Head of Wine Retail, Americas

THE ROLE

The Head of Wine and Spirits Retail, Americas has management responsibility for driving the growth of the Wine and Spirits retail business covering ecommerce, store and direct sales channels, buying and staff. This person will emphasize the key drivers of exceptional selection, advice and service. The role also includes responsibility for building a network of loyal clients and exceeding sales goals.  Wine and Spirits has ambitious growth plans which makes this a great opportunity to be part of the success of an entrepreneurial team.

RESPONSIBILITIES

Retail Strategy and Fixed-Price Responsibilities

• Generate profitable sales and drive revenue growth for the Sotheby's Wine  and Spirits retail business in an omni-channel manner
• • Contribute to the success of the Wine and Spirits business plan by meeting and exceeding assigned sales and profitability goals
• Manage and develop the Sales team to execute sale strategies, commercial plans and growth drivers for the sale and promotion of Sotheby’s wines and spirits, via retail, e-commerce and direct sales (fixed-price)
  • Cultivate strong relationships with new and existing ultra-high net worth clients and convert sales
  • Engage clients and forge long term relationships for the benefit of the business working across all of the Wine and Spirits business channels
  • Represent the Wine and Spirits team during select networking and tasting events
  • Cultivate and strengthen relationships between the Wine and Spirits team and Sotheby's key client managers across Wine / Spirits and other categories
• Manage the Category Management and Buying team, overseeing the assortment strategy, enforcing strict selection criteria, while driving growth and maintaining margin guidelines, and the Sotheby’s Own Label program, so the inventory:
  • Matches the selection criteria of the business model, strategy and brand identity
  • Adheres to Wine and Spirits inventory guidelines
  • Is well balanced to support the achievement of Wine and Spirits Retail sales targets
  • Remains within the inventory threshold and review need to adjust threshold up/down
• Manage the New York Retail store so that it maximizes its sales potential and provides the best possible showcase for the Wine and Spirits retail activity
  • Ensure the smooth daily running of the Wine and Spirits store. This will include overseeing staffing, merchandising and window displays, and ensuring the store is open for business in accordance with the Sotheby's schedule of events and auction sales
• Collaborate with the Wine and Spirits Operations team to maintain exceptional client service and follow-up to enhance loyalty and the reputation of Sotheby’s in the Wine and Spirits space
  • Maintain accurate retail inventory through physical inventory and cycle counts organized by the operation team
  • Management of all Wine and Spirits Retail processes with periodic review to ensure efficiencies and profitability are maximized
• Be proactive in composing, arranging and managing a program of events

  People Management Responsibilities

• Recruit, manage and supervise the US Retail and direct sales client (fixed-price) team
• Coach, counsel and inspire sales team to consistently drive sales results and maximize margins
• Train and mentor staff on wines and spirits knowledge and selling skills
• Manage HR issues to ensure retention, training and development, and hiring standards for staff employees

KPI Management and Reporting

• Manage and develop reports on Wine and Spirits Retail performance expectations and KPI’s
• Maintain a regular reporting procedure with the Wine and Spirits management team, including, but not limited to; Performance versus plan (sales, marketing expenditures, pricing), distribution and key account performance and relationships, competitive activity, changes in the market environment, etc.

Content Strategy and Marketing Management

• Develop pricing and promotional strategies in line with brand positioning and financial plan
• Create a vision and positioning for Sotheby’s Wine and Spirits globally that reinforces our expertise, knowledge and trust
• Devises a content strategy anchored in SEO best practices, trends and market analysis.
• Build and execute a plan for making Sotheby’s a player in the global wine and spirits community: social, events, content (videos, written, etc) 
• Develops a consistent approach to cataloging and evergreen content (brand, maker, model components) 
• Partners with P&T and marketing/press to launch digital and physical initiatives to drive greater audience engagement
• Develops cross category opportunities with other categories at Sotheby’s
• Manage the Wine and Spirits Marketing resources to:
• Participate in the development of marketing content including tailored offers, tasting notes, and content for email, website, and social media campaigns
• Devise and propose new marketing and promotion strategies to reach existing Sotheby's clients and market the brand to new clients, with a specific focus on digital marketing
• Develop strategic alliances to enhance sales, profitability and brand presence

IDEAL EXPERIENCE & COMPETENCIES

• Experience in fine wine retail and direct selling in New York or in the US, with a full understanding of the three-tier system and fixed-price strategies
• Experience in Category Management and Retail strategy
• Deep experience in e-commerce and digital marketing, ideally in the wine and spirits industry
• Proven experience successfully leading a sales team
• Proven track record of selling to discerning clientele in a retail and private client sales environment
• Understand and demonstrate a “no compromise” attitude towards first class client experience: protecting the Sotheby’s vision and brand equity while achieving short term sales goals
• Experience in developing clientele over time and nurturing relationships
• Must be highly motivated and enthusiastic about selling fine wine and working with clients
• Knowledgeable about fine wine, preferably WSET Diploma
• Superior client service skills, from personal presentation, listening skills, and written/verbal communication
• Excellent organization skills, ability to work independently but also take part in a strong team spirit

The proposed base salary for this position ranges from $125,000-$175,000. In addition to base salary successful candidates are eligible to receive a discretionary bonus, as well as a competitive benefits package. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered.