Director Sales, Northeast - SRC North America (Metro NY)

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.

Position Location:  NY Metro Area 

Role Responsibilities

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  

Role Responsibilities continued

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 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.