Sales Manager On Premise

MacDonald Search Group; Toronto; On-site; CAD 90,000 - 130,000; Full time

Job summary

MacDonald Search Group is seeking an Ontario Sales Manager - On-Premise to lead the sales team, drive portfolio performance, and serve as the commercial link between suppliers and the Ontario market. The role emphasizes coaching in the field, actionable market plans, and delivering measurable growth across the Ontario on-premise portfolio.

The successful candidate will be responsible for developing sales strategies, expanding distribution, and aligning supplier investment with market

Qualifications

• Progressive sales leadership in beverage alcohol.
• Deep knowledge of the Ontario on-premise market.
• Experience representing premium and ultra-premium wine brands.
• Proven ability to coach and inspire sales teams.
• Strong supplier/partner management experience.
• Analytical mindset with focus on performance and planning.
• Willingness to travel within Ontario.

Responsibilities

• Lead, coach and develop the Ontario on-premise sales team.
• Set clear sales priorities, targets and accountability.
• Grow sales, distribution and market presence for the portfolio.
• Increase points of distribution, placements and account penetration.
• Secure new accounts and expand existing business with suppliers.
• Identify opportunities for promos, tastings and activations.
• Monitor market trends and translate insights into opportunities.
• Prepare supplier business reviews and internal reports.

Skills

Sales leadership

Ontario market knowledge

Premium wine brands

Supplier relationship mgmt

Strategic planning

Negotiation & communication

Team development

Job description

Ontario Sales Manager - On-Premise

Beverage Alcohol | Toronto / GTA, Ontario

MacDonald Search Group has been asked by our confidential client, an established Canadian beverage alcohol agency representing a portfolio of premium and ultra-premium brands, to recruit an Ontario Sales Manager - On-Premise.

This is a senior commercial leadership opportunity for an experienced beverage alcohol professional who understands the Ontario on-premise market, enjoys developing sales teams and knows how to translate supplier objectives into measurable market results.

The role sits at the intersection of Sales Team Leadership, Supplier Management and Portfolio Growth, with responsibility for driving the performance of the agency's on-premise consignment and VQA portfolio across Ontario.

The Opportunity

Reporting to senior leadership, the Ontario Sales Manager will lead the sales team responsible for the portfolio while serving as the primary commercial link between international and domestic supplier partners and the Ontario market.

You will be responsible for developing sales strategies, growing distribution and placements, managing supplier expectations, developing your team and ensuring commercial plans translate into execution in market.

This is a hands‑on sales leadership role for someone who is equally comfortable coaching in the field, presenting a business review to a supplier, analyzing performance by SKU and developing a strategy to win new accounts.

Sales Leadership & Market Development

• Lead, coach and develop the Ontario on-premise sales team.
• Establish clear sales priorities, targets and accountability across the team.
• Drive growth in sales, distribution and market presence across the portfolio.
• Develop strategies to increase points of distribution, placements and account penetration.
• Work alongside the sales team to secure new accounts and expand existing business.
• Identify opportunities for features, promotions, tastings, activations and other sales-driving initiatives.
• Monitor market trends and competitive activity and translate insights into commercial opportunities.
• Develop action plans for priority brands, growth opportunities and underperforming parts of the portfolio.

Supplier & Portfolio Management

• Serve as a key commercial partner to premium and ultra-premium wine suppliers.
• Translate supplier objectives into clear and actionable Ontario sales plans.
• Develop business plans aligned with supplier and agency objectives.
• Ensure suppliers have strong visibility into sales activity, distribution and market development.
• Coordinate supplier participation in sales meetings, customer presentations and market visits.
• Align supplier investment and marketing support with the strongest commercial opportunities.
• Build trusted relationships through transparent communication, strong execution and measurable results.

Performance & Commercial Management

• Track sales performance across supplier, brand, SKU, territory and salesperson.
• Manage performance against budgets, targets and prior-year results.
• Prepare and deliver regular supplier business reviews and internal sales reporting.
• Identify performance gaps and implement corrective action plans.
• Provide suppliers with meaningful market insights and recommendations.
• Report on distribution growth, new-account development and key commercial initiatives.
• Maintain strong commercial and financial discipline across the portfolio.

Cross-Functional Leadership

• Partner closely with Logistics regarding product availability and operational requirements.
• Collaborate with Marketing on supplier programs, activations and brand initiatives.
• Work with Finance on commercial matters as required.
• Collaborate with LCBO and other sales teams to maximize portfolio opportunities.
• Maintain strong alignment between suppliers, salespeople and internal stakeholders.

What We're Looking For

The Successful Candidate Will Bring

• Progressive sales and commercial leadership experience within beverage alcohol.
• Strong knowledge of the Ontario on-premise market.
• Experience representing and developing premium and ultra-premium wine brands.
• Demonstrated success leading, coaching and inspiring sales teams.
• Experience developing sales plans and managing performance against budgets and targets.
• Strong supplier/principal relationship-management experience.
• A track record of growing sales, distribution and new business.
• Strong commercial and financial acumen.
• Excellent influencing, negotiation and communication skills.
• An analytical approach to sales performance and business planning.
• A positive, action-oriented leadership style with a strong desire to win.

You should be comfortable spending time in market with your team and customers, while also possessing the commercial maturity to work directly with senior supplier partners.

Some Ontario travel, customer events, supplier visits and occasional evening industry events will be required.

The incentive program rewards a combination of sales team performance, growth/new business and management/team development.

Why Consider This Opportunity?

This is an opportunity to take meaningful ownership of an established premium portfolio while influencing both how brands are represented in Ontario and how the sales organization performs in market.

For someone who loves beverage alcohol, understands the restaurant and hospitality community and enjoys developing people, this offers an attractive combination of team leadership, supplier exposure, portfolio strategy and frontline commercial execution.