Head of Auction Sales, UK, Sotheby’s Wine

2 weeks ago

London, United Kingdom Sotheby's Full time

THE ROLE

The Head of Auction Sales will focus on maximizing the growth of Sotheby’s Wine business in the UK, with an emphasis on driving sales from the region to auction (and retail), both locally and internationally. You will have specialist knowledge and experience, be a highly-motivated independent self-starter, tasked with sourcing high value collections, negotiating profitable sales, meeting P&L plan and margin targets across the business. He or she will have and develop a significant private client and trade network, negotiate deals, inspect and catalogue wines, provide advice to buyers both for drinking and investment, create and attend Wine events, and provide general organization and administration as the business requires. As part of the global wine & spirits leadership team, you will be expected to contribute to and implement the growth strategy focusing on the UK.

RESPONSIBILITIES

Leadership

  • Enhance the visibility of Sotheby’s Wine as part of the Sotheby’s brands, and drive profitable growth of Sotheby’s Wine to secure its short- and long-term success
  • Apply your innate understanding of the wine trade to further create a Sotheby’s Wine brand in the UK that is commercially appealing, consistent with the brand and priced sensibly
  • Secure profitable consignments for auction and direct acquisition through retail, meeting individual revenue targets and help the local and global teams meet annual plan
  • Contribute to the success of the business plan by meeting and exceeding assigned sales goals
  • Develop and implement the agreed auction, retail (including e-Commerce) and storage (including virtual storage) vision for Sotheby’s Wine in Europe, collaborating equally with the Continental European Wine and global Wine management teams
  • Collaborate with internal stakeholders across the wider business as well as the global Sotheby’s Wine team to compose, produce and execute interesting, innovative and profitable sale formats and concepts across the Sotheby’s sales channels
  • Develop strong and collaborative relationships both within Sotheby’s Wine and within the auction house generally
  • Contribute to the global leadership of the wine business by helping shape the strategy for growth in the UK and help implement initiatives
  • Provide support to other parts of the Auction and Retail wine business as and when required

Expertise

  • Sourcing and securing profitable consignments for auction and direct selling opportunities through retail, meeting individual revenue targets and helping the team meet annual budget targets
  • Secure profitable consignments for auction and direct selling opportunities through retail, meeting individual revenue targets and help the local and global teams meet annual plan
  • Setting an example of scholarship providing expertise, researching and cataloguing wines to the highest standard
  • Perform property inspection for wine at Sotheby’s Wine warehouses and on-site at client’s premises
  • Proofing digital catalogues and listings
  • Valuing property to provide auction/retail/fair market/insurance estimates as required by the client
  • Assisting with inspection and research/cataloguing of wines for sale in New York and Hong Kong when required

Client Relationship Management

  • Grow Sotheby’s Wine private client and trade network in the UK Drive a long-term client development strategy across private, trade and winery clients
  • Using Specialist knowledge and expertise on strategic long-term business getting focused on high level opportunities and their requirements. Act as a client contact for this client base and develop strong relationships with revenue opportunities
  • Act as an ambassador for the Wine business within Sotheby’s, promoting its services, products and expertise to internal stakeholders, cross selling the Sotheby’s Wine business to all Sotheby’s clients
  • Provide advice to buyers across both auction & retail
  • Responsible for selling wine to clients via telephone, email, in-person and at events
  • Events composition/participation to include client development and entertaining
  • Work with the wider business to streamline processes and ensure efficient client service, engaging with operations, marketing, events, and regional Chairman / business development to create consistently exceptional client experience

Team and Sale Management

  • Develop, train, manage, incentivise and retain the UK Wine team
  • Working with Specialist, Operations team, oversee preparation of marketing and communication strategies in conjunction with the Marketing, Press and Editorial teams to sell sales.
  • Ensure that the Specialist Operations team manages sale production and deadlines:
    • Ensure that all photography is completed in a timely manner
    • Researching and writing catalogue entries, Proof-reading
    • Liaising with Catalogue Production and Sale Creation teams as appropriate
  • Produce and manage appraisal and proposal coordination
  • Responsible for having business getting spreadsheet updated to current status
  • Work with the wider business to streamline processes and ensure efficient client service, engaging with operations, marketing, events, and regional Chairman / business development to create consistently exceptional client experience
  • Manage wine auctions and related events

IDEAL EXPERIENCE & COMPETENCIES

  • 10+ years of Specialist experience in fine wine and the Global wine market
  • People Management experience in a fine wine business preferred
  • Proven ability to operate in a start-up or similar environment, providing dynamic, strategic leadership combined with hands-on operational drive
  • Capable of identifying obstacles to growth and success, and translating expertise into results
  • Proven manager, inspirational and dynamic leader, with experience of global teams
  • Commit to uphold ethical standards at the highest level, consistent with Sotheby’s reputation.
  • Understand and demonstrate a “no compromise” attitude towards luxury: protecting the Sotheby’s Wine vision and brand equity while achieving short term sales goals
  • Experience in developing HNW and trade network and converting relationships into revenue
  • Strong ability to network and convert social connections into business opportunitiesHigh level of attention to detail Professional, discreet and commercial client service skills
  • Proficient in MS Word, Excel, and SAP preferred
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