State Head - AP (based out of Vijaywada)
Bacardi-Martini
An application made for this job — a tailored resume and cover letter that speak straight to the posting.
Benefits offered by this job
Job summary
Bacardi Ltd. is seeking a dynamic sales leader to drive performance across the Kolkata region. You will manage On Trade accounts, optimize distribution, and execute brand campaigns to achieve NSV and profitability targets.
The role requires strong negotiation and team leadership, with a focus on long-term customer relationships and region-wide commercial planning. It offers a growth-oriented environment within a global spirits company.
Qualifications
- Experience leading sales for a state/region with budget ownership and profitability focus.
- Strong grasp of channel strategies to optimize NSV and volumes.
- Proven ability to drive brand profitability and manage contracts within a territory.
Responsibilities
- Deliver on financial targets (NSV, gross margin, overheads, profitability, ROI).
- Lead On Trade accounts in Kolkata and ensure distribution and availability.
- Manage menu listings, promotions, and activations per brand guidelines.
- Plan and manage commercial contracts; oversee 12–13 field days per month.
- Develop sales plans for the territory and build long-term customer relationships.
Skills
Job description
WITH OUR CONSUMER AT THE HEART, YOUR KEY RESPONSIBILITIES WILL BE TO:
Deliver results and excellence in execution
- Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
- Deliver on Pictures of Success targets, ensure completion of surveys while working in partnership with customers/distributor to deliver excellence in execution
- Handling of all On Trade accounts of the said territory (kolkata City) and ensuring distribution and availability of our portfolio.
- Ensuring menu listing in the accounts for our portfolio as per company norms.
- Managing contracts and deals for Top 80% accounts in the territory / zone.
- Working with team (FPR) and leading from the front on handling accounts so as to make them positive towards Bacardi.
- Developing team and working with them for future growth in career.
- Planning and managing commercial contracts with in-depth understanding of brand profitability, portfolio play, budgetary support management and overall P&L of the territory.
- Understanding and tracking of distribution for brands relevant to accounts as per company guidelines.
- Formulating offers, promotions and activations by brand for the channel and tracking the execution of the same thru M&E.
- Managing Off Trade and Hybrid Accounts in suburbs (North 24 Pgs + Nadia +Hoogly + South 24 Pgs) and delivering business commercials as per company goals.
- Managing 3rd party rolls and driving business through them for achievement of volumes and NSV.
- Responsible of market working of at least 12 to 13 days a month with team.
- Develop and manage the sales plan for your territory based on delivery of Commercial priorities and the Country Integrated Activity Plan (IAP)
- Develop effective long-term relationships with customers and distributors to be perceived as the company’s leading customer contact within the state
- Monitor, guide and provide input to team members (frontline sales) on individual performances, customer and key channel partner relationship management and competitive activity
- Communicate regularly and effectively with customers to seek inputs for product and service improvement and resolve day-to-day operational questions/issues
- Building short term and long-term sales strategy for the region based on consumer insights, and market understanding all while managing budgets and price plans
- Liasioning with Excise as and when required
SKILLS
THE SKILLS AND EXPERIENCE NEEDED TO CREATE YOUR LEGACY:
- Sales Leadership roles, leading different territories/ states with responsibility to make strategic decisions for increasing revenue and profitability
- Proficient in handling all financial aspects of state/ region budgets including P&L accountability, channel strategies leading to continuous brand-pack-channel mix optimization driving NSV and volumes
- Great commercial acumen with in-depth understanding of marketing functioning while also being versatile and open minded to adapt to an ever-evolving market and make quick calculated decisions to tap market opportunities to deliver volumes and augment market share
- Commercial experience preferably with a beverages / FMCG / alco – bev industry. Drinks and Lifestyle Category experience is an advantage
- People developer and team builder with a proficient desire and ability to embrace diversity of thinking
- Strong negotiation skills and first-hand field sales experience
PERSONAL QUALITIES
- You are Pro-active, Goal-oriented and Passionate about delivering results and constantly seek to improve
- You love the consumer. You create strong positive first impressions and easily build those into great relationships with customers
- You demonstrate resilience by overcoming challenges and staying calm under pressure
- You demonstrate entrepreneurial thinking, looking for new ways to achieve better results
WHERE TO GO FOR MORE?
In the meantime, if you want to find out more information about our brands and Primos please visit the careers page of our website at
BE PART OF OUR EXCITING FUTURE. HELP US CELEBRATE
MOMENTS THAT MATTER ONE DRINK AT A TIME.
At Bacardi we care deeply about finding brilliant talent who can bring the following personal attributes to help elevate our 3Fs: Fearless, Family, Founder culture to the next level.
- Belonging: You have a strong capacity to create a culture of ‘Belonging’, where people feel appreciated for who they are, what they do, and who they can become
- Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others
- People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance
- Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others.
- Mental Agility:You can think critically to penetrate complex problems and expand the possibilities by making fresh connections. You think strategically whilst being execution focused and bring creativity to the challenges you’re presented with
- Change Agility: You have a deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change. You have a growth and learning mindset: ready to test, stumble, learn and apply from experience
Disclaimer: Bacardi seeks talent from all backgrounds to bring diversity of thought, agility and capability to our organization across the globe. We promote a working environment where all employees are treated and rewarded fairly. We do not tolerate any form of discrimination that adversely affects individuals or groups on the basis of national origin, race, color, religion, sex, gender, sexual orientation, marital status, disability, age, and any other legally protected aspect of a person's identity.
At Bacardi, we are committed to providing our Primos (employees) with a comprehensive Total Rewards package of compensation, benefits, incentives, allowances, well-being, and much more to meet the needs of themselves and their families. It goes beyond just Cash! The total rewards program is based on pay for performance, whereby the incentive programs are linked to company and individual performance.
- Competitive Pay Package
- Competitive Holiday/Paid Time Off, plus additional days offered ( i.e, volunteer day, allowing you to give back to the community)
- Retirement/Pension Plan
- Medical, Critical Illness, and Life Insurance
- Employee Assistance Programs
- Best-in-class, family-friendly, and inclusive leave policies
- Flexible work arrangements (depending on role/office/site location)
- Access to E-learning Platforms and Career Development programs
- Travel Discounts ( i.e., hotel and car rental)
- And much more!
The benefits /perks may vary depending on the nature of your employment with Bacardi, your work location, and are subject to change.
Some benefits may be subject to an employee contribution.
Some benefits may be fully or partially subsidized. Incentive plans are linked to the nature of your employment and can vary based on region, market, function or brand.
This means adopting an agile mindset, being comfortable with trying new things and taking risks, without being reckless.
We are all ‘Primos’ (Spanish for cousins) at Bacardi. Being part of the family gives you the support you need to be the best you can be.
Everyone at Bacardi sees this business as their own. We do the right thing for the business and take accountability for our work.
Life Inside Bacardi
Follow our Primos on their journey to success. Where did they start and what’s it like to work for Bacardi? You too can be the part of our story.
Bacardi is the world's largest privately-held international spirits company. We are a brand-led growth company with over 200 brands and labels. More than 8,000 people across the globe work toward a common purpose to Make Moments Matter. At Bacardi we are guided by our 3Fs culture of being Fearless, treating each other like Family, and having a Founders mentality. And have plenty of fun along the way!
You will hear us refer to each other as a “Primo” which means cousin in Spanish, and it´s our way to referring to employees. It´s also a reminder that we are a family‑owned business with Latin heritage since 1862.
Primos are empowered to embrace diversity of thought and a global mindset to grow the Bacardi business and be future fit.
Leadership at Bacardi listen to Primos through pulse surveys, town halls, action team forums and development training sessions.
We get to enjoy social events, brand days, celebrate in trade with customers and have the opportunity to give back to the community through local initiatives like My Inspirit Day. We stand by doing the right thing and foster a culture of wellness and prioritizing Primo wellbeing through impactful resources and initiatives.
If this sounds like a culture you wish to join, check out our current opportunities.
Our Global headquarters is based in Bermuda. Our Regional headquarters are Amsterdam for Europe & Latin America & the Caribbean; Dubai for Asia, Middle East & Africa and Coral Gables for North America. For Global Marketing, our teams are based in London, UK. In addition, we have offices, distilleries, production sites and brand homes around the world.
Our portfolio boasts more than 200 brands and labels and we sell in more than 160 markets. That global scale offers opportunities across functions and markets. From those who craft and produce our brands to those who market and sell them to everything in between.We also have opportunities across levels of experience from those who are starting their professional career (and are of local legal drinking age) to those who have decades of experience under their belt.
From time to time, we contract talent for specific functions and markets on a paid internship basis. We do not run a recurring global internship and rather allow markets and team to determine local needs and opportunities.
We are there for the moments that matter in our Primos’ careers - the times they need to step outside of their comfort zone and grow. Whether that’s when they step through our doors as a new Primo, take on a new role, want to learn new skills and develop, or take that opportunity of a lifetime abroad to gain experiences across different cultures, functions, and markets.
We have world-class resources to support you every step of the way. From our Becoming Bacardi onboarding to global mentorship programs, mixology sessions, regular “lunch and learns” and coaching and development programs, there are many ways to expand your skills and opportunities. Learning never ends and that’s why we even continue development at the most senior levels with global programs at Harvard Business School and the University of Miami, among others.
The simple answer is no candidates do not need to drink alcohol to be considered for a role. The Bacardi portfolio of products includes alcohol, low alcohol and no alcohol products. Bacardi promotes balanced, moderate drinking as part of a mindful lifestyle. The decision whether or not to drink alcohol is a personal one and we respect lifestyle choices.
What we value most is high performing talent with an ability to understand how to engage with our brand consumers and business partners.
We do, of course, only hire people who are of legal drinking age in their market.
From time to time, we contract talent for specific functions and markets on a paid internship basis. We do not run a recurring global internship and rather allow markets and team to determine local needs and opportunities.
English is the official and primary language at Bacardi. Our Hiring Teams are located worldwide. Please submit your resume and other materials in English. Only consider using a local language for your application if the job positing specifies this request.
The first step is submitting your application which will be reviewed by our Hiring Team. Should your experience meet the qualifications and expectations of the open role, you will begin the interview process. Generally speaking, you can expect a few stages of conversations. The timing of the interview process will vary and our focus will be on ensuring that the key stakeholders get to know you and that you get to know us. You will be expected to do a face‑to‑face interview in person or over video call in some cases, at least once, during the hiring process.
Sometimes we do ask candidates for customer facing roles or more junior candidates to complete an automated online video interview. You will self-record answers to our automated questions and this will be reviewed by the Hiring Team.
For Management and Leadership roles we may request an additional assessment that takes a deeper dive into your potential leadership style.
If your hiring journey is successful, we'll make it official with a job offer letter and be ready to welcome you to the team.
The process will vary and usually depend on different factors such as the volume of applications received, seniority level of the role and stakeholder availability within the hiring team. Our recruiters are in-house and will be in touch as soon as possible to inform you of next steps. We appreciate your interest and patience.
We want everyone to enjoy their Bacardi interview experience and will consider requests for personal requirements (be that the interview environment or other adjustments). Please make your recruiter aware via email when invited for interview. We will do our best to accommodate your needs at each stage and make your experience a supportive one.
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