Role Overview

The Texas State Sales Manager is the senior commercial leader responsible for owning and accelerating all sales execution across the state of Texas—one of the most critical and competitive spirits markets in the U.S. This role has full accountability for revenue growth, depletion performance, distribution expansion, and brand execution across both on-premise and off-premise channels.

This leader will serve as the primary point of ownership for distributor management, chain execution, market planning, and field activation, while building, coaching, and scaling a best-in-class Texas market team. Success in this role requires deep Texas trade knowledge, strong distributor influence, disciplined execution, and the ability to operate with both strategic vision and hands-on urgency.

Texas presents complex trade dynamics, diverse consumer behaviors, and intense competitive pressure—this role demands a proven operator who can drive results through people, partnerships, and precision.

Key Responsibilities

State Leadership & Strategy

• Own the full Texas P&L and commercial execution for the craft spirits portfolio
• Develop and execute a Texas-specific sales strategy aligned with national priorities and brand growth objectives
• Build comprehensive annual state business plans inclusive of volume targets, pricing strategy, promotional calendars, and KPI benchmarks

Distributor & Wholesaler Management

• Lead and manage distributor partners (primarily Southern Glazer’s Wine & Spirits), ensuring accountability to depletion, distribution, programming, and execution standards
• Influence distributor leadership and field teams to prioritize brand focus and execution
• Conduct regular business reviews, performance evaluations, and corrective action plans as needed

Team Leadership & Development

• Lead, coach, and develop Regional Sales Representatives and Brand Ambassadors across key Texas metros (DFW, Houston, Austin, San Antonio, etc.)
• Set clear expectations, performance metrics, and development plans for the Texas field team
• Build a performance-driven culture rooted in accountability, collaboration, and continuous improvement

Key Account & Chain Execution

• Own execution with major on-premise and off-premise chains, regional groups, and high-impact independents
• Drive distribution gains, menu placements, features, displays, and innovation launches
• Lead key account planning, pricing negotiations, and program execution at the state level

Execution, Analytics & Market Intelligence

• Oversee forecasting, inventory management, and monthly performance dashboards to ensure accurate demand planning and healthy inventory levels
• Analyze competitive activity, pricing dynamics, category trends, and consumer insights to identify growth opportunities
• Deliver clear, data-driven performance updates and strategic recommendations to senior leadership

Market Presence & Brand Activation

• Maintain a strong field presence through frequent market visits, ride-withs, account calls, and distributor engagement
• Partner closely with Marketing to localize brand programs and activations aligned with Texas trade needs and consumer occasions
• Build and maintain relationships with key buyers, influential retailers, distributor leadership, and industry stakeholders

Qualifications

• 5–7+ years of progressive experience in spirits, wine, or beer with deep Texas market expertise
• Proven success managing Southern Glazer’s and navigating Texas distributor networks
• Demonstrated track record of driving sustained volume growth and distribution expansion
• Strong chain selling experience
• Advanced analytical skills with experience in depletion reporting, pricing strategy, forecasting, and ROI measurement
• Excellent communication, presentation, and negotiation skills
• Entrepreneurial mindset with the ability to thrive in a fast-growth, high-accountability environment
• Willingness and ability to travel 50–70% within Texas

Core Competencies

• Commercial leadership and ownership
• Distributor influence and partnership management
• Team building, coaching, and performance management
• Strategic thinking paired with executional discipline
• Relationship building and persuasive communication
• Competitive drive and results orientation