5+ years of progressive sales leadership experience in the beverage or CPG industry
Strong background in territory management and account development
Proven track record of driving distribution and growing market share
Experience with pricing strategy and promotional execution
Proficient in Microsoft Office and familiar with CRM and EDI platforms
Strategic thinker with strong business acumen
Inspiring leader who builds trust and accountability
Responsibilities
Translate company sales initiatives into actionable territory-level plans
Drive sales performance through strategic execution and promotional planning
Lead pricing strategies and new product launches across retail channels
Monitor performance using data insights to optimize execution
Ensure accountability for product freshness and rotation across retail partners
Coach Team Leaders and Account Managers for high-performing sales execution
Build and maintain strong relationships with key retail customers
Benefits
Comprehensive health benefits package
401(k) plan with company match
Opportunities for professional development and career advancement
Flexible work environment
Employee discounts on products
Paid time off and holidays
Full Job Description
Overview
The Sales Director is responsible for developing and executing a comprehensive sales strategy to drive volume, market share, and profitability within an assigned territory or channel. This role leads a team of Leaders and Account Managers, providing strategic guidance, coaching, and performance oversight. The Sales Director plays a vital role in aligning frontline execution with company goals ensuring distribution growth, adherence to product freshness standards, and in-store excellence while fostering a culture of accountability, ownership, and team development.
Primary Responsibilities
Translate company sales initiatives into actionable territory-level plans
Drive sales performance by developing and executing sales strategies, route-level priorities, and promotional plans to achieve KPIs
Lead execution of pricing strategies, promotional programming, and new product launches across retail channels
Monitor performance via daily, weekly, and monthly reports; use data insights to optimize execution and close performance gaps
Ensure executional accountability for product rotation and adherence to freshness standards across all retail partners
Lead and coach Team Leaders and Account Managers to ensure high-performing sales execution across all accounts
Foster a culture of ownership, urgency, and excellence within the sales organization
Conduct regular ride-alongs, team meetings, and one-on-one coaching sessions to assess execution and provide development feedback
Own staffing decisions, performance reviews, and career development plans for direct reports
Hold teams accountable for identifying and addressing aging inventory, stale SKUs, and out-of-code product risks in the market
Build and maintain strong relationships with key retail customers, supplier partners, and internal stakeholders
Additional Primary Responsibilities
Actively engage in market visits to identify execution opportunities and ensure brand visibility, shelf standards, and proactive product rotation
Attend retail events, tastings, dinners, and trade shows to support account relationships and brand activation
Regularly audit product freshness in-market and lead corrective actions in collaboration with team leaders and supply chain partners
Partner with supply chain, delivery, and operations teams to ensure alignment between sales plans and operational execution
Lead budget planning and expense management efforts for the assigned territory
Oversee billing, pricing, and credit issue resolution in partnership with internal teams
Support operational routines that reduce product waste and ensure freshness standards are maintained at all customer locations
Utilize advanced sales tools, data analytics, and retail reporting platforms to identify gaps, guide strategies, and enhance productivity
Participate in monthly meetings to review KPI alignment and adjust strategies as needed
Leverage data to monitor aging inventory trends, flag underperforming SKUs, and adjust forecasts to preserve freshness across the portfolio
Minimum Qualifications
5+ years of progressive sales leadership experience in the beverage or CPG industry
Strong background in territory management, account development, and team leadership
Proven track record of driving distribution, growing market share, and leading field sales teams
Experience with pricing strategy, promotional execution, and category management
Proficient in Microsoft Office (Excel, Word, Outlook, PowerPoint); experience with CRM, VIP/Encompass, and EDI platforms preferred
Strategic thinker with strong business acumen and analytical skills
Inspiring leader who builds trust, accountability, and results-oriented teams
Passionate about executional excellence and ensuring freshness and quality of all in-market products
Comfortable navigating a fast-paced, dynamic environment while delivering results
Clear communicator who can engage stakeholders at all levels-from sales reps to suppliers
Physical Demands
Physical demands with activity or condition for a considerable amount of time may include sitting and typing/keyboarding using a computer (e.g., keyboard, mouse, and monitor) or mobile device
Physical demands with activity or condition may include walking, bending, reaching, standing, squatting, and stooping
Physical demands with activity or condition for a considerable amount of time include driving throughout the day with segments up to 2 hours
May require lifting/lowering, pushing, carrying, or pulling up to 48lbs
About Southern Glazers Wine & Spirits
Southern Glazer's Wine & Spirits is a beverage distribution company that provides a wide range of products and services to customers across the United States. The company offers a variety of wines, spirits, and beers, as well as related products and services, such as marketing and merchandising support, education and training, and logistics and transportation. Southern Glazer's Wine & Spirits was formed in 2016 through the merger of Southern Wine & Spirits and Glazer's, Inc. The company is headquartered in Fort Lauderdale, Florida.
