Sotheby's
Head of Wine Retail, Americas
Sotheby's, New York, New York, us, 10261
ABOUT SOTHEBY'S
Established in 1744, Sotheby's is the world's premier destination for art and luxury. Sotheby's promotes access to and ownership of exceptional art and luxury objects through auctions and buy-now channels including private sales, e-commerce and retail. Our trusted global marketplace is supported by an industry-leading technology platform and a network of specialists spanning 40 countries and 70 categories which include Contemporary Art, Modern and Impressionist Art, Old Masters, Chinese Works of Art, Jewelry, Watches, Wine and Spirits, and Design, as well as collectible cars and real estate. Sotheby's believes in the transformative power of art and culture and is committed to making our industries more inclusive, sustainable and collaborative.
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 ResponsibilitiesGenerate profitable sales and drive revenue growth for the Sotheby's Wine and Spirits retail business in an omni-channel mannerContribute 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 salesEngage clients and forge long term relationships for the benefit of the business working across all of the Wine and Spirits business channelsRepresent the Wine and Spirits team during select networking and tasting eventsCultivate 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 identityAdheres to Wine and Spirits inventory guidelinesIs well balanced to support the achievement of Wine and Spirits Retail sales targetsRemains 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 teamManagement 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 eventsPeople Management Responsibilities
Recruit, manage and supervise the US Retail and direct sales client (fixed-price) teamCoach, counsel and inspire sales team to consistently drive sales results and maximize marginsTrain and mentor staff on wines and spirits knowledge and selling skillsManage HR issues to ensure retention, training and development, and hiring standards for staff employeesKPI Management and Reporting
Manage and develop reports on Wine and Spirits Retail performance expectations and KPI'sMaintain 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 planCreate a vision and positioning for Sotheby's Wine and Spirits globally that reinforces our expertise, knowledge and trustDevises 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 engagementDevelops cross category opportunities with other categories at Sotheby'sManage 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 campaignsDevise 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 marketingDevelop strategic alliances to enhance sales, profitability and brand presenceIDEAL 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 strategiesExperience in Category Management and Retail strategyDeep experience in e-commerce and digital marketing, ideally in the wine and spirits industryProven experience successfully leading a sales teamProven track record of selling to discerning clientele in a retail and private client sales environmentUnderstand and demonstrate a "no compromise" attitude towards first class client experience: protecting the Sotheby's vision and brand equity while achieving short term sales goalsExperience in developing clientele over time and nurturing relationshipsMust be highly motivated and enthusiastic about selling fine wine and working with clientsKnowledgeable about fine wine, preferably WSET DiplomaSuperior client service skills, from personal presentation, listening skills, and written/verbal communicationExcellent 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.
To view our
Candidate Privacy Notice
for the US, please
click here
To view our
Candidate Privacy Notice
for the UK, Hong Kong, France and Switzerland, please
click here
The Company is an equal opportunity employer and considers all applicants for employment without regard to race (including, without limitation, traits historically associated with race, such as natural hair, hair texture, and protective and treated or untreated hairstyles), color, creed, religion, sex, sexual orientation, marital or civil partnership/union status, national origin, age, disability, pregnancy, genetic predisposition, genetic information, reproductive health decision, sexual orientation, gender identity or expression, alienage or citizenship status, domestic violence victim status, military or veteran status, or any other characteristic protected by federal, state/province or local law. The Company complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it operates.
Established in 1744, Sotheby's is the world's premier destination for art and luxury. Sotheby's promotes access to and ownership of exceptional art and luxury objects through auctions and buy-now channels including private sales, e-commerce and retail. Our trusted global marketplace is supported by an industry-leading technology platform and a network of specialists spanning 40 countries and 70 categories which include Contemporary Art, Modern and Impressionist Art, Old Masters, Chinese Works of Art, Jewelry, Watches, Wine and Spirits, and Design, as well as collectible cars and real estate. Sotheby's believes in the transformative power of art and culture and is committed to making our industries more inclusive, sustainable and collaborative.
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 ResponsibilitiesGenerate profitable sales and drive revenue growth for the Sotheby's Wine and Spirits retail business in an omni-channel mannerContribute 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 salesEngage clients and forge long term relationships for the benefit of the business working across all of the Wine and Spirits business channelsRepresent the Wine and Spirits team during select networking and tasting eventsCultivate 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 identityAdheres to Wine and Spirits inventory guidelinesIs well balanced to support the achievement of Wine and Spirits Retail sales targetsRemains 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 teamManagement 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 eventsPeople Management Responsibilities
Recruit, manage and supervise the US Retail and direct sales client (fixed-price) teamCoach, counsel and inspire sales team to consistently drive sales results and maximize marginsTrain and mentor staff on wines and spirits knowledge and selling skillsManage HR issues to ensure retention, training and development, and hiring standards for staff employeesKPI Management and Reporting
Manage and develop reports on Wine and Spirits Retail performance expectations and KPI'sMaintain 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 planCreate a vision and positioning for Sotheby's Wine and Spirits globally that reinforces our expertise, knowledge and trustDevises 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 engagementDevelops cross category opportunities with other categories at Sotheby'sManage 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 campaignsDevise 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 marketingDevelop strategic alliances to enhance sales, profitability and brand presenceIDEAL 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 strategiesExperience in Category Management and Retail strategyDeep experience in e-commerce and digital marketing, ideally in the wine and spirits industryProven experience successfully leading a sales teamProven track record of selling to discerning clientele in a retail and private client sales environmentUnderstand and demonstrate a "no compromise" attitude towards first class client experience: protecting the Sotheby's vision and brand equity while achieving short term sales goalsExperience in developing clientele over time and nurturing relationshipsMust be highly motivated and enthusiastic about selling fine wine and working with clientsKnowledgeable about fine wine, preferably WSET DiplomaSuperior client service skills, from personal presentation, listening skills, and written/verbal communicationExcellent 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.
To view our
Candidate Privacy Notice
for the US, please
click here
To view our
Candidate Privacy Notice
for the UK, Hong Kong, France and Switzerland, please
click here
The Company is an equal opportunity employer and considers all applicants for employment without regard to race (including, without limitation, traits historically associated with race, such as natural hair, hair texture, and protective and treated or untreated hairstyles), color, creed, religion, sex, sexual orientation, marital or civil partnership/union status, national origin, age, disability, pregnancy, genetic predisposition, genetic information, reproductive health decision, sexual orientation, gender identity or expression, alienage or citizenship status, domestic violence victim status, military or veteran status, or any other characteristic protected by federal, state/province or local law. The Company complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it operates.