Inside Sales Representative

About the job 

The Role

This position will report to: Department Manager

Travel Requirements: Based on Business needs 7-10%

FLSA Status: Exempt

Employment Category: Full-Time Regular

Pay Range: $50,000.00 to $60,000.00

Bronco Wine Company founded in 1973, our family-owned company strives to continue and improve upon being vertically integrated, from the vineyard to the table, focusing on crafting quality wines for every table. Our family’s resilience and sustained growth will continue to be fostered through stewardship of family, valued employees, respected partners, and future generations.

KEY RESPONSABILITIES:

• Proactively contact existing and prospective accounts through phone, email, and other communication channels.
• Develop sales within accounts that are currently underpenetrated or not actively serviced by field sales representatives.
• 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, new products, seasonal programs, and supplier initiatives.
• Follow up on sales opportunities, samples, quotes, new item presentations, and promotional programs.
• Take orders and coordinate with the appropriate internal teams to ensure accurate and timely fulfillment.
• Maintain accurate customer information, sales activity, opportunities, and follow-up within 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, allowing them to spend more time making 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 relationships with customers 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: The Inside Sales Representative will be an extension of the Classic Wines & Spirits sales team rather than a replacement for the Outside Sales Representative.

The position will primarily focus on:

1. Unsold Accounts Accounts currently assigned to sales representatives but generating little or no revenue.

2. Underdeveloped Accounts Accounts purchasing from Classic Wines & Spirits but with significant opportunity to increase their volume or product assortment.

3. Reorders & Maintenance Regular follow-up with existing customers to generate repeat orders and reduce the amount of routine business handled by field representatives.

4. New Business Prospecting for new licensed accounts and converting qualified prospects into active customers.

5. Field Sales Support Working with Outside Sales Representatives to identify opportunities that require an in-person visit, helping the field team 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.
• Must be able 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

The Opportunity: This is an important growth position within Classic Wines & Spirits of California. The ideal candidate is hungry, competitive, organized, and comfortable picking up the phone and creating business.

The Inside Sales Representative will have the opportunity to build a significant book of business by unlocking revenue from the thousands of accounts that cannot receive enough attention from the field sales organization.

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 and proper footwear when in production facility

WHAT WE OFFER: At Broco Wine Company, we understand that our success is driven by our talented, committed workforce. We value the contributions each employee makes to our achievements, and our aim is to offer a comprehensive benefits program that is competitive, helping us attract and retain top talent. Our Benefits are crafted to support the needs of our employees and their families, ensuring the package is simple to understand, easy to access, and affordable for all.