Company: Johnson Brothers
Location: locationsSt. Paul, MN
Overview
Oxford Street Merchants is the luxury selling division of Johnson Brothers. Reporting directly to the Chief Commercial Officer the Sr Director of Sales is a pivotal role that requires a focus on executing high-impact sales strategies, travelling to each of the company’s 14 branches, building relationships with OSM sales teams, branch leadership, suppliers and key customers. You will drive will drive measurable outcomes in sales growth and execution of supplier initiative’s. This role demands a leader who can influence and inspire without direct authority.
Key Responsibilities
Sales Leadership
- Develop and execute a strategic plan to achieve sales targets and Deliver the Annual Operating Plan (AOP).
- Serve as the face of Oxford Street Merchants (OSM) across the network.
- Train and motivate the sales team to standardize the expectation of exceeding sales goals.
- Drive optimized branch structure and assess opportunities to enhance alignment and efficiency across all 14 markets.
- Build visibility for best practices in process, talent management and selling strategies. Drive implementation across all branches.
- Identify emerging categories and market shifts while being aware of new products and competition status.
- Identify emerging suppliers and brands, working collaboratively with supplier performance to win their business.
- Establish and cultivate strong relationships with key accounts, industry leaders and suppliers’ partners.
- Create and oversee market execution plans, with measurable goals for geography, channel, customer and brand.
- Conduct in-depth analysis of performance metrics by channel, geography, customer and brand to identify sales gaps and refine strategies.
Execution Excellence
- Contribute to the annual planning process, managing tactical budgets while optimizing pricing and promotion strategies.
- Track and measure key execution metrics, including displays, feature ads, pricing, distribution penetration within accounts, visibility and account penetration.
- Working with supplier performance and branch leadership increase and optimize OSM Revenue Management & profitability, leveraging data-driven decision-making.
- Standardize and optimize sales tools, including sell sheets, to ensure alignment and effectiveness across all branches.
- During market training and selling visits conduct regular market surveys and participate in cadenced business reviews with supplier leadership.
Team Development
- With branch leadership assess and develop top talent to ensure high-performing teams across markets.
- Train and develop teams of accredited specialists to achieve executional excellence.
- Partner with strategic suppliers to design and implement comprehensive training programs for the OSM sales network.
- Lead monthly OSM calls to set short term sales goals, drive and celebrate results communicate strategic initiatives and updates to all branches.
- Foster alignment across the organization by communicating portfolio priorities and execution metrics effectively.
Operational Management
- Oversee forecasting processes and manage inventory planning in collaboration with internal teams.
- Work with purchasing to maintain healthy inventory levels and adhere to contractual obligations.
- Serve as a strategic partner with senior leadership to bring ideas, solutions and influence decision-making and strategy development (“have a seat at the table”).
Qualifications
Skills & Abilities
- Ability to communicate, present and influence credibly and effectively at all levels of the organization.
- Strong business sense and industry expertise.
- Excellent mentoring, coaching and people management skills.
- Strong strategic thinking and executional leadership skills.
- Proven ability to build, assess and develop top talent.
- Excellent written and verbal communication skills, with the ability to engage all levels, including senior leadership.
- Ability to lead with influence, inspire teams and drive alignment across branches and markets.
- Data-driven approach to decision-making and performance tracking.
- Proficiency in Microsoft Office, particularly Excel and PowerPoint.
Experience
- 10+ years of commercial sales experience, including data and analytics expertise.
- Demonstrated success in managing supplier relationships, driving revenue growth and delivering strategic business outcomes.
Education
- Bachelor’s degree or equivalent experience required.
- CSW, WSET3 or Certified Sommelier certification required.
