Director of Retail & Chains

We're Growing - Come Grow With Us!
Are you a strategic, results-driven leader ready to make a bold impact? Johnson Brothers is entering an exciting phase of growth. As a leading family-owned distributor of wine, spirits, and beer since 1953, we pride ourselves on delivering world-class service and representing some of the most iconic brands in the industry. This is a unique opportunity to build a high-performing team, shape go-to-market strategy, and drive long-term growth in a key territory.

Join us in shaping the future of the beverage industry.

The Director of Retail & 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.

The Director owns the retail P&L and is accountable for achieving annual operating plan objectives through strategic customer partnerships, effective team leadership, and data-driven decision making. This leader collaborates closely with suppliers, customers, national account teams, sales leadership, trade development, merchandising, and operations to develop and execute winning solutions that drive sustainable growth.

• Overall retail vision and strategy.
• Retail P&L performance and annual operating plan delivery.
• Chain and strategic retail customer growth.
• Executive-level buyer and customer relationships.
• Strategic supplier partnerships and alignment.
• Annual business planning processes.
• Retail promotional calendar development and execution.
• Market pricing strategy and competitive positioning.
• Merchandising strategy and execution standards.
• Leadership and development of key retail personnel, including Chain Leadership, Retail Leadership, and Merchandising teams.

• 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.

• Establish the long-term retail growth strategy for the market.
• Drive strategic growth initiatives with chain and key retail…