Field Sales Manager Vic – On Trade Fine Wine Retail.

Samuel Smith &

• Son incorporating Negociants Australia An opportunity exists within Samuel Smith &

• Son, a respected, family-owned wine merchant. Established in 1923 by the Hill-Smith family, Samuel Smith &

• Son services the liquor industry of Australia with a premium portfolio of family owned national and international fine wines and beverages.

Samuel

Smith &

• Son also incorporates Negociants Australia, renowned importer of the world’s finest wines supporting a network of on-premise and retail venues in Australia. Both portfolios proudly represent outstanding family-owned wineries from Australia and abroad.

About the role

Reporting to the Region Manager Vic/Tas, the Field Sales Manager will provide strong leadership to the team of Vic based Area Managers in the On Trade Fine Wine Retail channel. The Field Sales Manager is accountable to achieve budgeted targets by ensuring each team member is empowered, appropriately skilled and accountable for their individual targets.

Key requirements

- Lead the development and execution of channel strategy, delivering sales, revenue, margin, and product mix targets in line with business objectives.
- Drive commercial growth by identifying opportunities through data analysis, customer insights, and category-led solutions.
- Build and strengthen strategic customer relationships, influencing key stakeholders to achieve mutually beneficial commercial outcomes.
- Experience with managing on premise wholesalers, strong collaboration to identify distribution and occasion-based activation opportunities and areas for growth.
- Lead the execution of customer-specific initiatives including pricing, promotions, distribution, and activation plans to maximise performance.
- Coach, develop, and inspire a high-performing sales team through effective leadership, field coaching,



performance management, and capability building.
- Partner with Customer Marketing to successfully implement brand, category, and market activation plans across the channel.
- Ensure effective stock management, forecasting, and supply planning to optimise product availability and commercial outcomes.
- Champion the use of Salesforce and business reporting to drive performance, identify growth opportunities, and support informed decision-making.

About you

We're looking for a commercially astute and self-motivated sales leader with a proven track record of driving growth through strategic thinking, solid stakeholder engagement, and effective team leadership with the ability to demonstrate leadership in the field.

You will have a strong network with high profile multi-venue on premise stakeholders and be capable of partnering with customers, internal teams and key stakeholders to identify opportunities, solve complex challenges and deliver sustainable commercial outcomes.

The ideal candidate will combine strong commercial acumen with excellent planning and organisational skills, enabling them to work autonomously and effectively within a structured environment. Tertiary qualifications in Business, Commerce, or a related discipline will be highly regarded, while wine industry knowledge and WSET qualifications would be an advantage.

What's in it for you?

- Competitive remuneration package aligned with your skills and experience.
- The chance to work with premium, globally respected wine brands, contributing to a rich family legacy.
- Support from an experienced executive leadership team committed to future growth.

How to apply

Please forward your resume and supporting email to Stuart Hearn - Talent Acquisition Manager via the Apply Now function

Applications will close 23rd August 2026.

Confidential inquiries can be directed to Stuart on 08 8561 32***during business hours

📌 Field Sales Manager - On Trade Fine Wine Retail (Melbourne)
🏢 Samuel Smith u0026 Son
📍 Melbourne