Senior Director, National Sales - Oxford Street Merchants

Job Description:

Oxford Street Merchants, is the luxury selling division of Johnson Brothers. Our sales teams are passionate about the world class wines & spirits producers we represent.

Reporting directly to the Chief Commercial Officer the Sr Director of Sales is a pivotal role that requires a focus on executing high-impact sales strategies, travelling to each of our 14 Branches, building relationships with OSM sales teams, branch leadership , suppliers and key customers.   You will drive will drive measurable outcomes in sales growth and execution of supplier initiative’s. This role demands a leader who can influence and inspire without direct authority.

Key Responsibilities

Johnson Brothers –Travel Requirements: 50%

Sales Leadership

• Develop and execute a strategic plan to achieve sales targets and Deliver the Annual Operating Plan (AOP)
• Serve as the face of Oxford Street Merchants (OSM) across the network.
• Train and motivate the sales team to standardize the expectation of exceeding sales goals.
• Drive optimized branch structure and assess opportunities to enhance alignment and efficiency across all 14 markets.
• Build visibility for best practices in process, talent management, and selling strategies. Drive implementation across all branches.
• Identify emerging categories and market shifts while being aware of new products and competition status.
• Identify emerging suppliers and brands, working collaboratively with supplier performance to win their business.
• Establish and cultivate strong relationships with key accounts, industry leaders, and suppliers’ partners.
• Create and oversee market execution plans, with measurable goals for geography, channel, customer, and brand.
• Conduct in-depth analysis of performance metrics by channel, geography, customer, and brand to identify sales gaps and refine strategies.

Execution Excellence

• Contribute to the Annual planning process, managing tactical budgets while optimizing pricing and promotion strategies.
• Track and measure key execution metrics, including displays, feature ads, pricing, distribution penetration within accounts, visibility, and account penetration.
• Working with supplier performance and branch leadership increase and optimize OSM Revenue Management & profitability, leveraging data-driven decision-making.
• Standardize and optimize sales tools, including sell sheets, to ensure alignment and effectiveness across all branches.
• During market training and selling visits conduct regular market surveys and participate in cadenced business reviews with supplier leadership.

Team Development

• With branch leadership assess & develop top talent to ensure high-performing teams across markets.
• Train and develop teams of accredited specialists to achieve executional excellence.
• Partner with strategic suppliers to design and implement comprehensive training programs for the OSM  sales network.
• Lead monthly OSM calls to set short term sales goals, drive and celebrate results communicate strategic initiatives and updates to all branches.
• Foster alignment across the organization by communicating portfolio priorities and execution metrics effectively.

Operational Management

• Oversee forecasting processes and manage inventory planning in collaboration with internal teams.
• Work with purchasing to maintain healthy inventory levels and adhere to contractual obligations.
• Serve as a strategic partner with senior leadership to bring ideas, solutions and influence decision-making and strategy development (“have a seat at the table”).

Required Qualifications

Skills & Abilities

• Ability to communicate, present and influence credibly and effectively at all levels of the organization.
• Strong business sense and industry expertise.
• Excellent mentoring, coaching and people management skills.
• Strong strategic thinking and executional leadership skills.
• Proven ability to build, assess, and develop top talent.
• Excellent written and verbal communication skills, with the ability to engage all levels, including senior leadership.
• Ability to lead with influence, inspire teams, and drive alignment across branches and markets.
• Data-driven approach to decision-making and performance tracking.
• Proficiency in Microsoft Office, particularly Excel and PowerPoint.

Experience

• 10+ years of commercial sales experience, including data and analytics expertise.
• Demonstrated success in managing supplier relationships, driving revenue growth, and delivering strategic business outcomes.

Education

• Bachelor’s degree or equivalent experience required.
• CSW, WSET3 or Certified Sommelier certification required.

The expected pay range for this role is $150,000-$175,000K. Pay is based on several factors including, but not limited to, labor markets, education, experience, certifications, etc. Johnson Brothers offers eligible team members and their dependents comprehensive health benefits and programs, which include medical, dental, vision, life insurance, health savings and flexible spending accounts. Other benefits for eligible team members include 401(k) with an employer match, short term disability coverage, company-paid long term disability insurance, generous paid time off (PTO) plans and paid parental leave. 

Equal Opportunity Employer

Johnson Brothers is committed to providing equal employment opportunity and equal treatment in employment without regard to race, ethnicity, color, religion, gender/gender identity or expression, sexual orientation, age, national origin or ancestry, physical or mental disability, military status or any other basis in protected by applicable federal, state and local law. Johnson Brothers makes employment decisions based solely on the basis of qualifications for the job.

Worker Sub-Type:

Regular

Time Type:

Full time