National Account Manager - Off Premise

Suntory Group; Auckland; Hybrid; NZD 90,000 - 130,000; Full time

Benefits offered by this job

Flexible working – hybrid

Volunteer leave

Suntory Day

Parental leave

Growth opportunities

Hybrid working

Birthday off

Job summary

Suntory Oceania is seeking a commercially astute National Account Manager - Retail to join our New Zealand Sales team on a fixed-term contract until 2027. You will lead joint business plans, negotiate trading terms and drive growth for Suntory Oceania and our retail partners.

Reporting to the Head of Retail, you will translate customer strategies into clear field priorities, collaborate with Category, Marketing, Finance and Demand Planning, and ensure flawless in-market execution.

Qualifications

• Experience in FMCG, liquor or retail account management.
• Strong negotiation and influencing skills.
• Experience managing customer plans, budgets and performance.
• Exposure to forecasting or sales planning processes.
• Excellent communication and stakeholder management.

Responsibilities

• Deliver customer account plans that achieve sales, distribution and market share objectives.
• Lead customer negotiations and manage trading relationships to maximise business outcomes.
• Own financial forecasting, demand planning and trade spend management for your account portfolio.
• Translate customer strategies and promotions into actionable priorities for the field team.
• Partner with Category and Marketing to develop category reviews and growth initiatives.
• Identify opportunities through analysis of customer and market data.
• Deliver annual business plans aligned to Suntory Oceania objectives.

Skills

FMCG experience

Liquor industry

Retail account management

Negotiation

Forecasting / planning

Analytical skills

Excel

Stakeholder management

Communication skills

Business/Marketing degree

2+ years account management

Education

Degree in Business/Marketing

Tools

Excel

Job description

Welcome to Suntory Oceania | Nau mai ki Suntory Oceania

Bringing the best of Suntory to Oceania.

By harnessing the best of Suntory from across Australia and New Zealand, Suntory Global Spirits and Suntory Beverage & Food Oceania have created a multi-beverage powerhouse – Suntory Oceania.

Our 40 market-leading brands, including Jim Beam® and Maker's Mark® Bourbon, Hibiki® Japanese Whisky, Canadian Club® Whisky, -196, V Energy, Maximus, and Suntory BOSS Coffee, are powered by five distribution centres, more than 1,500 Suntorians and two local manufacturing sites. With full end-to-end control of our portfolio, we pioneer new beverage experiences, inspired by innovation and craftsmanship.

What is the opportunity? | He aha te kōwhiringa?

We're looking for a commercially astute National Account Manager - Retail to join our New Zealand Sales team on a fixed-term contract until the end of October 2027. This is a pivotal role responsible for developing and executing customer strategies that deliver profitable growth for both Suntory Oceania and our retail partners. Reporting to the Head of Retail, you'll lead the delivery of joint business plans, negotiate trading terms, manage promotional activity, and build strong customer relationships that drive long-term success. A critical component of this role is translating customer strategies and commercial plans into clear, simple and actionable priorities for our field sales team, ensuring flawless execution in market. Success in this role will come from your ability to build a strong partnership with the field team, creating alignment between customer objectives and frontline execution to deliver outstanding results. In addition, you will play a key role in shaping and leading selected retail channel strategies, helping define the direction, growth priorities and execution approach across the broader channel.

You’ll work cross-functionally with Category, Marketing, Finance, Demand Planning, Customer Service and Commercial teams to bring world-class customer plans to life while ensuring the successful execution of our market-leading beverage portfolio.

Key Responsibilities

• Deliver customer account plans that achieve sales, distribution and market share objectives.
• Lead customer negotiations and manage trading relationships to maximise business outcomes.
• Own financial forecasting, demand planning and trade spend management for your account portfolio.
• Translate customer strategies, joint business plans and promotional programmes into simple, clear and actionable priorities for the field sales team.
• Act as the key link between the customer, internal commercial teams and the field sales team, ensuring alignment and consistency of delivery across all touchpoints.
• Partner with Category and Marketing teams to develop compelling category reviews, shopper activation plans and growth initiatives.
• Identify opportunities through analysis of customer, category and competitor performance.
• Deliver annual business plans aligned to both customer and Suntory Oceania objectives.
• Build strong internal and external stakeholder relationships to drive collaborative success.
• Provide regular performance reporting, forecasting and actionable commercial insights.
• Ensure compliance with company policies, processes and commercial agreements.

About you | Nō hea koe

You are a commercially minded sales professional who thrives in a fast-paced environment and enjoys building strong partnerships. You combine analytical thinking with excellent relationship management skills and have a passion for delivering results. You understand that even the strongest customer strategy only succeeds through great execution. You have a proven ability to take complex commercial plans and translate them into simple, engaging and actionable direction for frontline teams. You are equally comfortable influencing senior customer stakeholders and energising field teams. You recognise the importance of building trusted relationships with the field sales team and see them as a critical partner in delivering customer success. You can also think beyond individual customers, using commercial insight and market understanding to contribute to and lead channel strategies that drive long-term growth.

Ideally, You'll Bring

• Experience in FMCG, liquor. consumer goods or retail account management.
• Strong negotiation and influencing skills.
• Experience managing customer plans, budgets and commercial performance.
• Exposure to forecasting, demand planning or sales planning processes.
• Strong analytical and problem-solving capability.
• Excellent communication and stakeholder management skills.
• Advanced Microsoft Office skills, particularly Excel.
• A proactive mindset with a focus on continuous improvement and growth.
• The ability to collaborate effectively across multiple teams and functions.
• A degree in Business, Marketing or a related discipline will be highly regarded.
• 2yrs + experience in account management sales
• Demonstrated ability to convert commercial strategies into practical & executable field sales plans

What’s in it for you? I He aha te mea e whiwhi ai koe?

• Grow your career – we like to promote from within and have incredible learning and development opportunities around the world
• Generous incentive to reward your hard work
• An inclusive parental leave policy for both primary and secondary caregivers
• Gradual return to work to help you transition back from parental leave
• Flexible working – flexible hours and hybrid working
• We are committed to giving back to our communities, so we provide you with volunteer leave to do so
• A Suntory Day – enjoy your birthday off!

Our DEI Commitment | Tō mātou kaingākau ki te Kanorau, te Mana Ōrite me te Kotahitanga.

At Suntory, we recognise that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, colour, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavour to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.

Join us as we continue to build a multi-beverage powerhouse and inspire the brilliance of life across Oceania. We're looking for talented people who are ready to unleash their spirit and make a real impact.