On-Premise Sales Manager, Ontario

Andrew Peller Ltd

18h•Hybrid

About The Position

The On-Premise Sales Manager, Ontario is responsible for executing sales and marketing objectives while leading and developing a team of four On-Premise Territory Managers across Ontario. It requires strong collaboration, coaching, and strategic planning capabilities, along with analytical, interpersonal, and administrative skills. The position involves building best-in-class relationships with key customers, driving revenue through increased distribution and new account acquisition while protecting the existing business, and managing revenue mix, trade spend, and promotional budgets to achieve margin and EBITA targets. Additionally, the role contributes to and implements the broader On-Premise strategy, balancing in-office and in-field responsibilities within a fast-paced environment.

Requirements

University or College degree
Minimum 5-7 years On Premise/Licensee experience required
2 years in a leadership role
Proven leadership, strong selling skills, teamwork, strong work ethic and exceptional communication skills
Software: Word, Powerpoint, Excel, Outlook, CRM platforms
Ability to travel

Nice To Haves

Cognos knowledge an asset
WSET Level 3 or higher is an asset

Responsibilities

Accountable for Ontario On-Premise P&L
Strong focus on driving topline revenue growth, market share and EBITDA targets
Closely manage revenue mix, trade spend, LTO, promo, etc. to deliver margin & EBITA targets
Collaborate with finance and revenue management
Monitor competitive price activity and identify opportunities
Work with demand planning to accurately forecast in revenue and volume across all product segments, by sku, by month
Work closely with National On-Premise Director, Key Account Managers and Provincial Managers across Canada
Collaborate with cross-functional selling team: trade and brand marketing, demand planners, order management, finance, revenue management and Estate wine group
Coverage optimization: Ensure sales deployment and frequency is maximized for greatest sales potential
Leverage CRM for informed business development, competitive analysis and KPI tracking
Analyze sales data to identify trends, risk factors, performance drivers and actionable insights
Build and manage target account hunt lists to drive market share and topline revenue opportunities
Develop key relationships with opinion leaders and decision makers to establish APL presence and meet sales targets
Work with Key Account team to ensure seamless execution with key account partners
Achieve best in class trade results as measured by Coverage and in trade objectives (BTG, BTB and Features) in targeted on premise accounts
Identify portfolio opportunities in-line with APL’s On-Premise strategy and support commercialization
Research, develop, measure and communicate key performance indicators against business plan for the Ontario On-Premise sales channel
Spearhead the development, execution, and post analysis of innovative trade marketing programs including distribution drives, BTG features, promotions and product launches
Monitor, communicate and recommend solutions regarding competitor activities and developments
Lead and develop a team of 4 On-Premise Territory Managers
Embody APL’s values and lead with integrity, ownership and accountability
Recruit, train and develop new people if vacancies occur
Establish and communicate clear goals and priorities. Provide the necessary coaching and support of their goals
Work in-field with team to coach, support customer relationships, and develop leads
Performance evaluation and salary recommendation of direct reports
Lead weekly conference calls and quarterly sales meetings to align on execution of key programs and priorities
Support development plans for all direct reports