys published in your industry.  For us wine professionals, start by reviewing the Wine Business Monthly's Annual Salary Survey.  (You can find this year's here.)  You may also want to use the salary calculators on sites such as Salary.com or Glassdoor.com

When you get into salary discussions, you want to know where your own compensation fits within industry standards.  If your wages are significantly lower than industry standards, state that and give a number that is more appropriate for your role.  If they are above, perhaps a title change and additional responsibilities would make your request for a bigger salary easier to approve. 

Know the Value of Your Total Benefit Package:  Don't forget to factor in your benefits and perks when looking at your compensation.  Some companies can offer very robust benefits but keep to a tight salary figure.  When you are going into salary negotiations, know the value of the total package.  You may want to have some ideas on perks that you value.  Things like flextime, additional vacation days and wine allocations are all items that you may desire that the company could easily give you.  You may only get those perks if salary increases are impossible, so make sure your requests are valuable to you. 

Know Your Number: Going through your accomplishments, looking at your current salary and benefits and knowing industry salary averages, put together a few different desired compensation scenarios.  Knowing the package you want allows you to present a realistic number to your boss. She may have a different number in mind.  With your knowledge of all of the components of the compensation allows you to negotiate on different items, including salary, bonus, commissions and benefits.   

Pay Attention to What's Going on Around You:  If you just heard that the whole international team was sacked to cut operating costs, your salary increase may be impossible.  Don't think you can't talk about a salary increase.  You can still explain your accomplishments and a fair compensation plan for your.  While it might not happen if the company can't do it, having the conversation and showing your worth to your boss can pay off in the future, when business has improved. 

Use Your Advantage:  Going into your review you have a lot of information about the company, the team and your job.  Employee retention is a huge goal for good companies, and those companies want to keep good employees.  While you are asking for a raise, you are also showing what a great employee you are and showing how important you are to the company.  Often an employer will recognize this, and give you a performance based increase. 

Learn to Love the Word No:  No one wants to go into a meeting with her boss and hear no.  Whether it is a no for a request for time off or the dreaded no to a request for a raise, that little word has a lot of power.  You may go into the meeting trying to please your boss.  Well, you could probably really please her if you didn't ask for a raise and accepted it if she said no.  Remember, this is a time to show your worth, and you want to prove that you are a good negotiator.  Turn your fear of no into a love of it.  You may want to lead your request for a raise by saying something along the lines of "I'd like to discuss my salary with you today.  I have put together some information about my contributions to the company.  Let's review this and then discuss my current salary and potential future salary.  I understand if this increase can't happen immediately, but do want to start the conversation."  You may even want to get your boss to say no during the discussion, and for you to say no too.  By inviting no, hearing no and saying no yourself can create a good dialogue in the meeting and create a give-and-take scenario during the discussion.  It also shows your boss that you can talk about your salary rationally, which invites sound decision making on both sides of the discussion.

Stay Positive:  You may go into this meeting feeling confident in your ability to win an increase.  There may be external factors at play that you aren't privy to.  You want your boss to be an ally, and you may want to look at creative ways to still improve your role and position in the company while leaving the door open to a salary increase in the future.  Positive discussion points can include future career growth within the company, special projects that could use your talents, and mentorship opportunities within the organization. 

Keep a Clear Head:  While this is a nerve-wracking time for you, don't get emotional.  Stay professional and calm.  While you are proud of yourself and asking for monetary recognition, getting frustrated or angry can derail all of your hard work.  Blowing up during the discussion will derail your hopes of getting a raise. 

This is About Your Work, Nothing Else:  While we can all say we need more money to take care of debts, help out an ill family member, or buy a new car, those factors mean nothing to your company or your boss.  Your employer did not put those obstacles in your way, and does not need to remedy them for you.  Keep your discussion based on your performance and salary information for your position.  Bringing up personal issues doesn't help your negotiation position, and could possibly undermine it. 

Don't Force It:  While you may be focused on getting a raise, your boss may not have the ability to give anything during the meeting.  She most likely needs to discuss it with management and human resources.  Present your case, and leave the door open to salary discussions if there isn't an immediate answer during this discussion.

Stay Away From Ultimatums:  This is not the time to say that you either get a raise or you quit.  While you may think you are invaluable to your company, leaving them only the choice between a raise or your separation could backfire, causing you to be out of a job, and without any raise or future with the company. 

For more thoughts on this check out these articles:  

https://www.monster.com/career-advice/article/annual-salary-negotiations
https://www.monster.com/career-advice/article/Think-You-Deserve-a-Raise-Ask
https://www.kiplinger.com/article/business/T012-C006-S001-five-steps-to-negotiating-a-raise.html
https://www.cio.com/article/2438603/careers-staffing-10-mistakes-to-avoid-when-negotiating-a-raise.html