Director of Retail and Chains
Company: Johnson Brothers
Location: Aurora, CO
Overview
The Director of Retail and Chains is responsible for establishing and executing the overall retail vision and strategy for the market while delivering profitable revenue growth, market share expansion, and supplier performance across all retail channels. This role serves as the senior commercial leader for chain accounts, strategic retail customers, and retail execution, ensuring alignment between supplier priorities, customer growth initiatives, pricing strategy, merchandising excellence, and field sales execution.
Primary Responsibilities
Deliver annual volume, revenue, profit, and share growth goals across all assigned retail channels and strategic customers.
Help retailers grow their spirits, beer, wine, and non-alcohol categories through Johnson Brothers solutions that increase households, trips, basket size, and overall category profitability.
Develop and execute channel-specific sales, distribution, pricing, merchandising, and promotional strategies that support both short and long-term Johnson Brothers objectives.
Develop annual volume, revenue, and share growth goals in partnership with branch and corporate leadership teams.
Deliver supplier goals and key performance indicators on a monthly, quarterly, and annual basis.
Build and maintain strategic relationships with key regional and national retail decision makers at both local and corporate levels.
Cultivate trusted partnerships with customers through collaborative business planning, innovative growth solutions, and consistent execution.
Utilize syndicated data, customer scorecards, market analytics, and consumer insights to identify opportunities and drive performance.
Lead annual customer business reviews and supplier planning sessions.
Ensure flawless execution of promotions, displays, assortment initiatives, pricing programs, and new product launches.
Proactively identify and resolve performance gaps related to supplier priorities, inventory management, distribution, merchandising, and promotional effectiveness.
Minimum Qualifications
Bachelor’s degree in Business, Marketing, Sales, or related field preferred.
7+ years of progressive leadership experience in beverage alcohol, consumer packaged goods, retail sales, chain account management, or commercial leadership.
5+ years of experience leading customer-facing sales teams, people managers, and cross-functional business initiatives.
Proven track record of delivering profitable revenue growth, market share gains, supplier performance objectives, and annual operating plan results.
Experience owning a business unit, P&L, or significant commercial portfolio.
Strong understanding of the highly regulated three-tier beverage alcohol distribution system.
Experience managing strategic relationships with national, regional, and local retail customers, including executive-level buyers and decision-makers.
Deep understanding of syndicated data, category management, pricing strategy, promotional effectiveness, merchandising, and consumer insights.
Proven ability to convert actionable insights into competitive advantages and measurable business results.
Excellent solution-oriented, data-driven selling capabilities with strong financial and business acumen.
Exceptional presentation, negotiation, communication, and executive relationship management skills.
Highly proficient in Microsoft Office Suite, Power BI, syndicated data platforms, and sales analytics tools.
Ability to travel throughout the market and key customer locations as needed.
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