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Beam Suntory is Crafting the Spirits that Stir the World. Rooted in two centuries of family heritage, Beam Suntory 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. Beam Suntory is a place where you can come Unleash your Spirit by making an impact each and every day.
Sr. Manager, On-Premise Channel Sales – S. CA
The following position is open in California, United States.
What makes this a great opportunity?
Responsible for managing the Southern California On-Premise channel, which includes working closely with dedicated distributor marketing and sales teams. Opportunity to work closely with key on premise accounts in Southern California to build our business together by creating impactful plans and programs.
At Beam Suntory we drive our leaders to:
Build winning teams and partnerships
Think Strategically as an owner
Promote and inspire engagement and a development culture
Deliver impactful results
Role Responsibilities
Help develop and establish sustainable On-premise Strategy and Expectations for a critically important market. Be the go-to holistic manager for the whole On Premise channel and hold our distributor partner accountable to our BSI goals and objectives. Lead, inspire, and motivate a robust team of Channel Managers and our Customer Facing Team, whose responsibilities include day-to-day distributor management, distribution, demand creation, and promotional activity. Establish appropriate distributor on-premise targets and evaluate ROI of activities. Assist State Manager in achieving NSV, DGP and KPI targets for So Cal market.
Align BSI and Distributor on-premise organizations to maximize efficiency and effectiveness to achieve maximum penetration of on-premise distribution and sales
Create and Manage the strategy and execution of category plans, brand plans, promotional activity, and new item introductions, ensuring consistent compliance with BSI Standards
Create a culture of inclusion, diversity of thought, and accountability with our On-Premise BSI team and On-Premise distributor team
Maintain and Develop new volume opportunities with customers to include placements/spec list improvements; menu listing in key cocktails; feature and promotions, and well placements
Set goals and programming in collaboration with Distributor to achieve monthly, quarterly and annual on-premise targets
Work with and manage On Premise distributor lead to track/monitor progress and ensure all goals are achieved
Ensure compliance with all Beam Suntory National Account initiatives, including coordination with NA and local teams, proactive management of all programs, and follow up reporting
Successfully launch all innovation in the on-premise achieving volume and distributions KPI’s as set out by corporate and local management
Successfully execute all on-premise events and use company created tracking and execution recaps as provided
Conduct monthly/quarterly/yearly planning and market performance recap/review sessions with State Manager and Distributor teams to identify areas of opportunity and risk
Provide monthly sales training and communication to distributor sales force in areas of market, category and brand trends, as well as sales tactics and techniques. Plan and schedule wait staff training at key accounts
Keep current with all federal, state, and local laws and regulations; ensure all efforts and sales activities are in compliance
Manage all Sales Expenses and OPEX within budget, and manage all BSI on-premise POS
Maintain accurate and up-to-date records through Salesforce on account contacts, new placements, follow-up actions, and account direction
Successfully plan, manage and develop the Consumer Facing and Special Projects teams within given plan, guardrails, and budgets
Communicate effectively with all stakeholders in the value chain, including Distributor, On-Premise, Brand, Field Marketing, and Finance teams
Qualifications & Experience
Exceptional planning and self-management skills
Thorough knowledge of distribution, promotion and selling techniques
Sales experience, including experience selling promotion and marketing programs
MS Office Suite
Previous distributor experience
Experience working with Food and Beverage Directors necessary
Experience in spirits industry preferred – Channel Management, On-Premise Experience, and People Leadership all considered
Licensed driver of motor vehicles
Ability for intermittent travel
In an effort to ensure the health and safety of our workforce while doing our part to protect those around us, Beam Suntory is requiring proof of full COVID vaccination for US salaried employees in our offices and commercial field roles as a condition of employment, subject to medical/religious exemptions
At Beam Suntory, 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. Beam Suntory 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.
