Manager, Territory Sales - N. CA

What makes this a great opportunity?

Help develop and establish sustainable on/off-premise strategy and expectations for a critically important market.  Be the go-to holistic General Market Manager for the Off and On Premise channels and hold our distributor partner accountable to our Suntory Global Spirits goals and objectives. Lead, inspire, and motivate the San Francisco team of Territory Manager, Channel Managers and a Prestige Manager, whose responsibilities include day-to-day distributor management, distribution, demand creation, and promotional activity.  Establish appropriate distributor on/off-premise targets and evaluate ROI of activities.  Support Senior State Director in achieving net sales volume, DGP and KPI targets for the northern CA markets.

Location preference is San Francisco, CA.

Role Responsibilities

• Lead, manage, and mentor the San Francisco Commercial Team to achieve quarterly key performance indicators, NSV, DGP, Big Bets, and innovation target of Suntory Global Spirits products.
• Align Suntory Global Spirits and distributor to maximize efficiency and effectiveness to achieve maximum penetration of on/off premise distribution and sales.  
• Create and manage the strategy and execution of category plans, brand plans, promotional activity, and new item introductions, ensuring consistent compliance with Suntory Global Spirits Standards. 
• Create a culture of inclusion, diversity of thought, and accountability with our internal Suntory Global Spirits and SGWS distributor teams. 
• Maintain and develop new volume opportunities with customers to include displays, menus, well placements, and shelf/backbar distribution.
• Responsible for local programming strategy, execution, and resource management. 
• Work with and manage SGWS distributor leads to track/monitor progress and ensure all goals are achieved. 
• Hold distributor principals accountable for financial performance objectives and KPI delivery. 
• Ensure compliance with all Suntory Global Spirits Strategic Accounts initiatives, including coordination with NA and local teams, proactive management of all programs, and follow-up reporting. 
• Invest time in GEMBA to gain a broad view of the market, assess distributor execution, and understand what the competition is doing from a pricing and programming standpoint and adapt accordingly. 
• Successfully execute on/off-premise sampling activations and events while leveraging region or company-sponsored tracking and execution recaps as provided. 
• Conduct monthly/quarterly/yearly planning and market performance recap/review sessions with Senior State Director and Distributor teams to identify areas of opportunity and risk. 
• Develop and maintain strong relationships and with key customers to facilitate collaborative business partnerships with national, regional, and independent accounts. 
• Provide monthly sales training and communication to distributor sales force in areas of market, category and brand trends, as well as sales tactics and techniques. Plan and schedule wait staff training at key accounts. 
• Keep current with all federal, state, and local laws and regulations; ensure all efforts and sales activities are in compliance.  
• Manage budget for self and team (i.e. OPEX, Brand Investment Funds, T&E). 
• Coach and monitor distributor sales force and inspire teams to achieve performance objectives. 
• Has foresight to envision potential risks or delays in defined plans and can make contingency plans to mitigate risk. 
• Work closely with Field Marketing Manager to bring to life in-market activations. 
• Communicate effectively with all stakeholders.

Supervisory Responsibility

This position will include supervising a team. Supervisory responsibilities include but are not limited to:

• Provide consistent training, support, and mentorship to team
• Effective, fair, and consistent performance management
• Consistently ensure compliance with company policies and procedures
• Leadership and managerial skills to help guide and mentor team to drive accountability
• Ensure team delivers all their accounting deadlines and adheres to T&E and marketing budgets
• Conduct monthly, quarterly, mid-year, and end-of-year assessments by evaluating learned skills and opportunities for growth/development areas

Qualifications

• Bachelor’s Degree in business or equivalent experience. 
• Exceptional planning and self-management skills. 
• Thorough knowledge of distribution, promotion and selling techniques. 
• Sales experience, including experience selling promotion and marketing programs. 
• Strong working knowledge of MS Office Suite. 
• Experience working with Account Buyers
• Experience in spirits industry – Channel Management, On-Premise and Off-Premise Experience, and People Leadership all considered. 
• Licensed driver of motor vehicles. 
• Ability for intermittent travel. 

• The salary range for this role, based in San Francisco, CA is $134,000 to $145,000, 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.