Position Overview:

Reporting to the Director Strategy and Sales, the Senior Sales Manager, Retail is accountable for the overall commercial and operational performance of a large multi-unit retail network across Ontario. This role owns the divisional P&L and is responsible for delivering annual sales, volume, labour, margin, and EBITDA targets through effective commercial strategy, financial management, and disciplined execution.  This role also leads, coaches, and develops a team of District Sales Managers responsible for the performance and execution of more than 150 retail locations. By setting a clear vision, establishing strategic priorities, and driving accountability, this role ensures consistent execution of company objectives while delivering an exceptional customer experience.

Working collaboratively with Category Management, Finance, Human Resources, and Retail Operations, the Senior Sales Manager translates enterprise strategy into actionable business plans that drive profitable growth. The role champions a high-performance culture focused on accountability, innovation, continuous improvement, talent development, and operational excellence while ensuring compliance with company policies, government regulations, and responsible retailing requirements.

Key Responsibilities:

Commercial Leadership & Financial Performance

• Own the divisional P&L, delivering annual sales, volume, margin, labour, and EBITDA objectives.
• Develop annual operating plans, sales forecasts, labour plans, and financial budgets aligned with company objectives.
• Analyze financial performance, sales trends, and key business metrics to identify opportunities and risks.
• Lead regular business reviews with District Sales Managers to evaluate performance and establish action plans.
• Drive accountability for achieving sales, customer, productivity, and profitability targets across the retail network.
• Ensure effective resource allocation and financial discipline to support sustainable business growth.

Sales Strategy & Business Planning

• Develop and execute the divisional retail sales strategy to deliver sustainable and profitable growth.
• Translate company priorities into actionable business plans for District Sales Managers and store leadership teams.
• Partner with Marketing, Category Management, Merchandising, Finance, and Supply Chain to develop strategies that maximize sales performance.
• Identify opportunities to increase customer traffic, basket size, premiumization, customer loyalty, and market share.
• Leverage customer insights, competitive analysis, and market trends to inform strategic decisions.
• Champion innovation and new commercial opportunities that enhance the Wine Rack customer experience and value proposition.

Leadership & Talent Development

• Lead, coach, and develop a high-performing team of District Sales Managers through regular coaching, performance management, and talent development.
• Build leadership capability by establishing clear expectations, providing feedback, and supporting succession planning.
• Ensure District Sales Managers are equipped to execute company strategy and effectively communicate priorities to store leadership teams.
• Foster a culture of accountability, collaboration, inclusion, recognition, and continuous learning.
• Provide leadership and guidance in both unionized and non-unionized environments, ensuring effective labour relations, compliance with collective agreements, and positive employee engagement.
• Partner with Human Resources and field leaders to proactively address employee relations matters and support consistent application of company policies and practices.

Retail Execution & Customer Experience

• Ensure consistent execution of company strategies, promotional programs, merchandising standards, pricing initiatives, and customer experience priorities across the retail network.
• Partner with Retail Operations to improve store productivity, simplify execution, and enhance operational effectiveness.
• Ensure stores operate in alignment with company policies, government legislation, responsible retailing standards, and compliance requirements.
• Monitor execution metrics and identify opportunities to improve customer satisfaction and sales performance.
• Ensure clear, timely, and effective communication of business priorities throughout the retail organization.

Strategic Leadership & Business Transformation

• Provide strategic leadership on enterprise initiatives, business transformation, and continuous improvement opportunities.
• Build strong partnerships across corporate functions to align commercial strategy with operational execution.
• Lead cross-functional initiatives that improve business performance, customer experience, and organizational effectiveness.
• Encourage innovative thinking and empower leaders to identify opportunities, solve problems, and challenge existing processes.
• Represent Retail Sales in strategic planning discussions, business reviews, and leadership forums.
• Champion a culture of innovation and continuous improvement by leading through example and encouraging creative solutions.

Qualifications:

• University degree or post secondary education with a focus on Business Management, Retail Management, Commerce or related discipline
• 8+ years progressive multi-store retail experience
• Experience leading leaders in a multi-unit retail environment
• Strong P&L knowledge with experience in sales planning, forecasting, budgeting and financial performance management
• Experience leading a large volume of employees (800+), across a wide geographic area
• Leading teams through organizational change and transformation initiatives
• Beverage alcohol, grocery, convenience, or regulated retail experience, along with labour relations experience considered an asset

What we offer: 

• Competitive salary and bonus
• Benefits and Pension Plan
• Product Allowances Program
• An organization that cares about Corporate Social Responsibility  
• Tuition reimbursement 
• Training & Development Programs 
• An opportunity to learn about the world of wine

Compensation: Budgeted Range – $110,773-$152,313 the budgeted range takes into account several factors and qualifications that are considered in making compensation decisions including experience, education, training, licenses, certifications, and other business and organizational requirements. Base pay is only one component of the total rewards offering at Arterra.

The budgeted range will align with qualifications, including experience, education, training, licenses, certifications, and other business and organizational requirements.