Company

Suntory Global Spirits (Beam Suntory)

Location

New York, NY

Other

Other

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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.

What makes this a great opportunity?

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. Suntory is home to award-winning Japanese whiskies Yamazaki, Hibiki and Hakushu, as well as iconic American spirits Jim Beam and Maker's Mark. Suntory also fascinates the taste buds with The Premium Malt's beer, and owns the exceptional Japanese wine, Tomi, and the world-famous Château Lagrange. Its brand collection includes Sauza Tequila, non-alcoholic favorites Orangina, Lucozade, Ribena, BOSS coffee, Iyemon green tea, Suntory Tennensui water, TEA+ Oolong Tea, V and BRAND'S, as well as popular health and wellness product Sesamin EX. Suntory RTD Company is known for its innovative products and commitment to quality. The company operates under the umbrella of Suntory Holdings, a multinational corporation founded in 1899 in Osaka, Japan. Suntory Group has grown into a global company operating throughout the Americas, Europe, Africa, Asia and Oceania, with an annual revenue (excluding excise taxes) of $20.2 billion in 2022. Its 40,885 employees worldwide draw upon the unique blend of Japanese artisanship and global tastes to explore new product categories and markets. Suntory RTD Company focuses on expanding its market presence and enhancing its product offerings. The global RTD market is rapidly growing, with Suntory aiming to become world's number One Leader. The company leverages its global network to drive growth and innovation, ensuring that its products resonate with consumers worldwide. Suntory RTD products are known for their high quality and diverse range. These products have a strong presence in Japan and are gaining popularity in other regions, including Europe, Asia, Oceania, and the Americas. Learn more about Suntory Group, its brands, and its commitment to social responsibility and sustainability at www.suntory.com, on Facebook, X, Instagram, LinkedIn, and YouTube.

We are looking for an individual who will develop, lead and execute sales plans and manage execution of standards by building and overseeing a national sales team for our malt-based RTD brands. The Sales Director will be responsible for delivering on ambitious sales targets by creating and managing relationships with new distributor partners and national chain accounts. The ideal candidate for the Sales Director position is a highly motivated, strategic thinker with a proven track record of success in the alcohol beverage industry. This individual should possess strong leadership skills, excellent communication abilities, and a deep understanding of market dynamics. A passion for the beverage industry, an entrepreneurial mindset, and the ability to thrive in a fast-paced environment are essential for success in this role.

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 and efficiently 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, Flavored Malt Beverages, and/or RTD experience required
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

Salary Range for New York, NY is $160k-$195k, plus bonus, along with a 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.

While relocation, immigration, and/or tax compliance support are not guaranteed, we may offer assistance to successful candidates depending on factors such as role requirements in accordance with company guidelines.

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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