Area Manager, Retail

Looking for a rewarding career?

Johnson Brothers is a leading family-owned distributor of wine, spirits, and beer, delivering exceptional service since 1953.

We are searching for a high-energy and motivated Area Sales Manager to lead and develop a team of District Sales Managers (DM) and their Sales Consultants (SC). This role is responsible for managing, developing, and motivating DM teams; implementing sales plans; achieving company and supplier goals; monitoring, developing, and maintaining key account relationships; and ensuring operational excellence across the designated region. Leadership, people development, business planning, and supplier management are key elements of this position.

Job Description:

Key Responsibilities:

Leadership

• Create and communicate a clear, compelling vision for the area that aligns teams to company priorities and performance goals.
• Lead change initiatives across the area, fostering innovation, accountability, and continuous improvement.
• Make sound strategic judgments by recognizing patterns, risks, and opportunities across multiple districts and market segments.
• Inspire commitment and collaboration across districts to achieve results.

People Management & Development

• Manage, coach, and develop DMs to ensure strong leadership of their teams and effective execution in all accounts.
• Provide direction, supervision, training, evaluation, and development to support each DM team’s success.
• Reinforce consistent work-with schedules; conduct coaching days in the field with DMs and Sales Consultants.
• Collaborate with DMs on personnel matters and territory alignment; maintain overall responsibility for area personnel issues and team structure.
• Establish area-wide accountability standards, conduct performance evaluations for DMs with clear development plans and measurable goals.
• Lead talent planning, recruiting, onboarding, and succession planning for leadership roles across the area.
• Cultivate an inclusive, high‑achievement culture and address escalations professionally and promptly.

Business Planning & Monitoring

• Assist Division Manager in developing and executing a successful business plan for the area.
• Manage portfolio profitability to meet plan goals; ensure pricing discipline and guardrails are followed.
• Maintain accurate inventory levels and collaborate with cross‑functional teams to balance supply, demand, and execution.
• Monitor KPIs (distribution, depletions, revenue/margin, display/feature compliance, new item speed‑to‑shelf) to keep the area on plan; analyze results and course‑correct as needed.
• Ensure routing, workload balance, and operational efficiency across districts.

Sales Planning, Execution & Monitoring

• Assist in developing sales plans, quotas, and supplier objectives, including the methods to achieve those goals.
• Set sales goals at the area and district level; guide DMs in building actionable plans to achieve them.
• Review and communicate sales vs. goal progress regularly.
• Ensure execution on new item launches, priority brand programming, retail placements, and sell‑through.
• Educate and develop staff to improve product knowledge and execution excellence.
• Present in the market with DMs and their teams to evaluate execution, coach in real time, and strengthen retailer and supplier relationships.

Supplier Management

• Build and maintain strong relationships with key suppliers; represent the area in business reviews, planning meetings, and market visits.
• Work closely with supplier partners to create a positive, solutions‑oriented environment and achieve mutually established goals.
• Align supplier goals with area and district plans; manage portfolio priorities to ensure proper exposure and focus for critical brands.
• Partner with suppliers, Sales Directors, and internal teams to create area‑wide synergy and a unified go‑to‑market strategy.

Job Requirements

• Bachelor’s degree preferred.
• Minimum 2+ years in a District Manager role, (or higher) required.
• 4+ years overall sales experience, preferred in the wine or spirits industry.
• Proven leadership, coaching, and talent-development capabilities.
• Excellent interpersonal and communication skills; able to influence across organizational levels.
• Exceptional analytical, planning, and problem-solving skills with strong financial acumen.
• Proficient in MS Office and familiar with PowerBI, Pocket Advantage, Workday, and JB pricing/profit tools a plus.
• Ability to lift up to 50 lbs. of product.
• Valid driver’s license, satisfactory driving record, and reliable transportation.
• Must pass criminal background check and MVR.

Benefits

• Medical/Dental/Vision Insurance
• Bi-weekly pay
• Salary position with eligibility for incentives
• Mileage reimbursement
• 401(k) program

Worker Sub-Type:

Regular

Time Type:

Full time