Job Posting
Ontario Sales Manager – On-Premise
Location: Ontario (Hybrid)
Travel: Extensive in-market travel required
About the Role
We are seeking an experienced sales leader to manage and grow an on-premise beverage alcohol business across Ontario. This role is accountable for delivering revenue and profitability targets while leading and developing a field sales team operating within licensed establishments across the province.
The position requires a strong balance of strategic planning, financial accountability, people leadership, and hands-on market execution. The successful candidate will collaborate closely with cross-functional partners to implement on-premise strategies, optimize trade investment, and expand distribution and account presence.
Key Responsibilities
Sales & Commercial Leadership
- Lead the Ontario on-premise business to achieve quarterly and annual revenue and profitability targets.
- Drive topline growth through increased distribution, new account acquisition, and protection of base business.
- Manage revenue mix, trade spend, promotional activity, and limited-time offers to deliver margin objectives.
- Implement and contribute to broader on-premise commercial strategies in alignment with national direction.
- Balance office-based responsibilities with regular in-field engagement in a fast-paced environment.
Financial & Forecast Accountability
- Own financial performance for the Ontario on-premise channel.
- Drive market share growth and profitability through disciplined trade and promotional investment.
- Partner with finance and revenue management on budgeting, forecasting, and performance tracking.
- Monitor competitive pricing and identify commercial opportunities.
- Collaborate with demand planning to deliver accurate volume and revenue forecasts by SKU and period.
Sales Execution & Market Development
- Work closely with national and regional sales leadership to ensure alignment on strategy and execution.
- Partner cross-functionally with marketing, demand planning, order management, finance, and revenue management.
- Optimize territory coverage, call frequency, and resource deployment.
- Leverage CRM tools for opportunity management, KPI tracking, and competitive analysis.
- Analyze sales data to identify trends, risks, and performance drivers.
- Build and manage target account lists to drive incremental growth.
- Develop strong relationships with key decision-makers and industry influencers.
- Ensure seamless execution with key account partners.
- Lead the development and execution of trade programs, including distribution initiatives, promotions, features, and product launches.
- Track, evaluate, and communicate performance against business plans.
- Monitor competitive activity and recommend strategic responses.
People Leadership
- Lead, coach, and develop a team of field sales professionals supporting the on-premise channel.
- Set clear goals, priorities, and execution standards.
- Conduct regular in-field coaching and customer visits with team members.
- Recruit and onboard new team members as required.
- Manage performance evaluations and compensation recommendations.
- Lead regular team meetings and business reviews.
- Support individual development plans and career progression.
Health & Safety
- Promote and maintain a safe and healthy work environment.
- Ensure compliance with health and safety policies and regulatory requirements.
- Foster a culture where safety is treated as a shared responsibility.
Reporting Relationships
- Reports to: Senior On-Premise Sales Leadership
- Leads: Field Sales / Territory Sales Team
Working Conditions
- Hybrid working model including office, home, and in-field work.
- Frequent interaction with internal and external stakeholders.
- Regular travel and work outside standard business hours.
- Responsibility for handling confidential and commercially sensitive information.
Key Performance Indicators
- Achievement of revenue and profitability targets for the Ontario on-premise channel.
- Market share growth through distribution expansion and new account acquisition.
- Effective territory coverage and resource utilization.
- Execution of on-premise commercial strategy.
- Team performance, engagement, and development.
Qualifications & Experience
- University or college degree preferred.
- 5–7 years of experience in licensed on-premise or regulated beverage alcohol sales.
- Prior people leadership experience in a field sales environment.
- Strong commercial acumen and negotiation skills.
- Proven ability to lead teams and drive results in a competitive environment.
- Strong analytical, communication, and relationship-building skills.
- Proficiency with CRM tools and standard business software.
- Industry certifications related to beverage alcohol are an asset.
Willingness and ability to travel extensively across Ontario.
