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Commercial Excellence and RGM Director - GTR

Date: Apr 27, 2022

Location: Singapore, 01, SG

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.

 

 

Commercial Excellence and RGM Director - GTR  

 

 

What makes this a great opportunity?

Responsible for leading the GTR Commercial Excellence and RGM agenda by creating a holistic vision that addresses RTM, Prioritization and Commercial Strategy – delivered through effective commercial terms enablement, data roadmap and brand pricing ambition execution.

This role will be responsible for the transformation of GTR to a channel delivering premiumization and operational excellence – Partnering closely with the International CommEx and RGM team to set the ambition for GTR and leading a team of experts to put the strategy into action.

This role will sit on the GTR leadership team and the International CommEx team, working actively with the Sales, Finance and Marketing leaders. The other aspect this role is expected to deliver are systems and process that enable the GTR vision for 2030.

Responsible for leading the GTR Commercial Excellence and RGM agenda by creating a holistic vision that addresses RTM, Prioritization and Commercial Strategy – delivered through effective commercial terms enablement, data roadmap and brand pricing ambition execution.

This role will be responsible for the transformation of GTR to a channel delivering premiumization and operational excellence – Partnering closely with the International CommEx and RGM team to set the ambition for GTR and leading a team of experts to put the strategy into action.

This role will sit on the GTR leadership team and the International CommEx team, working actively with the Sales, Finance and Marketing leaders. The other aspect this role is expected to deliver are systems and process that enable the GTR vision for 2030.

 

Role Responsibilities

  • Build a CommEx Roadmap for GTR which includes RTM assessment, Prioritization and Commercial Terms framework to enable the North Star and 2030 ambition
  • Work with the International RGM lead and Brand Houses to craft a Pricing and profitability ambition for GTR across the Strat Plan horizon – incorporating the long term brand and business ambition
  • Lead the development of a systems and process ecosystem that supports key pillars of spend effectiveness (TPM, BI Tool), S&OP (IBP) and a culture of Pre&Post Evaluation of activities
  • Build a Data based decision making culture by creating an One Stop Shop data integration/reporting solution, supported by tracking and measure of Metric that Matter, and insight generation through data mining
  • Develop a Commercial Capability enhancement framework that dovetails into Individual development plans as well as organization skill development work in line with the global priorities
  • Deliver a G2N model fit for purpose for GTR across channels, geographies and customer archetypes to build conditionality and efficiency at the heart of how GTR operates
  • Lead embedding of commercial acumen across teams in markets as well as functional supports (Finance, Supply and Marketing)
  • Feed into the overall GTR strategy development based on evolution of markets, channels and category dynamics on account of macro trends as well as channel specific movements
  • Establish a customer centric culture centered around category management and effective engagement strategy – moving away from transaction based WOW to strategic partnerships
  • Optimize the sales process by developing and implementing a Sales Excellence plan and initiatives that drive and standardize sales process compliance and best practices, while harvesting synergies across the organization and functions.
  • Contribute to the development and execution of a new CRM strategy based on a system platform already in place.
  • Embed a Joint Business Planning culture and ensure we increase coverage of T&Cs, JBP as well as broader strategic partnerships
  • Overseeing the creation and maintenance of dashboards for sales performance management.
  • Develop and drive a multi-year vision & strategy for the commercial technology environment to synthesize and transform commercial planning and communications.
  • Enable delivery of the Pricing ambition through tracking and measurement of our pricing implementation, competition movement and brand evolution

 

Qualifications & Experience

  • Experience in commercial/sales leadership roles and RGM knowledge
  • Multi-functional, geography and channel exposure key for having breadth of understanding
  • Broad skillset with good judgment and a mature, practical, strategic and creative mindset
  • Enterprise thought leadership and perspective on the most critical growth drivers of the business over the long-term
  • Demonstrated ability, orientation and hunger to drive change and strive for continuous, improvement, with outstanding ability to influence others
  • Proven ability to build and maintain strong, mutually beneficial relationships
  • Experience and track record in driving premiumization
  • Ability to communicate concepts by adjusting messaging to the audience: executives, senior and global leaders across functions, etc.
  • Demonstrated success in cross-functional leadership experience
  • Exceptional business, commercial and financial acumen
  • Strong team facilitation skills, including negotiation and conflict resolution skills; expert in communication and information management
  • Strong leadership presence with the ability to present and interact with senior management; demonstrated political savvy
  • Self-reliant, a good problem solver and results-oriented, and comfortable working in a fast-paced environment
  • Questions traditional assumptions about technology, products and markets, and also creates new opportunities and competitive advantages for the company
  • Deals confidently with the unknown
  • Proven ability to build followership and drive action around his/her vision
  • Ideal candidates will have an innovative and progressive nature and have a demonstrated track record of entrepreneurship. All candidates must be ready to welcome accountability for results and be consistently solution-oriented
  • Communication Skills: Ability to communicate complex information and implications both verbally, in interactions with senior leaders, and in written presentations, utilizing "storytelling techniques" to communicate a clear, compelling and cohesive story.

     

    Travel

    Up to 50% travel

     

    Working hours

    Due to the global coverage, flexible working hours required

                  

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.