Vice President of National Trade Development

Looking for a rewarding career?

Johnson Brothers is a leading family‑owned distributor of wine, spirits, and beer, delivering exceptional service since 1953. We proudly represent the world’s top beverage brands and are committed to excellence, innovation, and growth. Johnson Brothers offers exciting opportunities in a variety of areas. Join our passionate team and help shape the future of the beverage industry!

The Vice President of Trade Development – U.S. will be responsible for driving disciplined execution of national commercial systems and strategic initiatives across all Johnson Brothers markets. This role is accountable for ensuring every branch is structured, resourced, and operating with a clear execution plan — with defined timelines, measurable outcomes, and ownership. The VP leads cross‑functional project management, establishes field performance routines, removes barriers to delivery, and ensures consistent follow‑through from strategy to in‑market execution.

• Drive execution and completion of strategic initiatives — set timelines, define deliverables, assign accountability, and track results to closure
• Build and enforce an execution‑first culture that prioritizes project management discipline, clear playbooks, and field follow‑through
• Ensure every branch is structured for success in Trade Development — right people, right roles, right focus
• Lead national deployment and ongoing management of the Quota Management System (QMS) and Priority Supplier Calendar, ensuring timely adoption and consistent execution
• Oversee division‑specific goal models (Drive, Focus, Key, and 31‑Day Revenue) and ensure goals translate to actionable field plans
• Manage the Supplier Planning & Performance Workbook and quarterly alignment cadence with GMs and Supplier Teams — with accountability for outcomes
• Lead the Commercial Planning discipline including volume targets, KPIs, activity‑based planning, pricing, and ROI — and ensure plans convert to in‑market action
• Own and manage field communication tools (JBHub, e‑blasts, sales graphics, POS deployment) with an emphasis on clarity, consistency, and execution readiness
• Support all pricing, margin, and inventory reporting initiatives, connecting insights directly to corrective actions
• Champion proactive trade marketing, conceptual selling, and supplier storytelling — supported by data and measurable execution plans
• Leverage AI, e‑commerce platforms, and emerging technologies to improve execution efficiency, performance visibility, and field productivity

• Bachelor’s degree in Business Administration, Marketing, or a related field required
• Master’s degree preferred

• Minimum of 15 years in the CPG or retail industry
• Proven track record driving execution, managing complex projects, and delivering against timelines
• Demonstrated leadership in Trade Development, Commercial Planning, or Sales Strategy
• Experience leading cross‑functional, multi‑market teams and managing enterprise rollouts
• Success implementing commercial tools, planning systems, and performance routines

• Deep understanding of pricing, quota management, goal setting, and supplier execution models
• Strong financial acumen; ability to connect reporting to corrective action
• Familiarity with national and local supplier engagement and activation models

• Execution‑driven leadership with strong project management discipline
• Ability to translate strategy into clear field actions with defined ownership
• Exceptional communication and cross‑functional collaboration skills
• Commercial acumen with a bias toward measurable outcomes
• Capability to build scalable systems, operating routines, and accountability structures

• Microsoft Office (Excel, PowerPoint, Outlook, Word)
• Experience with CRM, analytics, sales planning, and inventory systems
• Familiarity with syndicated data and digital selling platforms

The expected pay range for this role is $168,000 - $256,000. It is not typical for an individual to be hired at or near the top of the range for their role. Actual placement within range will be contingent upon several factors, including but not limited to the…