Job Description:

Oxford Street Merchants, is the luxury selling division of Johnson Brothers. Our sales teams are passionate about the world class wines & spirits producers we represent.

Reporting directly to the Chief Commercial Officer the Sr Director of Sales is a pivotal role that requires a focus on executing high-impact sales strategies, travelling to each of our 14 Branches, building relationships with OSM sales teams, branch leadership , suppliers and key customers.   You will drive will drive measurable outcomes in sales growth and execution of supplier initiative’s. This role demands a leader who can influence and inspire without direct authority.

Key Responsibilities

Johnson Brothers –Travel Requirements: 50%

Sales Leadership

• Develop and execute a strategic plan to achieve sales targets and Deliver the Annual Operating Plan (AOP)
• Serve as the face of Oxford Street Merchants (OSM) across the network.
• Train and motivate the sales team to standardize the expectation of exceeding sales goals.
• Drive optimized branch structure and assess opportunities to enhance alignment and efficiency across all 14 markets.
• Build visibility for best practices in process, talent management, and selling strategies. Drive implementation across all branches.
• Identify emerging categories and market shifts while being aware of new products and competition status.
• Identify emerging suppliers and brands, working collaboratively with supplier performance to win their business.
• Establish and cultivate strong relationships with key accounts, industry leaders, and suppliers’ partners.
• Create and oversee market execution plans, with measurable goals for geography, channel, customer, and brand.
• Conduct in-depth analysis of performance metrics by channel, geography, customer, and brand to identify sales gaps and refine strategies.

Execution Excellence

• Contribute to the Annual planning process, managing tactical budgets while optimizing pricing and promotion strategies.
• Track and measure key execution metrics, including displays, feature ads, pricing, distribution penetration within accounts, visibility, and account penetration.
• Working with supplier performance and branch leadership increase and optimize OSM Revenue Management & profitability, leveraging data-driven decision-making.
• Standardize and optimize sales tools, including sell sheets, to ensure alignment and effectiveness across all branches.
• During market training and selling visits conduct regular market surveys and participate in cadenced business reviews with supplier leadership.

Team Development

• With branch leadership assess & develop top talent to ensure high-performing teams across markets.
• Train and develop teams of accredited specialists to achieve executional excellence.
• Partner with strategic suppliers to design and implement comprehensive training programs for the OSM  sales network.
• Lead monthly OSM calls to set short term sales goals, drive and celebrate results communicate strategic initiatives and updates to all branches.
• Foster alignment across the organization by communicating portfolio priorities and execution metrics effectively.

Operational Management

• Oversee forecasting processes and manage inventory planning in collaboration with internal teams.
• Work with purchasing to maintain healthy inventory levels and adhere to contractual obligations.
• Serve as a strategic partner with senior leadership to bring ideas, solutions and influence decision-making and strategy development (“have a seat at the table”).

Required Qualifications

Skills & Abilities

• Ability to communicate, present and influence credibly and effectively at all levels of the organization.
• Strong business sense and industry expertise.
• Excellent mentoring, coaching and people management skills.
• Strong strategic thinking and executional leadership skills.
• Proven ability to build, assess, and develop top talent.
• Excellent written and verbal communication skills, with the ability to engage all levels, including senior leadership.
• Ability to lead with influence, inspire teams, and drive alignment across branches and markets.
• Data-driven approach to decision-making and performance tracking.
• Proficiency in Microsoft Office, particularly Excel and PowerPoint.

Experience

• 10+ years of commercial sales experience, including data and analytics expertise.
• Demonstrated success in managing supplier relationships, driving revenue growth, and delivering strategic business outcomes.