Inside Sales Representative

About the role

This position reports to the Department Manager. Travel requirements are based on business needs and are estimated at 7–10%. The role is exempt under FLSA and is a full-time regular position.

Responsibilities

• Proactively contact existing and prospective accounts via phone, email, and other channels.
• Develop sales within underpenetrated or inactive accounts currently assigned to field sales.
• Generate incremental revenue through new account development, reactivation, and increased order frequency.
• Present and sell the company’s wine and spirits portfolio to retailers, restaurants, bars, hotels, and other licensed accounts.
• Recommend products based on account needs, pricing, category trends, inventory, and customer preferences.
• Introduce new brands, products, seasonal programs, and supplier initiatives.
• Follow up on sales opportunities, samples, quotes, new-item presentations, and promotional programs.
• Take orders and coordinate with internal teams to ensure accurate and timely fulfillment.
• Maintain accurate customer information, sales activity, opportunities, and follow-ups in the company’s CRM/sales tracking system.
• Collaborate with Outside Sales Representatives to transition qualified opportunities and coordinate account strategies.
• Support field representatives by handling routine account follow-up and reorders, freeing them to make in-person sales calls.
• Monitor customer purchasing patterns and identify opportunities for additional placements or product expansion.
• Meet established sales, activity, call, and revenue objectives.
• Develop strong customer relationships and provide a high level of customer service.
• Stay informed about the company’s portfolio, pricing, promotions, supplier programs, and competitive activity.
• Participate in sales meetings, supplier presentations, training, and company initiatives.

Account Strategy

• Focus primarily on unsold accounts—accounts assigned to sales representatives but generating little or no revenue.
• Develop underdeveloped accounts that purchase from Classic Wines & Spirits but have significant growth potential in volume or product assortment.
• Handle reorders and maintenance by regularly following up with existing customers to generate repeat orders and reduce routine business handled by field representatives.
• Prospect for new licensed accounts and convert qualified prospects into active customers.
• Support field sales by identifying opportunities that require in-person visits and helping prioritize the highest-value opportunities.

Qualifications

• 2+ years of sales, inside sales, customer service, or account management experience preferred.
• Wine, spirits, beer, beverage, foodservice, hospitality, or consumer packaged goods experience preferred.
• Strong communication and interpersonal skills.
• Confident and persuasive telephone presence.
• Ability to build relationships and sell effectively without face-to-face interaction.
• Highly organized with strong follow-up skills.
• Comfortable making a high volume of outbound calls and customer contacts.
• Ability to work independently while collaborating with a larger sales organization.
• Strong computer and CRM skills.
• Ability to learn and communicate product knowledge effectively.
• Ability to work in a fast-paced, target-driven environment.
• California Responsible Beverage Service certification or ability to obtain certification, as applicable.

Performance Expectations

Success in this position will be measured primarily by incremental revenue and account development, not simply the number of calls made. Key Performance Indicators may include:

• Net sales generated
• Gross profit generated
• Number of inactive accounts reactivated
• New accounts opened
• Incremental cases sold
• Average order size
• Order frequency
• Number of new product placements
• Conversion rate of prospects to customers
• Revenue generated from previously unsold accounts
• Revenue generated in partnership with Outside Sales Representatives

Physical Requirements

• Sit for an extensive period of time
• Perform tasks using standard computer equipment

Work Environment

• Limited noise level
• Indoor climate

Personal Protective Equipment Required

• Side shield safety glasses
• Safety vest
• Head/ear protection
• Proper footwear when in production facility

Benefits

• Medical
• Dental
• Vision
• Life and AD&D
• Voluntary life and AD&D
• Group Short-Term Disability
• Group Long-Term Disability
• Voluntary Critical Illness
• Voluntary Accident & Injury
• Flexible Spending Accounts
• Employee Assistance Program
• 401(k)
• Paid time off