Director of Sales, On-Premise

Director of Sales – On-Premise DivisionPosition

Summary

The Director of Sales – On-Premise Division is responsible for leading, developing, and executing the sales strategy for the company's on-premise business. This role oversees a team of Sales Representatives and Sales Specialists and is accountable for achieving revenue, distribution, market share, supplier execution, and profitability objectives across assigned markets.

The Director of Sales will drive performance through effective leadership, strategic planning, data-driven decision making, and strong partnerships with suppliers, customers, and internal stakeholders. This position plays a critical role in identifying growth opportunities, supporting new account development, monitoring incentives and performance programs, and ensuring execution excellence throughout the market.

Essential Duties & Responsibilities

Sales Leadership & Team Development

• Lead, coach, and develop a team of Sales Representatives and Sales Specialists to achieve company objectives.
• Establish clear performance expectations, goals, and accountability measures.
• Conduct regular field work, ride-withs, performance reviews, and development planning sessions.
• Foster a culture of collaboration, execution, and continuous improvement.
• Recruit, train, and retain high-performing sales talent.

Business Development & Market Execution

• Develop and execute annual and quarterly sales strategies aligned with company and supplier objectives.
• Identify new business opportunities, emerging accounts, and market trends to drive growth.
• Maintain awareness of new restaurant, bar, hotel, entertainment, and hospitality openings within assigned markets.
• Support key account acquisition and retention efforts.
• Ensure successful execution of supplier programs, promotions, brand initiatives, and market priorities.

Performance Management & Incentives

• Monitor and manage sales performance against budgets, goals, KPIs, and incentive programs.
• Track incentive performance and communicate results, opportunities, and action plans to the sales team.
• Analyze sales data, depletion trends, distribution gains, and account performance to identify opportunities and risks.
• Develop action plans to address performance gaps and maximize growth opportunities.

Supplier & Customer Relations

• Build and maintain strong relationships with supplier partners, key accounts, and industry stakeholders.
• Collaborate with suppliers to develop market plans and execute strategic initiatives.
• Participate in business reviews, supplier meetings, and market visits.
• Represent the company at industry events, tastings, and customer functions as needed.

Strategic Planning & Reporting

• Prepare and present sales forecasts, market analysis, and business performance reports.
• Utilize CRM, reporting tools, and market intelligence to support strategic decision-making.
• Evaluate competitive activity and market conditions to identify opportunities for growth.
• Ensure compliance with company policies, supplier standards, and regulatory requirements.

Qualifications

• Bachelor's degree in Business, Marketing, Sales, or related field preferred.
• 7+ years of beverage alcohol sales experience with progressive leadership responsibility.
• Minimum 3-5 years of sales management experience leading teams in an on-premise environment.
• Strong understanding of wine, spirits, beer, and beverage distribution channels.
• Proven track record of achieving sales goals and developing high-performing teams.
• Experience working with supplier partners, incentive programs, and market development initiatives.
• Strong analytical, communication, negotiation, and leadership skills.
• Proficiency with CRM systems, Microsoft Office, and sales reporting tools.
• Valid driver's license and ability to travel throughout assigned markets.

Key Performance Indicators (KPIs)

• Revenue and gross profit growth
• Market share growth
• Distribution and placement objectives
• Incentive and supplier program execution
• New account acquisition
• Team performance and productivity
• Employee development and retention
• Customer and supplier satisfaction

Reporting Structure

Reports To: Vice President of Sales

Direct Reports:

• Sales Representatives
• Sales Specialists
• Market Managers (if applicable)

Success in This Role

Successful candidates will demonstrate strong leadership, strategic thinking, operational discipline, and a passion for developing people while consistently delivering sales growth and execution excellence throughout the On-Premise division.

Pay: From $115,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Health insurance
• Health savings account
• Paid time off
• Parental leave
• Professional development assistance
• Retirement plan
• Vision insurance

Work Location: In person