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Global Key Account Director

Date: Jan 30, 2021

Location: Stockley Park, ENG, GB

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.

 

 

Global Key Account Director  

 

The following position is is open in EnglandUnited Kingdom.


 

What makes this a great opportunity?

Global Travel Retail is a key priority for Beam Suntory and our 2020 vison is to double our current business becoming the clear number 3 in the industry.  This role is accountable for delivering the global account 3-5-year strategy for Dufry, Lagardere & AerRianta, whilst managing the Key Account Managers in each sub region, leading and engaging the respective GTR organization turning strategy into action. It is expected that this role will be part of the Global Account Leadership Team and have a strong voice on the GTR Leadership Team

 

Have both long- and short-term activities that will achieve volume and value targets, as well as other financial performance indicators; Create and implement long term commercial, brand and growth strategies that deliver category leading performance.  Collaboratively build strong Joint business plans that bring both Beam Suntory and customer desires together and execute them with precision ensuring that Beam Suntory is strongly represented at all levels throughout their organization both in the boardroom and on the shop floor.

 

This role reports into the Sales Director – Global Accounts. There are 4 positions directly reporting into this role:  2 x Global Key Account Director, Category Management Director, Commercial Excellence Senior Manager.

 

Role Responsibilities

STRATEGY:

•              Create the long-term vision for the specific Global Key Accounts and engage the GTR organization behind this to drive change globally to achieve expectations – Challenge status quo internally and externally through both formal and informal leadership.

  •        Support the creation and delivery of both the Global Accounts strategy in line with the GTR Commercial Vision

•              Develop and deliver strategy for specific customer and channels in Global Accounts

•              Manage the profitable growth in line the organizational strategy

COMMERCIAL LEADERSHIP

  •        Own negotiations with Key customers to ensure the best long-term outcome for Beam Suntory

•              Deliver holistic performance to deliver long term sustainable growth through effective P&L management in line with budget across all countries, including effective return on investment

•              Optimize our RTM and supply footprint to deliver efficiency and improve not just profitability for Beam Suntory but customer satisfaction

  •        Monthly review of all P&L metrics with appropriate planning and interventions put in place to ensure achievement of company goals
  •        Set parameters for annual price promotion plan, ensuring brand integrity is not compromised.  Agree plans with retailers.  Deliver accurate RSP’s for all customers

•              Create and execute a contact strategy for the account that drive the agenda for both Beam Suntory and the Customer.  Engage all levels of GTR within this.

•              Collate monthly reports focusing on account performance and review activations and promotional performance in conjunction with financial analyst.

PEOPLE LEADERSHIP:

•              Direct Management of the Key Account Managers in their region / BU and strong influence of the virtual global team supporting Global Account in smaller regions

•              Lead the agenda on Brand Ambassador Excellence, efficiency and optimization across all markets

•              Coach and develop both the direct and global team to deliver a step change in executional improvements across sales drivers ensuring Beam Suntory brands (‘Big 6’) win at point of purchase.

•              Build deep and extended relationships across key retailers (and their business partners) and airports

•              Develop execution standards and metrics as well as ensure these are delivered through the team

 

Qualifications & Experience

Qualifications & Experience

  • In-depth understanding of managing sophisticated retailers in a global market
  • Sales experience within luxury goods/spirits
  • 8-10 years Strategic Acct Management experience 
  • Strong formal and informal leadership skills (working with multiple nationalities and cultures)
  • Demonstrable organizational agility (internal and external)
  • Ability to Drive change whilst influencing and engaging others
  • High level Commercial acumen – P&L, price modeling
  • Travel 30-40% of time

 

Key Skills & Competencies

•              Highly skilled commercial negotiator

•              Background and experience in managing large, complex accounts

•              Commercial and financial acumen at a senior level

•              Goal & results orientated

•              Cross functional working

•              Planning and Strategic thinking

•              People management

•              Leading and Managing change

•              Thinks and acts like an owner

         

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.