Beam Suntory

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Sr. Commercial Manager - Control (will be located in a US control state) (Finance)



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:

We are looking for people who bring something unique to Suntory Global Spirits - themselves. We value differences, and we appreciate what each of us can contribute. We inspire each other, and challenge ourselves to innovate, improve, advance new ideas and try new things. We create endless opportunities to Unleash Your Spirit every day in a culture that is charged, creative, challenging and fun.

What makes this a great opportunity:

Suntory Global Spirits is a world leader in premium spirits with $5.5 billion in annual revenues and an ambition to become the World's Most Admired Premium Spirits Company. We have a strong vision and strategy, an incredible brand portfolio grounded in quality and craftsmanship, an unwavering commitment to sustainability and top talent across the organization. We are focused on driving value across key priorities including American whiskey, Japanese Spirits, Scotch, Tequila and Ready-to-Drink. Headquartered in New York City, Suntory Global Spirits is a subsidiary of Suntory Holdings, which is world renowned for delivering quality and excellence across a range of products and categories.

Mission of Role:

The Control Region generates $600M in revenue and plays a pivotal role in the company's overall success. This region is complex, requiring a deep understanding of diverse customer organizations and a consistent approach to effectively drive measurable consumer response to key business levers. This position offers the opportunity to support the Control General Manager and collaborate with broker and distributor leadership teams to implement focused criteria in developing comprehensive routes to market and successful strategies. Key qualifications for this role include strong organizational and collaborative skills, along with the ability to analyze market trends and provide well-supported recommendations to the Control GM and senior leadership at Southern Glazer's Wine & Spirits. The goal is to enhance broker strategies, outperform competitors, and achieve exceptional execution and results.

Role Responsibilities:

  • Leadership role and GM proxy at NABCA/DISCUS roundtables unlocking SGS presence and stature across the Liquor Boards
  • Oversee public affairs, state commissions and associations ensuring consistent messaging and alignment to positions
    • Draft new policies and guidelines that drive SFS strategic priorities: SPAs, shelf guidelines, displays
    • Ensure GM is informed and updated on pending State legislative updates and key customer developments to support regional planning and deployment of supportive measures to insulate brand objectives and financial plan
  • Develop and deploy comprehensive metric management around new EEI program establishing key competitive benchmarks and validation of broker commissions and incentives
  • Commercial Lead overseeing Bailment, GBS, and Demand Planning teams to ensure critical deadlines are met and appropriate inventory levels across region: New Item launches, small-size and commercial brand opportunities
  • Lead the integration of Four new canned-spirit brokers (VA, VT, MS, NH) and PA Senate Bill 688 licensee expansion
    • Establish WoW with internal strategy teams to develop metrics and reporting
    • Collaborate with NAKA and RTD team to ensure customer timelines are met and develop impactful buyer proposals

  • Establish inclusive structure of National and Regional KPI initiatives for Control Markets that incorporate new channel strategies and maximize all brand opportunities to engage key customers
  • Curate National Programs incorporating market nuances to generate meaningful and material impact
  • Build dynamic programs to support "local jewels" growth opportunities not captured in broader commercial plan (i.e., Pinnacle, Calico Jack, SZ Blue, DK and Cruzan)
    • Develop ROI opportunities, in collaboration with State Directors to build business cases for incremental investment
  • Support GM with risk mitigation, collaborating with cross-functional teams to address notable market risk gaps and support efforts to drive SKU optimization and insulate financial plan attainment.

Skills:

  • Utilizing Power BI & NABCA data to captures account gains/losses to identify risk from lapping SKUs not repeating programs (VAP/LTO) and determine initiatives (VAP, price, Other LTO opportunities) to ensure gap is mitigated and 2025 innovation plan maintains incremental value.
  • Support SGS State Directors in developing comprehensive liquor board presentations and frequent market level key account customer meetings, broker and distributor business reviews, or other key industry events to insure comprehensive assessment of market achievements and opportunities for improvement.
  • Develop metrics and processes to ensure distribution and execution of brand priorities and regional opportunities
  • Oversee Gemba initiatives involving brand teams to address market opportunities with definitive support requests and deliverables.
  • Consistently review with cross-functional teams retail price analysis and provide optimization recommendations.
  • Leverage price/promotional tools in partnership with Sr. RDF and RGM to identify and execute price optimization opportunities
  • Provide post program analysis, ROI & Actuals vs. Budget and solutions to increase ROI/NSV/GP
  • Identify inventory issues within key markets including communication of allocated brands and act as key conduit for customer service issues and distributor strategy on allocations, OOS, and aged inventory optimization
  • Review and identify key Pricing/Velocity actions to further bolster Suntory's position versus key competitors and optimize size mix

Qualifications:

• Bachelor's Degree or equivalent experience, Master's Degree preferred
• Previous spirits industry experience preferred
• 10+ years consumer products sales experience
• Thorough knowledge of Pricing, Budgeting, and Sales Planning
• Budget development and management experience
• Excellent written/oral communication and business analytical skills
• Demonstrated MS Office proficiency in Excel and PPT
• Experience working with Food and Beverage Distributors preferred.
• Licensed driver of motor vehicles.

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.

WE BELIEVE IN EQUAL OPPORTUNITIES

We welcome applications from all members of society irrespective of age, gender identity, disability, sexual orientation, race, religion, or belief. All recruitment and hiring decisions are based on an applicant's skills and experience. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, and to perform crucial job functions. Please contact us if you require assistance.

In 2023, Suntory Global Spirits earned a top score in Human Rights Campaign Foundation's 2023-2024 Corporate Equality Index and was a recipient of the Equality 100 Award: Leader in LGBTQ+ Workplace Inclusion.

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