What are the responsibilities and job description for the Director of Sales - Wholesale position at Trillium?
Director of Sales - Wholesale
Position Summary:
Trillium is seeking a strategic and results-driven Director of Sales – Wholesale to lead our distributed sales strategy, manage key accounts, and direct our team of Territory Sales Managers. This senior role serves as the primary bridge between sales, production, and logistics—ensuring ambitious sales targets are aligned with production realities and margin goals across beer, spirits, and RTD portfolios within the three-tier system. This role will receive a bonus of up to 45% of salary tied to annually defined KPI's.
Job Duties & Responsibilities
Team Leadership & Talent Development
- Direct Management: Lead, coach, and hold Territory Sales Managers accountable to clear KPIs and field execution goals.
- Field Mentorship: Perform regular market visits, ride-alongs, structured 1:1s, and quarterly performance reviews to elevate account-level performance
Key Account & Distributor Management
- Retail & Chain Growth: Own key account strategy across high-volume on-premise and off-premise accounts, focusing on chain relationships and key independents.
- Wholesaler Alignment: Build annual business plans with distributor partners, holding them accountable for volume targets, visibility, quality standards, and execution of terms.
- Marketing Activation: Partner with Marketing to drive targeted account programming, tastings, tap takeovers, and high-impact POS deployment.
Strategic Planning, Pricing & Operational Alignment
- Commercial Planning: Build and maintain volume forecasts, sales plans, pricing structures, and trade spend models that protect profit margins.
- Cross-Functional Operations: Serve as the core bridge between sales, production, and logistics to align market demand and fulfillment with product release schedules and inventory availability.
Data Analysis & Performance Reporting
- Market Insights: Track and analyze shipments, depletions, margins, and CRM data (e.g., Salesforce) to identify expansion opportunities and address performance gaps.
- Executive Reporting: Present regular sales forecasts, market health updates, competitive intelligence, and growth strategies to executive leadership.
Additional duties may be assigned as necessary.
Desired Qualifications & Abilities
Qualifications & Experience
- 5–10 years of progressive sales leadership experience in beer, spirits, and RTDs.
- 3–5 years of direct experience managing Territory Sales Managers, regional sales representatives, or wholesaler-facing sales teams.
- Deep, practical knowledge of distributor management, key account strategy, and the three-tier distribution system.
- Demonstrated ability to build robust sales plans, accurately forecast demand, and execute cross-functional strategies in a fast-paced environment
Knowledge, Skills & Abilities
- Proven senior leadership capabilities, balancing empathetic team coaching with strong performance accountability.
- Highly analytical with fluency in depletion reports, pricing/margin models, and CRM data management.
- Exceptional communication and negotiation skills—capable of bridging operational production constraints with market opportunities transparently and effectively.
- Organized, proactive, and capable of managing strategic high-level plans while remaining connected to day-to-day field execution.
Benefits
- Medical, dental and vision benefits with no wait period
- Short term disability and life insurance
- 401K plan with generous match with no wait period
- Performance Incentive Bonus
- Paid time off
- Educational Reimbursement Program
- MBTA Pass discount
- PPE Reimbursement
- Trillium Comp Card
- Trillium discounts
- Philanthropy program
- Employee gym