Head of Wine Retail, Americas

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 Responsibilities

• Generate profitable sales and drive revenue growth for the Sotheby's Wine  and Spirits retail business in an omni-channel manner
• • Contribute 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 sales
  • Engage clients and forge long term relationships for the benefit of the business working across all of the Wine and Spirits business channels
  • Represent the Wine and Spirits team during select networking and tasting events
  • Cultivate 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 identity
  • Adheres to Wine and Spirits inventory guidelines
  • Is well balanced to support the achievement of Wine and Spirits Retail sales targets
  • Remains 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 team
  • Management 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 events

  People Management Responsibilities

• Recruit, manage and supervise the US Retail and direct sales client (fixed-price) 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

KPI Management and Reporting

• Manage and develop reports on Wine and Spirits Retail performance expectations and KPI’s
• Maintain 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,