Position Overview:

Reporting to the Vice President of Sales, the Northern New Jersey Regional Sales Manager (“RSM”) is responsible for all sales activity across the Northern New Jersey market. This role requires a deep understanding of the region’s competitive landscape, key retail and on-premise accounts, and evolving market dynamics. The RSM will develop and execute strategies that grow market share, increase sales, and drive profitable, sustainable business aligned with company objectives. The Northern NJ RSM will proactively identify market opportunities, allocate resources accordingly, and serve as the primary sales leader for the region. This role holds full responsibility for the management, development, and performance of all current and future sales representatives operating within Northern New Jersey.

Key Responsibilities:

ACCOUNT MANAGEMENT:

Relationship Management: The Northern NJ RSM should have strong relationships with all accounts of significance with responsibilities to include:
•  Off Premise: achieving increased points of distribution across important company brands; ensuring appropriate shelf space/displays in key accounts.
•  On Premise: Acting as a primary source of market intelligence for restaurant openings, closings, and broader on-premise trends throughout Northern NJ.
•  Serving as an additional point of contact.
•  Resolving customer issues by following appropriate processes and escalating issues to upper management/EXEC as appropriate.

Account Assignment:
•  Determine sales rep coverage when account ownership is unclear, balancing sales opportunity, rep bandwidth, and team cohesion.
•  Ensure optimal coverage to maximize sales while maintaining positive internal relationships

Account Reassignment:
•  Identify when accounts require reassignment.
•  Communicate decisions clearly, manage transitions, and oversee performance post-transition to ensure continuity and growth.

TERRITORY/REP MANAGEMENT:

Direct Supervision of Northern NJ Sales Reps and Spirits Specialist:
•  Oversee all aspects of rep management, including Individual and account-level performance evaluation, budget oversight, and approval of time-off requests.

Territory Development, Recruiting & Performance Management:
•  Serve as an ambassador of Skurnik’s culture within the Northern NJ market.
•  Cultivate relationships with emerging wine professionals to build a long-term talent pipeline.
•  Assess the viability of new or reconfigured territories and recommend structural changes.
•  Participate in recruiting efforts, including initial interviews.
•  Conduct sales run reviews, performance documentation, disciplinary actions, and, when necessary, employee terminations.

Transitions & Coverage:
•  Partner with the Vice President of Sales on ongoing rep evaluations.
•  In the event of a resignation or termination, assume immediate responsibility for coverage of vacant territories.
•  Assign interim or permanent coverage and manage all aspects of the transition.

Pricing and Programming Recommendations:
•  Provide the Vice President of Sales with Northern NJ-specific market insight to inform pricing, programming, and incentive decisions.

Work-With Calendars & Supplier Visits:
•  Collaborate with the Vice President of Sales and Sales Management Coordinator to build and execute work-with schedules.
•  Assist in planning supplier visits, including account visits, tastings, events, and market dinners throughout Northern NJ.

COLLABORATION WITH SOUTHERN NEW JERSEY REGIONAL SALES MANAGEMENT:
•  Work in close partnership with the Southern New Jersey Regional Sales Manager to ensure alignment across the New Jersey market, including shared strategy, pricing, programming, and brand prioritization.
•  Collaborate on accounts that span both Northern and Southern New Jersey, including chain retailers, buying groups, and multi-location on-premise groups.
•  Share market intelligence, competitive insights, and best practices to identify opportunities for cross-regional growth and improved execution.
•  Coordinate on territory coverage, account transitions, and temporary coverage needs to ensure continuity of service during staffing changes or periods of transition.
•  Align on supplier visits, market work-with schedules, and regional events to maximize impact and avoid duplication of effort.

PORTFOLIO MANAGEMENT COLLABORATION:

Partner closely with Portfolio Managers to:
•  Launch new brands in New Jersey.
•  Prioritize focus brands based on regional opportunity.
•  Provide feedback on market trends, competitive pressures, and customer needs.
•  Collaboration will occur through regular one-on-one communication and monthly Portfolio Management / Sales Management meetings.

ON/OFF-SITE EVENT INVOLVEMENT:
•  Lead planning, execution, and evaluation of Northern New Jersey-based tastings and market events
•  Support and participate in major NYC-based tastings, including the Grand Portfolio Tasting, as appropriate for the Northern NJ market
•  Maximize the use of Skurnik office space and supplier-provided resources by:
•  Driving Northern NJ accounts into the office for presentations and portfolio reviews
•  Assisting with invitations and attendance for in-house and regional events

Required Skills and Qualifications:
•  A bachelor’s degree in business, marketing, or a related field is preferred.
•  Must have 3-5 years of experience in sales, with a proven track record of meeting or exceeding sales targets.
•  Strong leadership and team management skills are essential for motivating and guiding the sales team.
•  Ability to analyze sales data and market trends to make informed decisions.
•  Excellent verbal and written communication skills for effective interaction with clients and team members.
•  Strong problem-solving abilities to address challenges and improve sales processes.
•  Required to drive in and around Northern NJ market
•  Must be able to lift a minimum of 40lbs