Head of Sales France

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.

Head of Sales France  

The following position is open in Île-de-France, France.

What makes this a great opportunity?

As a key member of the new RTM in France and working in full alignment with the General Manager, the Head of Sales is responsible for developing and delivering France’s commercial P&L, commercial negotiations, and trade-marketing activations nationwide. Primarily focused on developing own RTM, selecting, and engaging critical customers, supporting, and motivating an excellent distributor’s network and sales team. Delivering a commercially aggressive growth agenda alongside of numeric distribution and building brand visibility and value as per the best FMCG practices. This is a ‘hands on’ commercial leadership role, fully integrated to support the delivery of the Business Unit strategy and sustainable profitable growth.

France is a 23 million NSV business with the ambition to triple in size by 2030.  The Head of Sales is one of the driving force behind enabling and inspiring a strong team to deliver this.

Role Responsibilities

People leadership:

• Focus on people engagement and development, creating an efficient and effective organization and an environment where people want to be and can thrive. Championing an authentically diverse and inclusive workplace.
• Provide energetic and constructive input into EEMEA & SA leadership team, ensuring overall business and people agenda is prioritized over Market agenda.
• Coach and advise teams to analyze problematic situations and occurrences to provide sustainable solutions
• Inspire a One team culture with curiosity and drive for outperformance

Commercial leadership:

• Development and execution of the strategic direction for the market i.e., strategic plan, commercial plans, brand plans, budget and LE’s.

• Accountable for pricing and profitability ambition for the market in partnership with Brand House incorporating the long-term brand and business ambition

• Drive monthly/ quarterly and annual business performance review and forecasting. Know the drivers underlying market results i.e. depletions, stock level, main activities for our brands and for competitors ad share best practice

• Build and align Brand Plans. Set and execute KPI’s (distribution, Market share, ROS, RSP, promotional activities…) and activities calendar. Drive the Innovation agenda in close cooperation with our Brand houses
• Lead and direct the Market to beat the Plan (P&L, market share and distribution goals) and outperform the footprint via developing and executing business strategy
• Optimize RTM and develop superior trust relationships with all distributors, customers, 3rd Party brand owners and key stakeholders in their organizations.

• Build close and effective partnerships with all enabling functions 
• Champion compliance and professionalism. Keep well-informed of all laws, regulations and policies that govern each market and comfortable to lead in any crisis management situation.

Qualifications & Experience

• Solid experience dealing with French retailers and in building successful teams
• Strong market understanding in roles such as Sales Director, Key Account Director & Category management experience

• Senior commercial experience negotiating and dealing with multiple contracts and close liaison with key customers to deliver a triple win. Negotiations experience with top key customers in France  
• Demonstratable strategic thinking and global business problem solving: Experience in building commercial policy, delivering assortment strategy, building terms & conditions
• Strong track record of delivering ambitious growth in challenging external environments.
• Solid managerial positions leading Sales teams => demonstrable experience leading and developing people and building high performing teams
• Experience driving change and bringing people with them, communicating clear, compelling, and cohesive stories and adjusting messaging to the audience
• Experience with the management of joint ventures and 3rd party markets as a plus
• Knowledge of market (on & off trade) and laws governing the spirits industry.

SKILLS & BEHAVIOURS

• Strong and proven people management & development skills. Ability to create an environment where everyone can be at their best, championing an inclusive and outperformance culture
• Team player and able to delegate tasks effectively and inspire positive momentum. Delivering exceptional results through others.
• Strong Financial Acumen – Demonstrate a ‘drive for results’ mentality and a broad business skill set, good strategic perspective and a mature and practical mindset, along with excellent financial modelling skills
• Ability to navigate effectively, influence and thrive in a culturally diverse matrix structure, and maintain healthy working relationships
• Communication Skills – effectively tailor communication across a variety of audiences, both written & oral English and French.
• Business and relationship Focused – demonstrable ability to develop and leverage deep business acumen and quickly grasp concepts. Culturally sensitive attitude and approach to business practices
• Agility – demonstrate flexibility and adaptability in a wide range of situations.  Embrace change and be able to adapt external best practice to own organizational situation
• Attention to Detail – ability to produce high quality accurate output, with particular attention to fine, small details
• Forward thinking and action orientated – challenges the status quo and proactively and creatively identifies opportunities for improvement. Decisive, commercially aware and customer focused approach
• Self-Motivated – ability to work in a fast paced, dynamic environment where you are required to take ownership for business results and drive for growth.  Ability to work outside scope of responsibility and take on additional strategic projects and the ability to manage multiple priorities effortlessly.
• Ability to anticipate and identify the need for change and in then providing the vision to champion and lead change

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.