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Retail Wine Director

at Sotheby's

Posted: 8/20/2019
Job Reference #: 3110

Job Description

  • Job LocationsUS-NY-New York
    Posted Date3 months ago(5/16/2019 10:46)
    Wine Retail
    Position Type
    Full Time (A)
  • Overview

    The Head of Sotheby’s Wine Retail will have management responsibility for the global Sotheby’s Wine retail business covering store and direct sales channels, buying inventory (both for immediate delivery and Futures) and staff. The role also includes responsibility for building a network of loyal clients and exceeding sales goals. Sotheby’s Wine Retail has ambitious growth plans which makes this a great opportunity to be part of the success of an entrepreneurial project.


    Wine Sales Responsibilities:

    • Generate profitable sales and drive revenue growth for Sotheby's Wine across the New York and Hong Kong retail business via in-store and direct sales
    • Contribute to the success of the Sotheby’s Wine business plan by meeting and exceeding assigned sales and profitability goals
    • Responsible for selling wine and spirits to clients via telephone, email, in-person and in-store
    • Working with the Head of E-Commerce to maximize opportunity and return via e-commerce platform
    • Working with Sotheby’s Wine management and marketing teams to:
    1. devise and propose new marketing and promotion strategies to reach existing Sotheby's clients and market the brand to new clients
    2. develop strategic alliances to enhance sales, profitability and brand presence
    3. develop pricing and promotional strategies in line with brand positioning and financial plan
    4. develop and execute sale strategies, commercial plans and growth drivers for the sale and promotion of Sotheby’s own-label and private label product lines
    • Cultivate strong relationships with new and existing clients
    • Participate in the development of marketing content including tailored offers, tasting notes, and content for email, website, and social media campaigns
    • Provide excellent client service and follow up to enhance the reputation of Sotheby's Wine in the marketplace
    • Be proactive in composing, arranging and managing a program of events both in store and at other locations
    • Represent Sotheby’s Wine during select networking and tasting events
    • Cultivate and strengthen relationships between Sotheby’s Wine retail and Sotheby's key client managers in the auction business both across Wine and other categories
    • Engage clients and forge long term relationships for the benefit of the business working across all of the Sotheby’s Wine business channels
    • Operate at all times in accordance with the company's rules on compliance and corporate governance.

    Wine Buying Responsibilities:

    • Manage the wine buying team, so the inventory
      • matches the business model, strategy and brand identity
      • adheres to Sotheby’s Wine inventory guidelines
      • is well balanced to support the achievement of Sotheby’s Wine Retail sales targets
      • remains within the inventory threshold and review need to adjust threshold up/down

    People Management Responsibilities:

    • Recruit, manage and supervise the global retail 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
    • Support retail team by working on the sales floor of the retail store when required

    Store Management Responsibilities:

    • Ensure the smooth daily running of the York Avenue Sotheby’s Wine store. This will include staffing, merchandising and window displays, and ensuring the store is open for business in accordance with the Sotheby's schedule of events and auctions sales.
    • Ensure consistency across the NY store and HK vitrine with regard to merchandising and presentation as well as the Sotheby’s Wine retail experience

    Operational Management:

    • Maintain accurate retail inventory through physical inventory and cycle counts
    • Management of all Sotheby’s Wine Retail processes with periodic review to ensure efficiencies and profitability are maximised

    KPI Management and Reporting

    • Manage and develop reports on Sotheby’s Wine Retail performance expectations and KPI’s
    • Maintain a regular reporting procedure with the Sotheby’s Wine 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
    • Assist the Sotheby’s Wine management team with information and other special projects as required.


    • Experience in fine wine retail in New York or in the US
    • Proven experience successfully leading a sales team
    • Proven track record of selling to discerning clientele in a retail 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, though strong interest in wine and enthusiasm to learn is more important
    • 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
    • Flexible work schedule inclusive of attending events at night and weekend shifts on rotational