Director of Sales - Wholesale
$150,000–$200,000 year
On-siteCanton, Massachusetts, United States
Job Summary
Lead Territory Sales Managers and drive wholesale growth across beer, spirits, and RTD portfolios by managing key accounts, distributors, and high-volume chains. Build annual business plans, forecast demand, and align production realities with sales targets to protect margins. Conduct regular field visits, performance reviews, and market analysis using CRM data to execute targeted activations and address execution gaps. Report directly to executive leadership on market health and growth strategies. This role bridges sales, production, and logistics within the three-tier system, offering a bonus tied to KPIs and competitive benefits including a 401K match and PPE reimbursement.
Required Qualifications
- 5–10+ years of progressive sales leadership experience in beer, spirits, and RTDs
- 3–5+ years of direct experience managing Territory Sales Managers, regional sales representatives, or wholesaler-facing sales teams
- Deep, practical knowledge of distributor management, key account strategy, and the three-tier distribution system
- Demonstrated ability to build robust sales plans, accurately forecast demand, and execute cross-functional strategies in a fast-paced environment
- Proven senior leadership capabilities, balancing empathetic team coaching with strong performance accountability
- Highly analytical with fluency in depletion reports, pricing/margin models, and CRM data management
- Exceptional communication and negotiation skills—capable of bridging operational production constraints with market opportunities transparently and effectively
- Organized, proactive, and capable of managing strategic high-level plans while remaining connected to day-to-day field execution
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