Area Manager, On-Premise Wine and Spirits

Key Responsibilities

• Create and communicate a clear, compelling vision for the area that aligns teams to company priorities and performance goals.
• Lead change initiatives across the area, fostering innovation, accountability, and continuous improvement.
• Make sound strategic judgments by recognizing patterns, risks, and opportunities across multiple districts and market segments.
• Inspire commitment and collaboration across districts to achieve results.

People Management & Development

• Manage, coach, and develop DMs to ensure strong leadership of their teams and effective execution in all accounts.
• Provide direction, supervision, training, evaluation, and development to support each DM team’s success.
• Collaborate with DMs on personnel matters and territory alignment; maintain overall responsibility for area personnel issues and team structure.
• Establish area-wide accountability standards, conduct performance evaluations for DMs with clear development plans and measurable goals.
• Cultivate an inclusive, high-achievement culture and address escalations professionally and promptly.

Business Planning & Monitoring

• Assist Division Manager in developing and executing a successful business plan for the area.
• Manage portfolio profitability to meet plan goals; ensure pricing discipline and guardrails are followed.
• Maintain accurate inventory levels and collaborate with cross-functional teams to balance supply, demand, and execution.
• Monitor KPIs (distribution, depletions, revenue/margin, display/feature compliance, new item speed-to-shelf) to keep the area on plan; analyze results and course-correct as needed.
• Ensure routing, workload balance, and operational efficiency across districts.

Sales Planning, Execution & Monitoring

• Assist in developing sales plans, quotas, and supplier objectives, including the methods to achieve those goals.
• Set sales goals at the area and district level; guide DMs in building actionable plans to achieve them.
• Review and communicate sales vs. goal progress regularly.
• Ensure execution on new item launches, priority brand programming, retail placements, and sell-through.
• Educate and develop staff to improve product knowledge and execution excellence.
• Present in the market with DMs and their teams to evaluate execution, coach in real time, and strengthen retailer and supplier relationships.

Supplier Management

• Build and maintain strong relationships with key suppliers;
• Represent the area in business reviews, planning meetings, and market visits.
• Work closely with supplier partners to create a positive, solutions-oriented environment and achieve mutually established goals.
• Align supplier goals with area and district plans; manage portfolio priorities to ensure proper 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.