Director of Trade Development

Johnson Brothers•Tampa, FL

About The Position

Looking for a rewarding career? Johnson Brothers is a leading family-owned distributor of wine, spirits, and beer, delivering exceptional service since 1953. We proudly represent the world’s top beverage brands and are committed to excellence, innovation, and growth. Johnson Brothers offers exciting opportunities in a variety of areas. Join our passionate team and help shape the future of the beverage industry! The Trade Development Director is the epicenter of execution of branch and supplier plans in the state. Your responsibilities impact both front of house (sales) and back of house (price, margin, inventory, trade marketing, sales technology). Critical to your success is the ability to collaborate with others while driving high standards. This includes Johnson Brothers commercial sales, finance, operations, our suppliers / brand owners and retail / on-premises customers. The role needs to walk a fine line between growing profitable volume while managing sales capacity and prioritization of strategic supplier plans. Because this role spans all channels and aspects of the business, the individual needs to have a broad-based understanding of sales, pricing, planning, budget management and forecasting.

Requirements

5+ years’ experience in the beverage alcohol or CPG industry with a mix of Distributor and Supplier
Experience: Proven background in Trade Development, Commercial Strategy, or Sales Operations with demonstrated impact on revenue growth and gross margin improvement
Experience with Sales & Operations Planning (S&OP) processes and tools
Experience developing and executing go-to-market strategies and/or leading supplier planning initiatives.
Advanced Microsoft Office Experience: Proficiency in Excel helps in optimizing capacity planning and implementing efficient processes
Previous experience with data and pricing analysis with the ability to interpret sales trends, manage forecasts, and drive actionable insights

Nice To Haves

AS400 (legacy inventory and order processing system) experience preferred

Responsibilities

Empowers sales to drive performance and execute the plan through tools, support, and metric tracking
Develops and organizes the right team, structure, and talent to drive Trade Development
Collaborates closely with executive functions and commercial teams
Creates capacity through strategic supplier prioritization and focus against planning, programming, quota management and promotional calendars
Effectively tracks plan attainment progress, core KPIs, and market pricing
Maximizes gross margin, pricing and profit management
Manages Sales and Operations Planning (S&OP), forecast updates and inventory management
Coordinates supplier meetings, reviews, ride withs and blitzes
Develops and coordinates incentives / prioritization (with sales mgt input)
POS management (incoming and outgoing)
Act as main point of contact with National Commercial functions
Manages supplier banks, brand development funds and local marketing funds
Oversees Trade Marketing around program, print, digital, fleet advertising and Graphics department usage
Oversees Sales Technology capabilities, driving adoption and execution of JBHub, eBlasts, ACH payment transactions, as well as future-state CRM and AI technologies
Leads branch-driven RFP work (as needed)