Sales Representative

**Position Classification**:Operational/Technical/Experienced

**Responsible for**:Assisting in achieving budgeted sales targets for assigned Chain Store
accounts via selling and merchandising efforts ensuring compliance with ranging and

promotional activity and maximising sales and profit growth through planning and

organisation.

**Leadership/Business influence**:Minimal supervision, working independently/
proficiently.

**Reports to**:Sales Manager

**Supervises**:N/A

**Main Functions and Activities**

**Account Management**
- Establish positive relationships with assigned accounts and identify and develop

potential new accounts
- Achieve monthly objectives in areas including sales volume and inventories

management
- Plan and maintain suitable coverage levels of assigned accounts to provide regular

customer contact
- Maintain a monthly run sheet using this as a basic call plan
- Manage the collection of outstanding monies

**_Measures - _**_Sales volume. New account set up. Inventory management. Quality of basic business _
- management functions i.e. analysing, planning, organising, controlling, executing, inspecting and _
- negotiating. Call rate as per account distribution. Payment by debtors within trading terms. _
- Customer feedback. _

**Administration**
- Maintain accurate records for each assigned account
- Collation and some analysis of sales and business related data via written reports

when requested
- Communicate relevant ideas, and market intelligence to the appropriate Sales

Manager
**_Measures - _**_Accuracy and maintenance of customer record cards. Quality and timeliness of _
- administration and reports. Quality of communications and recommendations to the Sales Manager._

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**Budgeting**
- Control of expenditures throughout the year

**_Measures - _**_E_ _nd of year reporting. _

**Core Values**
- Develop an in depth knowledge and understanding of De Bortoli Wines

**Stock Control**
- Management of car stock and sample account

**_Measures - _**_C_ _ar stock and sample account inventory par levels. _

**Sales and Marketing**
- Secure optimum percentage of wines on lists and continually strive to achieve

‘Wine of the Month’ promotions.
- Organise ‘Winemaker Dinners’
- Secure optimum shelf, fridge and floor space and continually strive to improve

distribution across the De Bortoli portfolio
- Maximise the use of all POS
- Ensure adequate inventories of stock and secure merchandising opportunities, to

support promotional programmes
- Conduct and be available for any special exhibition opportunities - wine

tastings/fairs, trade shows
- Set periodic goals/targets for assigned territory
- Attend period sales meetings

**_Measures - _**_N_ _umber of existing and new distributions. Number of ‘Wine of the Month’ _
- promotions, wine lists and winemaker dinners. Innovation - innovative concepts adapted to _
- improve rapport, sales volume, and brand visibility. Increased sales volume. Number of wine _
- tastings/fairs conducted. Attainment of periodic goals/targets for assigned territory. Customer _
- evaluation and feedback. _

**Self Management**
- Maintain a clean and neat personal appearance
- Maintain and operate the company vehicle in a responsible manner

**_Measures - _**_Suitable business presentation. Regular servicing and condition of company vehicle. _

**Internal contacts**:Sales Manager, State Sales Manager, key account customers,
internal sales support & administration staff, warehouse support staff.

***

**External contacts**:External Customers.

**Essential Capabilities and Experience**
- Sales experience with demonstrated understanding of the On Premise industry
- Excellent oral and written communication skills
- Highly self motivated and enthusiastic
- Ability to work in a team environment
- Administrative, managerial and problem solving skills
- Travel may be required
- Hold a valid driver’s license

**Desirable Capabilities and Experience**
- Middle/Senior Management experience in a retail/hospitality/customer service

industry
- Product and market knowledge within the wine industry
- Highly developed consultative relationship building skills
- Tertiary sales/marketing qualifications
- Experience with achieving budgeted targets