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eSales Director EMEA & South America

Date: May 27, 2021

Location: Madrid, MD, ES

Company: Beam Suntory

Beam Suntory is Crafting the Spirits that Stir the World. Rooted in two centuries of family heritage, Beam Suntory 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. Beam Suntory is a place where you can come Unleash your Spirit by making an impact each and every day.



eSales Director EMEA & South America  


The following position is open in MadridSpain.


What makes this a great opportunity?

Beam Suntory just entered an amazing race, sailing bravely through the exciting waves of the eCommerce ocean. In typical Beam Suntory fashion, we "go for it", Yatte Minahare! We're entrepreneurial, agile, dynamic and love having fun on and off the job! We've just sailed through the start line of the eCommerce race. The journey is long and strategic turns and cruise tactics need to be defined and refined continuously, make this a fantastic "learn, apply and deliver" opportunity for any ambitious self-starter. 


Role Responsibilities

- Team lead for EMEA & South America's eCommerce sub-channel Sales Managers as well as eChannel Development Managers in 6 countries
- Coordinate Amazon EU6 key account managers, Amazon Customer Marketing specialists and Amazon AVS. 
- Collaborate with Market Units and functions internally to mutually grow the eCommerce business
- Continuously analyze sales, margin and profitability KPIs in collaboration with the eData Manager to identify opportunities for revenue growth while maintaining commercial and operational metrics within Beam Suntory’s guidelines.
- Drive joint business planning process and meetings with eRetailers and coordinate joint marketing initiatives within Beam Suntory and its Market Units to meet/exceed goals. 
- Work closely with the eCustomer Marketing Manager to develop eRetailer activations calendar
- Forecast near and mid-term sales across our large portfolio of brands to ensure availability
- Collaborate with Supply Chain to develop optimal fulfillment processes for the customer
- Internal trainer on eRetailer Best Practices. Maintain close connection with Market Units eCommerce teams to share best practices & influence future growth strategy.


Success Criteria:

- Achieve eCommerce growth plan for EMEA & South America, (over)delivering NSV, GM% and OI of the agreed P&L
- Drive Beam Suntory’s eCommerce sales growth above our competitors' and our categories' trends
- Enable new consumers to discover Beam Suntory’s spirits through deep analytics and insights
- Grow overall online market share of Beam Suntory products above category trend
- Leverage online presence to extend our retail footprint
- Ensure online retail profitability is above our Off- and On-Trade profitability


Qualifications & Experience

Minimum Qualifications:
- 3+ years of relevant experience in a FMCG Key Account Director role and/or eCommerce business management/consulting with a proven track record of leading negotiations and delivering
- Advanced experience with Excel, or other analytical/Business Intelligence tools
- Strong learning abilities, curiosity, and understanding of complex datasets
- Strong understanding of financial KPIs – data-driven mindset combined with high emotional intelligence
- Highly polished communication skills – speaking, writing, presenting and negotiating
- A willingness to roll up sleeves to get things done
- Ability to think and react in a high-energy, fast-paced environment
- Ability to operate simultaneously and effectively in both tactical and strategic modes
- Professional proficiency in English and ideally German


Preferred Qualifications:
- Experience in Amazon eCommerce retail negotiations, pricing and promotion, inventory management, and exclusive product development preferred
- Experience launching a new sales channel, or working in a start-up or early stage environment where you had to define best practice for your function would be desirable
- 50% of travel time within EMEA & South America


At Beam Suntory, 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. Beam Suntory 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.