Area Manager, Retail

Johnson Brothers•Tampa, FL

About The Position

Johnson Brothers is seeking a high-energy, motivated Area Sales Manager to lead and develop District Managers and their Sales Consultants across a designated region. The role is responsible for managing, developing, and motivating district teams; implementing sales plans; achieving company and supplier goals; maintaining key account relationships; and ensuring operational excellence. The Area Manager provides strategic leadership, develops people and performance, contributes to business planning, monitors financial and operational results, guides sales execution, and builds supplier partnerships. The role works with the Division Manager, District Managers, suppliers, Sales Directors, and internal teams to align priorities and achieve area-wide goals.

Requirements

Minimum 2 years in a District Manager role or higher.
Proven leadership, coaching, and talent-development capabilities.
Excellent interpersonal and communication skills, with the ability to influence across organizational levels.
Exceptional analytical, planning, and problem-solving skills, with strong financial acumen.
Ability to lift up to 50 lbs. of product.
Valid driver’s license, satisfactory driving record, and reliable transportation.
Must pass a criminal background check and motor vehicle record check.

Nice To Haves

Bachelor’s degree.
4+ years of overall sales experience, preferably in the wine or spirits industry.
Proficiency in MS Office.
Familiarity with PowerBI, Pocket Advantage, Workday, and JB pricing/profit tools.

Responsibilities

Create and communicate an area vision aligned with company priorities and performance goals.
Lead change initiatives and foster innovation, accountability, continuous improvement, commitment, and collaboration across districts.
Manage, coach, train, evaluate, and develop District Managers to support effective leadership and execution.
Reinforce work-with schedules and conduct field coaching days with District Managers and Sales Consultants.
Collaborate with District Managers on personnel matters and territory alignment, while maintaining responsibility for area personnel issues and team structure.
Set area-wide accountability standards and conduct District Manager performance evaluations with 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.
Assist the Division Manager in developing and executing the area business plan.
Manage portfolio profitability, pricing discipline, inventory levels, and coordination of supply, demand, and execution.
Monitor area KPIs, analyze results, and course-correct as needed.
Ensure routing, workload balance, and operational efficiency across districts.
Assist in developing sales plans, quotas, and supplier objectives, including methods to achieve them.
Set area- and district-level sales goals, guide District Managers in creating actionable plans, and communicate sales progress against goals.
Ensure execution of new item launches, priority brand programming, retail placements, and sell-through.
Educate and develop staff to improve product knowledge and execution.
Work in the market with District Managers and their teams to evaluate execution, coach in real time, and strengthen retailer and supplier relationships.
Build and maintain relationships with key suppliers and represent the area in business reviews, planning meetings, and market visits.
Work with supplier partners to achieve mutually established goals and align supplier goals with area and district plans.
Manage portfolio priorities to ensure appropriate 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.