Off Trade & E-Commerce KA Manager

What makes this a great opportunity?

As a world leader in premium spirits, Suntory Global Spirits inspires the brilliance of life by delivering great consumer experiences through its world-class portfolio of brands. Known for its craftsmanship of premium whiskies, including Jim Beam®, Maker's Mark®, Basil Hayden® and Knob Creek® bourbons; Japanese whiskies, including Yamazaki®, Hakushu®, Hibiki® and Toki™; and leading Scotch brands including Teacher's, Laphroaig® and Bowmore®, Suntory Global Spirits also produces leading IMFL brand Oaksmith in India.
A global company with approximately 6,000 employees in more than 30 countries, one of Suntory Global Spirit's core values is Growing for Good and through its Proof Positive sustainability strategy, the company has committed to ambitious goals and investments to promote environmental sustainability in its operations, ensure the company has a positive impact on the communities where employees live and work, and programs to educate and inform consumers to make the right personal choices about drinking. Headquartered in New York City, Suntory Global Spirits is a subsidiary of Suntory Holdings Limited of Japan. 
For more information, on our brands and commitment to social responsibility, please visit www.suntoryglobalspirits.com and www.drinksmart.com. 

Role Responsibilities

• Lead and align BSI and Retailers and eCommerce players organizations to maximize efficiency and effectiveness to achieve maximum penetration of off-trade distribution and sales
• Create and manage customer strategy and execution of category plans, pricing strategy, brand plans, promotional activity, and new products introductions with the Customer ensuring consistent compliance with BSI Strategy
• Achieve monthly, quarterly and annual targets for Off trade Retailers and eCommerce
• Analyze all available data sources (e.g. Nielsen) to make sure that Beam Suntory is delivering against key objectives and make necessary adjustments in collaboration with Trade Marketing
• Develop and execute together with eCommerce Specialist strategy for eCommerce channel and D2C
• Manage team of merchandisers to ensure 5P standards execution in key stores
• Conduct monthly/quarterly/yearly planning and market performance recap/review sessions to identify areas of opportunity and risk
• Provide monthly sales training and communication to merchandizers in areas of market, category and brand trends, as well as sales tactics and techniques.
• Manage all Sales Expenses within budget, and manage all BSI off-trade POSM
• Partner with trade marketing to reinforce off-trade commercial excellence by partnering the key accounts (off-trade) in executing best in class key account marketing and off-trade engagements plans
• Drive Gemba sessions to understand risks and opportunities in assigned channels.

Functional Competencies

• Distributor and wholesaler management
• Off-trade channel & category management
• Off- trade engagement acumen and reporting
• Customer service and relationship building skills
• Strong commercial acumen, good balance between brand awareness and financial sensibility
• Strong sales & negotiation skills
• Trade marketing experience
• Planning and organising
• Good presentation and communication skills

Qualifications

• Excellent off-trade channel sales & trade marketing experience in the Alcohol Beverage of FMCG categories nationally preferred.
• 6-8 years’ experience in managing the off-trade channel & working with cross-functional teams, achieving goals on-time and with limited resources
• Proven track record for cultivating strong relationships with key external & internal partners that have resulted in strong distribution & depletion growth
• Demonstrated ability to define and successfully deliver complex projects with superior results—from business case development, negotiations through deployment
• Ability to deal with ambiguous problems and build solutions with proper project management
• Ability to influence multiple stakeholders and lead cross-functional projects
• Support the local channel strategy for the organization and takes accountability for outcomes and ongoing results, always seeking improvement
• Successfully builds relationships and earns the trust and rapport of distributor partners and key customers at multiple levels, across multiple functions
• Has a strong local mindset to unite and unleash the power of collective BSI & distributor team expertise and resources