Director of Commercial Operations, Moet Hennessy - Empire Merchants Metro

BECOME OUR BEST INGREDIENT...

Bring your talent to the mix at Empire Merchants, a world-class distributor of fine wines and spirits. Quality people are our best ingredient for success in this thriving, established industry. We are currently seeking a few exceptional people looking to grow their careers at a premier Distributor of Choice that serves more than 10,000 NY Metro area restaurants, hotels, clubs and retail outlets. In return, Empire Merchants can offer you the perfect combination of exceptional benefits and compensation, superior industry training on all levels along in a fun, high-energy environment.  Want to look forward to Mondays?

POSITION SUMMARY

The Director of Commercial Operations Moet Hennessy is the liaison that serves as the in-house expert on the total portfolio, manages all aspects of the supplier’s business with the house and provides the critical link between the sales and marketing departments. Manages Direct reports i.e., Business Development Managers, Business Specialist and / or Route to Consumer Managers.

ESSENTIAL POSITION RESULTS

• Builds the annual plan/calendar, determines the pricing plan and promotional calendar and designs sales force incentives by closely collaborating with supplier partner(s) and aligning supplier and Empire Merchants North goals.
• Modifies planning calendar as necessary by continually evaluating opportunities.
• Maintains and grows gross profit for the company by negotiating price supports, validating internal depletion allowances, and managing budgets for the year. 
• Where applicable, administers the pricing plan by filing with state and validating pricing for publication and communicates current and available pricing to sales force.  
• Forecasts adequate supply for all sales programs and ensures that appropriate inventory levels are maintained by closely collaborating with internal purchasing contact. 
• Defines, manages, and approves supplier and internal spend (banks) to accomplish annual plan by creating budget, and tracking spend on a monthly basis to ensure spend does not exceed budget.
• Ensures achievement of supplier plan by translating plan into divisional sales goals, defining target accounts, communicating goals to sales team and tracking performance against goal.  
• Participates in planning and preparation of General Sales Meetings by translating brands’ features and benefits into sell sheets, concept sells and other selling materials and attending/presenting brand initiatives and marketing strategies.
• Oversees and approves supplier bill-backs, together with the finance manager, and manages supplier accounts receivable by ensuring account information is coordinated with accounting team.
• Coordinates supplier meetings, ride-withs, winery visits, blitzes and target account spend activity and shares data as needed with supplier by communicating with all sales management as well as managing workflow, and calendars.
• Creates and distributes in coordination with marketing, supplier specific newsletters and videos, by collecting and recapping best practices and program results.
• Develops and participates in the delivery of supplier business reviews and monthly supplier communication meetings by preparing content and working with senior management to codify information.
• Maintains a relevant inventory of point of sale materials by working with suppliers to determine types and quantities of POS that should be ordered, when necessary, assisting in the design of any custom POS, and working closely with sales management to dispose of aged POS.  
• As appropriate, manages supplier allocated products by working with necessary departments to administer the set-up and release of these allocations to approved accounts.
• Help guide supplier decision making by employing strong comprehension of competitive landscape and market dynamics.   
• Completes all necessary training programs by attending, participating, and passing all required tests as defined by management. 
• Maintains market and sales understanding by conducting sales work-withs on a regular basis as prescribed by management.
• Maintains professional and industry knowledge by attending educational workshops, reviewing professional publications, 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.
• Contributes to team effort by accomplishing related results as needed.
  
   

SUPERVISORY RESPONSIBILITIES

Where applicable, supervises Business Analyst, and anyone who is part of the Business Management Department such as a BDM or Route to Consumer Manager.

MINIMUM QUALIFICATIONS

Education, Certifications and /or licenses:

• Bachelor’s degree in related field and/or equivalent training and work experience required.

• Ability to hold a Solicitor’s Permit required (where applicable).

• Must have a valid driver’s license and be able to operate a motor vehicle.

Experience:

• A minimum of 8 years in sales/marketing or industry related experience is required. 

Knowledge/Skills:

• Sound understanding of wine and spirits is required. 
• Results oriented professional with excellent verbal/written communication skills; uses diplomacy and discretion.  
• Ability to multi-task, work independently and/or within a team, pays attention to detail and meet deadlines.
• Proficient PC skills using MS Office and other various programs including presentation software. Advanced Microsoft Excel and PowerPoint capabilities required.
• Budgeting, forecasting and accounting skills required.

TRAVEL REQUIREMENTS

• During Blitz, GSM, Field Sales / work with Days, and Survey Days where applicable.
• Winery or Distillery educational visits as determined by the Supplier request.

COMPENSATION & BENEFITS 

• Salary Range: $110,000 - $150,000 plus annual bonus potential.
• Monthly Automobile allowance, travel reimbursement
• 16 Observed Holidays, PTO, vacation accrual
• Health Plan options (medical, dental, vision, disability coverage, life insurance, parental leave, and other voluntary plans), 401K (with Company Contributions).
• Flexible Spending Account and Pre-Tax Transit Commuter Program, industry certifications (WSET), tuition reimbursement and more.
• The range is an estimate for this position.  The company will evaluate a specific candidate's education, skills and experience when making an offer

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.