Concierge Sales Representative
Location: New Rochelle, NY
In Office Expectations:
This position begins as an office-based role in New Rochelle with in-market travel approximately one day a month. There is the opportunity to transition to a hybrid or remote work arrangement as proficiency and core competencies are established.
Job Objective:
The Concierge Sales Representative drives revenue growth across the NY/NJ territory by combining disciplined sales execution with best-in-class account service. This role is built around consistent, high-frequency engagement with targeted classes of trade — including large-format retail chains, multi-unit restaurant groups, and hospitality accounts — to maximize distribution, deepen account loyalty, and grow the M.S. Walker portfolio. The role blends consultative selling, white-glove service, and structured sales discipline to produce measurable results through organized, repeatable outreach at scale.
Responsibilities:
Account Management amp; Sales Execution
- Manage and grow an existing account base through structured call cycles, regular follow-through, and proactive identification of incremental revenue opportunities across the MSW wine and spirits portfolio.
- Prospect for new on- and off-premise accounts through targeted research — including new license filings, press releases, local news, and social media — to grow distribution across the territory.
- Execute a disciplined, repeatable sales cadence with high-priority accounts — including all types of retail customers and multi-unit restaurant groups — ensuring consistent touch points that drive programming, placements, and volume.
- Collaborate with field sales representatives to re-engage and reactivate dormant accounts with a structured reactivation plan and defined follow-up schedule.
- Maintain organized, up-to-date records of account activity, commitments, and pipeline status to ensure full visibility and accountability across the territory.
- Proactively resolve service issues (delivery, product, billing) with urgency and professionalism, preserving account relationships and minimizing disruption to sales momentum.
Channel Strategy amp; Class of Trade Targeting
- Build deep expertise across each class of trade — independent restaurants, multi-unit chain restaurants, fine dining, hotel groups, specialty retail, and traditional off-premise — to tailor sales approach, pricing, and programming to each channel's specific buying behavior and needs.
- Develop and maintain an organized territory map segmenting accounts by class of trade, revenue potential, and opportunity tier, enabling prioritized and efficient outreach at scale.
- Design and execute targeted outreach cadences for large retail and restaurant groups, leveraging consistent repetition and relationship-building to establish MSW as a preferred distributor partner and capture maximum placement opportunities.
- Identify white-space opportunities within under-penetrated classes of trade and build structured acquisition plans with defined timelines, target account lists, and volume goals.
- Align channel and class-of-trade priorities with supplier programming goals and company revenue targets in collaboration with field sales representatives and supplier partners.
- Track class-of-trade performance metrics — placements, velocity, revenue by channel — to continuously refine targeting strategy and maximize results across the account base.
Marketing amp; Content Development
- Develop and manage digital content across email campaigns, e-blasts, and web promotions — highlighting product offerings, weekly features, and timely press-driven opportunities — with direct alignment to sales goals and account targeting priorities.
- Leverage promotional content and marketing materials as active sales tools to support account engagement, drive reorders, and create urgency around featured and allocated products.
Qualifications:
Required
- Proficiency in Microsoft Excel, including pivot tables, basic formulas, and data organization.
- Exceptional organizational skills with the ability to manage a high-volume account base, structured call cycles, and class-of-trade targeting simultaneously.
- Strong attention to detail in tracking orders, account commitments, sales cadence, and follow-through across a large, diverse account base.
- Solid foundational knowledge of wine and spirits, including major regions, varietals, and production methods, with the ability to speak confidently about the portfolio to buyers and account staff across all classes of trade.
- Experience in the wine and spirits industry through wholesale distribution, retail, or on-premise hospitality, with a working understanding of how each channel operates within the three-tier system.
Preferred
- Experience building and maintaining territory reports or sales tracking dashboards in Excel.
- Conversational proficiency in multiple languages is a plus.
Benefits:
We offer a Comprehensive Benefits Plan that includes the following:
- Medical amp; Dental Insurance
- Vision Coverage
- Paid-Time-Off Program
- Fidelity Investments 401k
- Disability, Life, Accident amp; Illness Insurance Packages
- Discounted Fitness Memberships
- Free amp; Discounted Work/Life Resources
- Career Advancement Opportunities
Who we are:
Founded in Boston in 1933, M.S. Walker is a 5th-generation, family-owned wine and spirits importer and distributor, a spirits bottler, and a national supplier. We serve On-Premise and Off-Premise establishments throughout the Northeast, with direct operations in Massachusetts, New York, New Jersey and Rhode Island and brokerage operations in Maine, New Hampshire and Vermont. We represent a budding portfolio of wine and spirits nationwide, including our own brands, and we strive to offer the most prestigious portfolio in the industry. M.S. Walker has built our foundation and future on our people – our employees are truly our greatest asset. Our company boasts a diverse pool of exceptionally special team members who each bring their unique skills and experience to the organization.
Mission Statement:
Since 1933, our mission has been firmly rooted in our core values of family, integrity, respect, honesty, and hard work. We are deeply committed to upholding these principles for our team members, customers and suppliers alike. We seek to build and maintain long-lasting relationships based on trust and reliability. By honoring our heritage and embracing innovation, we aim to continuously improve and adapt to meet the evolving needs of our industry, while responsibly contributing to the communities we serve. Together, we strive to elevate the spirit of hospitality and foster a vibrant and respectful culture in all facets of the organization and beyond.
Pay Range: $50,000 annual salary + bonus structure
