Beam Suntory Inc
Director Sales, Northeast - Suntory RTD Company North America
Beam Suntory Inc, New York, New York, us, 10261
Director Sales, Northeast - Suntory RTD Company North America
At Suntory Global Spirits, we craft spirits of the highest quality and deliver brilliant experiences to people around the world. Suntory Global Spirits has evolved into the world's third largest leading premium spirits company where each employee is treated like family and trusted with legacy. With our greatest assets - our premium spirits and our people - we're driving growth through impactful marketing, innovation and an entrepreneurial spirit. Suntory Global Spirits is a place where you can come Unleash your Spirit by making an impact each and every day. As a global leader in the beverage industry, Suntory Group offers a uniquely diverse portfolio of products, from premium spirits, beer, wine, ready-to-drink alcohol beverages, to brewed teas, bottled water, still and carbonated soft drinks, ready-to-drink coffee and energy drinks, along with health and wellness products. Role Responsibilities
Sales Planning and Process, Business Strategy Work closely with leadership to design a national sales strategy and develop regional sales performance targets. Create an annual Business Plan detailing sales and volume targets; pricing strategy; marketing, promotions, and sales programs; and execution and quality control standards for the on and off-premise businesses. Monitor YTD progress vs. plan and monitor team’s performance against plan; conduct weekly progress checks of distributor performance. Ensure that all activities are conducted within local, state and federal laws. National Expansion and Relationship Development Manage new market and new product launches: pricing, inventory, execution strategy, tracking, and measurement. Cultivate and maintain strong relationships with all levels of distributors, national chain and relevant industry partners. Lead national and regional distributor outreach and contract negotiations, overseeing all new market strategy and execution. Implement a scalable CRM system. People Management and Development Managing, building, and growing a high performing sales team to execute end to end sales including distributor management, account management, and pricing and program implementation. Lead National Sales Planning Process and other training initiatives, including leadership training, product education, systems training, etc. Communicate overall brand strategy, standards and prioritization to Sales Team. Provide in-market leadership to Retail Sales Managers and distributor sales teams; ensure sales processes are fully implemented and practiced by all RSMs. Develop annual Collaborative Business Plans and periodic Tactical Business Plans, and partner with Retail Sales Managers on regional execution of these plans. Executing a timely employee performance management process, covering recognition, reward for top achievers, and implementing performance actions when needed. Ensure brand standards and guidelines are followed. In-Market Execution Execute effective Distributor QBRs, AOPs, GSMs, Programming, and KPI goal setting. Assisting creation and effectively managing all assigned budget responsibilities, including sales, marketing, and applicable distributor budgets. Work directly with key on and off-premise chain customers and maintain direct contact with key chain accounts across multiple regions. Conduct training and briefings for distributor sales teams to enhance product knowledge and sales tactics. Attend meetings with target accounts and build relationships with key buyers. Participate in and represent Suntory at necessary trade events (industry, retail, and consumer) such as wholesaler conferences, trade shows, festivals, and tastings. Participate in company project teams as necessary. Financial Administration and Strategic Analysis Deliver quarterly sales plans to CEO; maintain strong monthly reporting for investor communication. Negotiate and monitor market-specific promotional budgets with distributors and manage through ASMs. Identify emerging market trends and provide market intelligence, forecasting and product allocation recommendations as the brand scales. Communicate competitive market changes and trends to senior management. Qualifications
Education • Bachelor’s degree in Business, Marketing, or a related field; an MBA is a + Work Experience • Minimum of 10 years of progressive sales experience in the alcohol beverage industry, with at least 5 years of successful sales experience in a director position (start-up experience ++). • Extensive commercial experiences supporting national and regional accounts. Beer and or RTD experience preferred. • Strong strategic thought leader with up-to-date knowledge of the alcohol beverage industry and market dynamics. • Experience in hiring, onboarding, and managing a sales team; including implementing and managing a scalable CRM system. • Proven track record of distributor relationship building and management (relevant, existing distributor relationships a major +). • Strong sales forecast-building skill set with experience using MS Excel/Google Sheets, forecasting by customer, channel, and product ranges. • Proficient technology skills and written application in Excel (Google Sheets), Word (Google Docs), PowerPoint (Google Slides), and organizational tools are necessary. • Able to demonstrate a thorough understanding of the fundamentals of pricing, profitability, forecasting, points of distribution, rate of sale and volume driving planning and execution. Personnel • Willingness to travel as needed for sales meetings, presentations, and industry events. • You thrive in a startup environment and are an ambitious, hungry individual. • Strong written and verbal communication as well as analytical thinking. • Extremely organized and detail oriented to project manage all aspects of marketing for the business. • Highly analytical, strategic, hands-on and creative. • Self-motivated, energetic and adaptable; open to wearing multiple hats within a flexible start-up environment. • Must be able to legally work in the country where this position is located without visa sponsorship. Compensation Salary Range: $200,000-$220,000 along with an annual bonus, 401K match, profit sharing, and medical and wellness benefits. The salary range is commensurate with the candidate’s location, experience, and skillset. The range will vary if outside of this location. At Suntory Global Spirits, people are our number one priority, and we believe our people grow together in diverse and inclusive environments where their unique insights, experiences and backgrounds are valued and respected. Suntory Global Spirits is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, military veteran status and all other characteristics, attributes or choices protected by law. All recruitment and hiring decisions are based on an applicant’s skills and experience.
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At Suntory Global Spirits, we craft spirits of the highest quality and deliver brilliant experiences to people around the world. Suntory Global Spirits has evolved into the world's third largest leading premium spirits company where each employee is treated like family and trusted with legacy. With our greatest assets - our premium spirits and our people - we're driving growth through impactful marketing, innovation and an entrepreneurial spirit. Suntory Global Spirits is a place where you can come Unleash your Spirit by making an impact each and every day. As a global leader in the beverage industry, Suntory Group offers a uniquely diverse portfolio of products, from premium spirits, beer, wine, ready-to-drink alcohol beverages, to brewed teas, bottled water, still and carbonated soft drinks, ready-to-drink coffee and energy drinks, along with health and wellness products. Role Responsibilities
Sales Planning and Process, Business Strategy Work closely with leadership to design a national sales strategy and develop regional sales performance targets. Create an annual Business Plan detailing sales and volume targets; pricing strategy; marketing, promotions, and sales programs; and execution and quality control standards for the on and off-premise businesses. Monitor YTD progress vs. plan and monitor team’s performance against plan; conduct weekly progress checks of distributor performance. Ensure that all activities are conducted within local, state and federal laws. National Expansion and Relationship Development Manage new market and new product launches: pricing, inventory, execution strategy, tracking, and measurement. Cultivate and maintain strong relationships with all levels of distributors, national chain and relevant industry partners. Lead national and regional distributor outreach and contract negotiations, overseeing all new market strategy and execution. Implement a scalable CRM system. People Management and Development Managing, building, and growing a high performing sales team to execute end to end sales including distributor management, account management, and pricing and program implementation. Lead National Sales Planning Process and other training initiatives, including leadership training, product education, systems training, etc. Communicate overall brand strategy, standards and prioritization to Sales Team. Provide in-market leadership to Retail Sales Managers and distributor sales teams; ensure sales processes are fully implemented and practiced by all RSMs. Develop annual Collaborative Business Plans and periodic Tactical Business Plans, and partner with Retail Sales Managers on regional execution of these plans. Executing a timely employee performance management process, covering recognition, reward for top achievers, and implementing performance actions when needed. Ensure brand standards and guidelines are followed. In-Market Execution Execute effective Distributor QBRs, AOPs, GSMs, Programming, and KPI goal setting. Assisting creation and effectively managing all assigned budget responsibilities, including sales, marketing, and applicable distributor budgets. Work directly with key on and off-premise chain customers and maintain direct contact with key chain accounts across multiple regions. Conduct training and briefings for distributor sales teams to enhance product knowledge and sales tactics. Attend meetings with target accounts and build relationships with key buyers. Participate in and represent Suntory at necessary trade events (industry, retail, and consumer) such as wholesaler conferences, trade shows, festivals, and tastings. Participate in company project teams as necessary. Financial Administration and Strategic Analysis Deliver quarterly sales plans to CEO; maintain strong monthly reporting for investor communication. Negotiate and monitor market-specific promotional budgets with distributors and manage through ASMs. Identify emerging market trends and provide market intelligence, forecasting and product allocation recommendations as the brand scales. Communicate competitive market changes and trends to senior management. Qualifications
Education • Bachelor’s degree in Business, Marketing, or a related field; an MBA is a + Work Experience • Minimum of 10 years of progressive sales experience in the alcohol beverage industry, with at least 5 years of successful sales experience in a director position (start-up experience ++). • Extensive commercial experiences supporting national and regional accounts. Beer and or RTD experience preferred. • Strong strategic thought leader with up-to-date knowledge of the alcohol beverage industry and market dynamics. • Experience in hiring, onboarding, and managing a sales team; including implementing and managing a scalable CRM system. • Proven track record of distributor relationship building and management (relevant, existing distributor relationships a major +). • Strong sales forecast-building skill set with experience using MS Excel/Google Sheets, forecasting by customer, channel, and product ranges. • Proficient technology skills and written application in Excel (Google Sheets), Word (Google Docs), PowerPoint (Google Slides), and organizational tools are necessary. • Able to demonstrate a thorough understanding of the fundamentals of pricing, profitability, forecasting, points of distribution, rate of sale and volume driving planning and execution. Personnel • Willingness to travel as needed for sales meetings, presentations, and industry events. • You thrive in a startup environment and are an ambitious, hungry individual. • Strong written and verbal communication as well as analytical thinking. • Extremely organized and detail oriented to project manage all aspects of marketing for the business. • Highly analytical, strategic, hands-on and creative. • Self-motivated, energetic and adaptable; open to wearing multiple hats within a flexible start-up environment. • Must be able to legally work in the country where this position is located without visa sponsorship. Compensation Salary Range: $200,000-$220,000 along with an annual bonus, 401K match, profit sharing, and medical and wellness benefits. The salary range is commensurate with the candidate’s location, experience, and skillset. The range will vary if outside of this location. At Suntory Global Spirits, people are our number one priority, and we believe our people grow together in diverse and inclusive environments where their unique insights, experiences and backgrounds are valued and respected. Suntory Global Spirits is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, military veteran status and all other characteristics, attributes or choices protected by law. All recruitment and hiring decisions are based on an applicant’s skills and experience.
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