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Sr. Commercial Manager, Tri-State

Date: Aug 6, 2019

Location: New York, NY, US

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.


Beam Suntory currently has the following position open in New York, United States.


Sr. Commercial Manager, Tri-State  



  • For the NY market, perform in-depth analysis of pricing, margins, rates, and available EG, LMF and RM/BI Budgets to identify the key drivers of the Commercial Results utilizing local and standardized tools such as the Funds Management Tool, Program Calendar, and applicable centralized Commercial Finance reports   
  • Work closely with State Manager(s) on FY Plan Build, KPI planning, Account Management, and Forecasts within the Anaplan planning tool
  • Tri-state (NY, NJ, CT) retail price analysis and optimization
  • Manage sources of funds in close collaboration with State Manager(s), Distributor Finance and Beam Suntory Commercial Finance.  Ensure funding is adequate to deliver sustainable commercial objectives and avoid overspends
  • Identify key pricing and channel opportunities; Collaborate with Beam Suntory Revenue Growth Management and State Manager(s) in adjusting pricing and building the annual business plan
  • Analyze and assist the State Manager III – MNY in negotiating distributor margins and supports
  • Align with Distributor Pricing Director in creating and structuring effective volume, revenue and profit driving deals and promotions
  • Provide post program analysis, ROI & Actuals vs. Budget; solutions to increase ROI/NSV/GP
  • Identify inventory issues within value chain including communication of allocated brands. Key conduit for customer service issues and distributor strategy on allocations, OOS, and aged-inventory clearing
  • Utilize Vistaar pricing tool with State Managers on the Pricing process and profitability analysis of Pricing/Velocity actions vs. Plan.  Use bracket reports to optimize deal/size mix
  • Ensure Beam Suntory brands are positioned in line with corporate strategic pricing direction; collect and analyze competitive pricing for opportunities
  • Prepare and submit the Innovation Forecast Template (IFT) as needed
  • Collaborate with Field Marketing on Brand Investment Budget to ensure expenses are allocated, spent, and tracked accurately
  • Provide financial analysis and strategic recommendations to State Manager(s) and Commercial Sales Leads in support of account level programming activities
  • Prepare Business Analytic Deliverables that are thorough and timely, which will include presentations for Senior Business Leaders, Commercial Sales Leads and Commercial Finance and Revenue Growth Management
  • Spend time with data and in market to highlight current/future trends and opportunities


This is a great opportunity because...

  • Managing a ~$20MM+ budget
  • Instrumental part of sales leadership team, delivering annual plan of ~$200+ MM
  • Operate as an integral member of the Commercial organization involved in Day-to-Day Impactful Business Decisions and Processes aligning closely with Regional General Sales Manager (RGSM), State Manager, Distributor sales and finance, Marketing & Insights, and Corporate Finance
  • Partner and Work with cross-functional team Sales/Marketing/Finance/IT/Distributor to enhance, implement, and drive adoption of Beam Suntory’s ever evolving and expanding processes and systems to obtain both data and analytics on key Sales, Distribution, Velocity and Financial Trends and incorporate this information into the Forecasting Process.
  • Innovate and Develop Ad-hoc reports locally in collaboration with Regional General Sales Manager and State Managers to support Senior Management’s Initiatives and Local Business Decisions.


Desired Qualifications

  • Bachelor’s Degree in Finance or Business Administration. MBA strongly preferred.
  • Minimum 5-6 years of financial, sales, and/or marketing analysis experience.
  • Experience with consumer products in one of the following preferred: Spirits, Beer, Wine, Beverage, and Foods categories.
  • Must be able to build proficiency in the following systems: Business Objects (BOBJ), Aperity, Anaplan, and VISTAAR; familiarity with AOD (Answers-On-Demand) / Nielsen, GSC (GoSpotCheck), Concur, and SAP a plus.
  • Must have strong analytical, Excel, and general computer skills.
  • Ability to extract, manipulate, mine, and analyze data for key insights.
  • Ability to conceptualize and think creatively.
  • Interact extensively with commercial business, finance management and staff, requiring excellent teamwork, strong communication skills and effective interpretation and presentation of financial information




Beam Suntory is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, national origin, genetics, disability, age, sexual orientation or veteran status.  We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable federal, state and local laws.