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Division Manager / Director of Sales, East (E&J Gallo/Royal Division)

7535 · 28 days ago
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Empire Merchants North is the premier wine and spirits distributor in Upstate New York with roots going back to the end of Prohibition. With more than 600 dedicated employees and state-of-the-art facilities, Empire Merchants North has become synonymous with both service and quality and has earned the loyalty of more than 9,000 area restaurants, bars, hotels, nightclubs, and retail outlets. Empire Merchants North acts as a marketing agent for the brands that we represent and is proud to employ the most knowledgeable and well-equipped sales force in Upstate New York.

Division Manager / Director of Sales - East (E&J Gallo/Royal Division)

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.


• Manages team by coaching, performing all evaluations and overseeing performance management plans of Field Sales Managers.
• Ensures adherence to all EMN 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 General Manager to ensure goals are achievable, recommending changes when necessary, allocating goals by territory and sales representative, reviewing objectives with Field Sales Manager and Sales Representative and coaching team on how to meet objectives.
• 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 team meetings to strategize on how to close any gaps.
• Assists in the planning and development of sales programs by collaborating with Business Managers and GSM/GM to strategize on how best to achieve corporate objectives in given division and allocate spend.
• Demonstrates a strong customer orientation by maintaining a frequent presence with strategic accounts and establishing relationships with key decision makers; assists Field Sales Managers in the resolution of account level problems and escalates customer challenges to the Division Manager when necessary.
• Achieves division financial plan by ensuring pricing and sales deals support division or brand gross profit objectives and closely managing expense budgets, promotional budgets (as applicable) and accounts receivable objectives.
• Follows EMN 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. WSSM, TOPS, 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.


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


Empire Merchants North offers a competitive compensation package including:

  • Salary Range: $90,000 - $120,000 and annual bonus potential
  • Paid Holidays, Health Plan options (medical, dental, disability coverage, life insurance, and other voluntary plans), 401K, PTO, vacation accrual, Flexible Spending Account, and more.
  • The company will evaluate a specific candidate's education, skills, and experience when making an offer.



Education, Certifications and/or licenses:

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.


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


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.

Proficient PC skills using MS Office and other various computer systems including presentation software.


Applicants only, No Recruiters please. 

Empire Merchants North is an equal opportunity employer and, as such, affirms in policy and practice to recruit, hire, train, and promote, in all job classifications, without regard to race, religion, color, national origin, sexual orientation, gender identity, citizenship, sex, age, veteran status, disability, genetic information, or any other protected characteristic. Empire Merchants North will not discriminate against persons because of their disability, including disabled veterans, and will make reasonable accommodations for known physical or mental limitations of qualified employees and applicants with disabilities.


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Last updated on Feb 5, 2024

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