Manager, Off-Premise Key Account Sales - N.CA

Suntory Global Spirits; San Francisco (CA); On-site; USD 125,000 - 145,000; Full time

Benefits offered by this job

Annual bonus

401K match

Profit sharing

Medical benefits

Wellness program

Job summary

Suntory Global Spirits in San Francisco seeks a Manager of Off-Premise and Chain Sales to lead our in-market team and partner with wholesalers to deliver share growth and distribution expansion. You will own regional chain sales coverage and build joint business plans to drive market execution.

The role requires 5 years in spirits or RTD categories, strong leadership, and a track record of developing commercial strategies, with a focus on collaboration and results.

Qualifications

• Bachelor's degree required; advanced degree preferred.
• 5 years' experience in Spirits, Beer, RTD categories with route-to-market understanding.
• Track record of developing and executing commercial strategies that drive growth.
• Experience with third-party distributors and senior trade relationships.

Responsibilities

• Lead Market Share Growth and Commercial Performance.
• Own the delivery of the market's commercial objectives and activation priorities.
• Lead and develop Suntory Managers to achieve business objectives.
• Build capability in account management and executional excellence.
• Drive market-wide distribution and activation excellence with broker leadership.
• Own a Key Account Customer Growth Agenda and develop joint business plans.
• Drive performance, identify gaps, and mobilize resources to stay on plan.
• Execute consumer programming to strengthen brand visibility and engagement.

Skills

Engagement

Influence

Negotiation

Prioritization

Simplification

Collaboration

Orchestration

Education

Bachelor's degree

Advanced degree preferred

Job description

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?

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.

The Manager of Off-Premise and Chain Sales leads the commercial performance of the market by developing and coaching the Suntory in-market sales team while partnering with wholesaler commercial leadership to deliver Share growth, Distribution expansion, Activation objectives, and financial plan delivery across the Off-Premise Channel

Additionally, the Manager, Off-Premise and Chain Sales is responsible for owning and growing Regional Chain sales coverage, by developing joint business plans and orchestrating execution across internal teams and our wholesalers to ensure customer commitments are translated into timely, consistent, and measurable market execution.

Role Responsibilities

Lead Market Share Growth and Commercial Performance

Own the delivery of the market's commercial objectives across the market, ensuring the Suntory team and broker commercial organization are aligned against Share growth, Distribution expansion, Activation objectives, and financial plan delivery.

Lead and Develop the Suntory Team

Manage, coach, and develop Suntory Managers to deliver against their individual business objectives within their assigned account base.

Build capability in account management, executional excellence, customer influence, and commercial leadership.

Drive Market-Wide Distribution and Activation Excellence

Build strong partnerships with broker commercial leadership team to translate brand priorities into market execution.

Establish clear expectations, and drive accountability for distribution, programming, activation, and financial performance.

Ensure consistent execution of commercial priorities across the market, leveraging both the Suntory team and broker resources.

Activation includes Off-Premise Displays, Cold Box, Shelf Placement and Facings

Own a Key Account Customer Growth Agenda

Serve as the commercial owner for the assigned Regional Customers, building trusted relationships with the buyer and key cross-functional customer stakeholders.

Develop a deep understanding of the customer's business, priorities, growth opportunities, and operating model to establish the company as a strategic growth partner.

Build a comprehensive, joint business plan with the customer that establishes clear financial objectives, distribution targets, activation priorities, and Share Growth ambitions.

Drive Performance and Close Gaps to Plan

Monitor market performance against financial, distribution, activation, and Share Growth objectives throughout the year.

Partner with local market leadership and other internal stakeholders to identify gaps, establish corrective actions, and mobilize the resources required to get back to plan.

Execute consistent consumer programming that strengthens brand visibility, drives consumer engagement and trial, and ultimately accelerates consumer pull.

Qualifications

• Bachelor's degree required; advanced degree preferred.
• 5 years' experience in the Spirits, Beer, RTD alcohol categories, with understanding of its route-to-market dynamics.
• Demonstrated track record of developing and executing commercial strategies that drive growth and market share.
• Strong experience working with third-party distributors and managing senior-level trade relationships.
• Experience operating in a matrixed organization, effectively managing internal and external stakeholders.
• Experience balancing strategic planning with hands-on execution in high-growth or entrepreneurial environments.

Demonstratable Leadership Skills

• Engagement - dynamic individual with the ability to build trust quickly and communicate a strategy.
• Influence - ability to guide key stakeholders who potentially have competing agendas, focus on gaining alignment, not agreement.
• Negotiation - engaging in a dialogue designed to drive an outcome which satisfies various interests.
• Prioritization - effectively identifies and communicates high value opportunities
• Simplification - minimizes low value activities to maximize effectiveness and impact of their team.
• Collaboration - experience managing projects or initiatives across multiple functions.
• Orchestration - proven track record of coordinating a group of individuals around a shared ambition and holding them accountable for performance.

The salary range for this role is $125,000-$145,000 along with an annual bonus, 401K match, profit sharing, and medical and wellness benefits. The salary range is commensurate with the candidate's location, experience, and skillset. The range will vary if outside of this location.

While relocation, immigration, and/or tax compliance support are not guaranteed, we may offer assistance to successful candidates depending on factors such as role requirements in accordance with company guidelines.

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.