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Manager, Territory Sales

4 months ago

Ohio, United States Suntory Global Spirits Full time

At Suntory Global Spirits, we craft spirits of the highest quality and deliver brilliant experiences to people around the world. Suntory Global Spirits 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. Suntory Global Spirits is a place where you can come Unleash your Spirit by making an impact each and every day.

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 manager for the off and on-premise channels and hold our broker partner accountable to our Suntory Global Spirits goals and objectives.  Establish appropriate broker on/off-premise targets and evaluate ROI of activities.  Support State Manager in achieving net sales volume, DGP and KPI targets for the Northern OH markets.

Role Responsibilities
  • Align Suntory Global Spirits and Broker 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 placements/spec list improvements; menu listing in key cocktails; feature and promotions, and well placements. 
  • Responsible for local programming strategy, execution, and resource management. 
  • Work with and manage SGWS broker leads to track/monitor progress and ensure all goals are achieved. 
  • Hold broker principals accountable for financial performance objectives and KPI delivery. 
  • Ensure compliance with all Beam Suntory National Account initiatives, including coordination with NA and local teams, proactive management of all programs, and follow-up reporting. 
  • Invest time in the point of sale 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 all on/off-premise events and leverage division or company-sponsored tracking and execution recaps as provided. 
  • Conduct monthly/quarterly/yearly planning and market performance recap/review sessions with State Manager and Broker 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. 
  • Able to influence broker counterparts without authority to achieve business results and objectives. 
  • Provide monthly sales training and communication to broker 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. 
  • Direct distributors/partners to growth levers. 
  • Maintain accurate and up-to-date records through Salesforce on account contacts, new placements, follow-up actions, and account direction. 
  • Has foresight to envision potential risks or delays in defined plans and can make contingency plans to mitigate risk. 
  • Work closely with marketing managers to bring to life in-market activations. 
  • Communicate effectively with all stakeholders in the value chain, including Distributor, On/Off Premise, Brand, Field Marketing, and Finance teams.  
Qualifications

Preferred location: Cleveland Metro Area 
 

  • Bachelor’s Degree 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. 
  • MS Office Suite. 
  • Previous distributor experience necessary. 
  • Experience working with Food and Beverage Directors necessary. 
  • Experience in spirits industry preferred – Channel Management, On-Premise Experience, and People Leadership all considered. 
  • Licensed driver of motor vehicles. 
  • Ability for intermittent travel. 

At Suntory Global Spirits, 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. Suntory Global Spirits 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.