About the Wine Merchant role
The wine merchant is a major player in the wine trade, working as an intermediary between winegrowers and consumers. Wine merchants, also known as "négociants", travel throughout wine-producing regions in search of wineries with the best products. Their activity involves blending wines from different producers to offer higher volumes, on the one hand, and to offer their wines to professional buyers (wine merchants, sommeliers, restaurant owners, etc.) on the other. They are in contact with importers, distributors and consumers, providing the most accurate view of the state of the market and demand. Merchants are able to support the implementation of technical know-how - from production to marketing - guaranteeing the quality of the final product.
Main missions
- Searching for wines that meet a high level of quality requirements
- Developing a broad catalogue of wines from different producers
- Searching for potential buyers
- Identifying and anticipating customers' needs
Subcategories
This activity has significantly developed over the last few years, and is now divided into 4 main categories:
- The négociant vinificateur / vintner: He buys grapes directly from winegrowers, then vinifies and markets them himself, or vinifies them on behalf of producers through a service or by renting out his vat house.
- The bulk wine merchant: He manages the purchase, storage, blending and resale of bulk wines. He can directly ship wines that he has selected for his distributor clients. He has close relations with the cooperative wineries and all the distributors, often located abroad.
- The wine merchant / bottler: He selects the wines from partner producers and merchants, then ages them in his cellars, before bottling, packaging and marketing them. He markets his wines for export under his own brands.
- The wine merchant-producer: He is both a producer (of all or part of his supplies), winemaker, breeder and bottler. This business area, which allows for better control of product quality, is experiencing rapid expansion.
Qualities and skills required
The skills of the wine merchant must include both commercial abilities and a thorough knowledge of wines in France and abroad. As a distribution professional, they must have a perfect understanding of their product and the language of the professionals in this sector. Although they are not always involved in the production process, they also have an in-depth knowledge of it, and be able to provide expert advice to their clients. Besides a solid academic education that attests to this knowledge, the wine buyer must be persuasive, have good presentation and commercial qualities.
Salary of a wine merchant
The salaries in the sector are in line with the growing needs and the shortage of qualified profiles, with overall salaries increasing in the wine trade business. The salary of a wine merchant is flexible, mainly depending on the price of the wines, the quantities provided and the seniority. The salary of a junior wine merchant is around 30,000 euros gross per year, but it can reach 80,000 euros gross per year for a senior profile.
Choosing the best course
Enrolling in a specialised training course is the best option for becoming a wine merchant. Training courses that are only related to viticulture can provide an insight into wine and the obligations of winegrowers, but do not provide a sufficient knowledge base to become a wine merchant. Commercial training is essential to master all the stages of a negotiation, from the initial meeting to the conclusion of a contract. The training offered by a business school proves to be comprehensive, combining theoretical knowledge, product expertise and commercial approach, which are the three pillars of the wine merchant's job.
Wine and Spirits Management at KEDGE Wine School
The Wine & Spirits Management programme offered by KEDGE Wine School provides a comprehensive and solid curriculum, in line with current issues in the global wine and spirits industry. Recognised certifications, experiential modules and visits are organised throughout the curriculum with a key focus on opening up high-level international career prospects for its students. Available from Bachelor's level, it trains responsible managers with an open mind to the international dimension of the industry and its specificities. KEDGE Wine School's established partnerships with prestigious institutions - both nationally and internationally - make it possible to constantly adapt the courses to the reality of a fast-changing market, while at the same time guaranteeing a strong professional insertion for their graduates. Besides the position of wine merchant, they open the door to the following occupations: wine broker, oenologist, buyer, export manager, product manager, category manager, sector manager, etc. These careers take graduates to wine regions all over the world: Spain, South Africa, France, New Zealand, Chile, United States, Portugal, Australia, Argentina, etc.
