Ontario Sales Manager – On-Premise

Job Description

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.