Concierge Sales Representative

Account Management & 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.

Possess the ability to 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 & 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 & 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

• 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 (a plus).

Benefits

• Medical & Dental Insurance
• Vision Coverage
• Paid-Time-Off Program
• Fidelity Investments 401k
• Disability, Life, Accident & Illness Insurance Packages
• Discounted Fitness Memberships
• Free & Discounted Work/Life Resources
• Career Advancement Opportunities

About the Role

M.S. Walker is a 5th-generation, family-owned wine and spirits importer and distributor, a spirits bottler, and a national supplier serving 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.

Pay

$50,000 annual salary + bonus structure