Regional RTM Manager

Date: Sep 6, 2023

Location: Delhi, DL, IN

Company: Beam Suntory

With two centuries of family heritage, Beam Suntory is a world leader in premium spirits. As a truly global business, we bring together the best of our culturally diverse heritage. We value both agility and long-term thinking, we share a collective commitment to excellence and a dedication to craftsmanship, and across borders and roles, we collaborate to delight our consumers responsibly, and contribute to a more sustainable society for all of our stakeholders.


Our Vision is Growing for Good, and our mission is to be the world’s most admired, fastest-growing premium spirits company. We’re a business that runs on responsibility, integrity, ambition, and drive, and we celebrate exceptional performance. We welcome our people to dream big and tenaciously pursue ambitious goals – we call it our Yatte Minahare Spirit.


But perhaps most importantly – we value difference, and we appreciate what each of us can contribute. We inspire each other, and challenge ourselves to innovate, improve, advance new ideas and try new things. We create endless opportunities to Unleash Your Spirit every day in a culture that is charged, creative, challenging and fun. 


Role Responsibilities


RTM & Excise Policy Scan, Interpretation & Strategy impact  


  • Evaluate and articulate risks, trends & future way forward in a highly complex and regulated alco-bev environment and provide strategic direction supporting the commercial growth strategy  



Deployment of Revenue Management led Pricing Strategy


  • Lead the deployment of critical States Pricing decisions as a core member of the Revenue Growth Management council - build context, identify state wise feasibly, logic for increase & the benefit to State Excise revenues
  • Advise the Regional Sales lead on the deployment of the price increase agenda


Risk Management


  • Identify risks and opportunities with a significant impact on local in-market performance for BSI. Support and counsel the regional commercial teams on policy related challenges and work with these teams to execute and deliver breakthrough opportunities


RTM/ Excise Access & Representation


  • Build and maintain access & BSI representation with external stakeholders like Excise & CSD on high value issues.  Represent BSI to state level stakeholders and other government institutions, where relevant



Brand & Label Registrations


  • Support the process of registrations with relevant support required for a timely and compliant management of the annual label registration processes 



Stakeholder Management



  • Partner with senior Sales leaders & cross-functional teams on business-critical initiatives for the current and future success of Beam Suntory India (BSI)
  • Act as the day-to-day interface for the Regional Sales Managers, on alcohol policy related concerns (including excise, label registration cycles, RTM changes and ease of doing business challenges etc) with a particular focus on State level priorities







  • Provide timely update on RTM/policy changes
  • Participate & Contribute in Revenue Management updates & actions
  • Participate & Contribute in Brand/ label registration updates



Qualifications & Experience



  • Post graduate in business/strategy/management from Tier 1 or Tier 2 institution





  • At least 18-20+ years of experience with a minimum 10 years leadership/managerial experience in Alcobev/relevant industries
  • Minimum 2 years experience as a Regional Sales Manager managing different RTMs and well versed in state wise policy differences




  • Experience working with a variety of stakeholders including the senior management and executive level
  • Entrepreneurial with strong initiative, proactivity and degree of autonomy
  • Responsiveness and preference for fast moving environments. Orientation to results by keeping high working standards and achieving deadlines. Highly organized individual who knows how to establish priorities and drive teams to achievement.
  • Preference for ambiguous environments where to innovate and strive. Not afraid of coming out from his/her comfort circle. Out of the box thinking is rewarded. Continuous improvement mindset with ability to put in place action plans to challenge status quo.
  • Advanced, proven understanding of alcohol industry issues and complexities.
  • Ability to think strategically, with experience of stakeholder engagement and industry partnership.
  • Communication and Presentation / Facilitation Skills (verbal & written): Effectively transfers thoughts and expresses ideas orally or verbally in individual or group situations. Ability to work with others even in virtual environment
  • Strong analytical & project management skills