On-Premise Key Accounts Manager - San Diego

Suntory Global Spirits; San Diego (CA); On-site; USD 70,000 - 100,000; Full time

Benefits offered by this job

Annual bonus

401K match

Profit sharing

Medical benefits

Job summary

Suntory Global Spirits seeks a senior sales leader to manage distributor partnerships and on-premise accounts across designated markets. You will drive NSV growth, oversee programming strategy, and coordinate events with cross-functional teams.

Ideal candidates have 5+ years in spirits or consumer goods, strong analytical and planning skills, and a proven track record in team management. This role offers bonus opportunities and comprehensive benefits, with travel as needed.

Qualifications

• Bachelor's degree or equivalent experience.
• Five or more years in spirits/wine supplier or consumer goods.
• Stakeholder management with influence across the business.
• Strong knowledge of distribution, promotion and selling techniques with analytics.
• Deep knowledge of On-premise Key Accounts and growth levers.
• Proven history of successful team management.
• Experience working with a distributor is beneficial.
• Excellent planning and self-management skills.
• MS Office Suite experience.
• Budget development and management experience.
• Licensed driver and ability to travel intermittently.
• Physical ability to lift up to 45 lbs.

Responsibilities

• Drive end-to-end execution of commercial responsibilities, NSV and KPI targets.
• Assess distributor execution and competitive pricing/programming moves.
• Lead local programming strategy, execution, and resource management.
• Execute on-premise events and samplings with tracking and recaps.
• Manage budgets for self and team (OPEX, Brand Funds, T&E).
• Set goals with distributors and monitor quarterly targets.
• Coach distributor sales forces to achieve performance objectives.
• Drive planning discussions with local leadership.
• Manage category and brand plans, POS, promotions, and new items.

Skills

Stakeholder management

Distribution knowledge

Promotion techniques

Analytical capabilities

On-premise Key Accounts

Team management

Distributor collaboration

Budget management

MS Office

Travel willingness

Education

Bachelor's Degree or equivalent experience

Job description

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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. Mission of the Role Join one of the world’s largest premium spirits suppliers and take responsibility for managing a critical piece of our business. You’ll have the opportunity to partner with dedicated distributor marketing and sales teams and work closely with key on-premise accounts to build our business together by driving best-in-class execution.

• Build winning teams and partnerships
• Think Strategically as an owner
• Promote and inspire engagement and a development culture
• Deliver impactful result

Role Responsibilities

Market/Key Accounts Execution

• Ensure end-to-end execution of commercial responsibilities, driving NSV, DGP, market share growth, and KPI attainment in the assigned territory or key accounts of business.
• Invest time in your account universe 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.
• Responsible for local programming strategy, execution, and resource management.
• Successfully execute all on-premise events and samplings, leveraging division or company-sponsored tracking and execution recaps as provided.
• Manage budget for self and team (i.e. OPEX, Brand Investment Funds, T&E).

Distributor Management

• Set goals and objectives with distributors that align with the state to achieve monthly, quarterly, and annual performance targets.
• Direct distributors/partners to growth levers.
• Hold distributor principals accountable for financial performance objectives and KPI delivery.
• Coach and monitor distributor sales force and inspire teams to achieve performance objectives.

Business Planning

• Drive planning discussions with local leadership to gain buy-in and alignment on key priorities and address business needs.
• Actively manage the presentation and execution of category plans, brand plans, POS, promotions, and new item introductions ensuring compliance with brand standards.

Relationship Management

• Develop and maintain strong relationships with key customers to facilitate collaborative business partnerships with national, regional, and independent accounts.
• Ensure accountability and deliver feedback on non-compliance in ways that keep the distributor partner engaged and excited about representing Suntory Global Spirits to their customers.
• Work closely with marketing managers to bring to life in-market activations.

Qualifications

• Bachelor's Degree or equivalent experience.
• Five (5) plus years of work-related experience in spirits/wine supplier industry or other consumer goods companies
• stakeholder management experience with the ability to influence and develop strong partnerships across the business
• Tough knowledge of distribution, promotion, and selling techniques, alongside strong analytical capabilities, is strongly recommended
• Deep knowledge and experience of On-premise Key Accounts and understanding the levers to pull to drive growth
• Proven history of successful team management is beneficial
• Experience working with a distributor is beneficial
• Exceptional planning and self-management skills
• MS Office Suite
• Budget development and management experience
• Licensed driver of motor vehicles
• The ability for intermittent travel
• Lifting/lowering, pushing, carrying, or pulling up to 45 lbs.
• Sitting, standing, walking, bending, reaching, stooping, and typing using a computer

The salary range for this role is $70,000- $100,000 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.