State Manager III - NY
Beam Suntory
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.
State Manager III - NY
The following position is open in New York, United States.
What makes this a great opportunity?
Fantastic entrepreneurial opportunity in a highly competitive, high volume, high value and high visibility market in our North America Headquarters. This is an exceptional opportunity to promote integration with our internal and external stakeholders and build/develop current team and an opportunity to sharpen consumer-centric plans, financial acumen, and long-term strategies to improve market performance. You will work in collaboration with GBU, On and Off Premise National accounts, Finance, S&OP. You will lead and develop a team of talented and motivated sales professionals to be the best solution-oriented supplier managers for their distributor(s), customers and consumers.
Role Responsibilities
- Lead state managers, channel managers, portfolio managers, and National Account partners to ensure Beam Suntory products are marketed and sold in accordance with budgeted objectives to obtain maximum revenue, profitability, market share, and sales depletions.
- Ensure strategic alignment with the distributor directly linked to the geographical area of responsibility.
- Develop meaningful relationships and business practices with key accounts and customers to build yearly business development plans that will build both the BSI portfolio and the spirits category within the accounts.
- Creates a long term and near team vision for business growth and development while determining the strategy, resources and budget to achieve financial objectives.
- Uses available data to anticipate trends and developments in the market and is able to derive and define comprehensive priorities for assigned area. Is able to foresee potential risks or delays in defined plans and can make contingency plans to mitigate envisioned risks.
- Drive results through engaging, inspiring, empowering, and holding team members accountable.
- Lead top to top QBRs for all areas in assigned geography in alignment with the distributor General Manager.
- Manages the complexities of go to market with size and revenue to determine the best approach for geographical area of responsibility.
- Leads the formulation of guidelines on cost structure/suggested retail pricing/suggested Distributor margins/& recommended Retailer margin. Create robust pricing for the entire area of responsibility in alignment with revenue management and in collaboration with commercial business managers. Manages implication of pricing for entire area of responsibility.
- Collaborate cross-functionally and adjusts brand activation plans to meet changing market and sales conditions.
- Identifies opportunities in non-traditional Spirits channels (i.e., convenience) to optimize opportunities for new RTD launches
- Partners with GBU to optimize marketing plans and implement programming to win hearts and minds of the local consumer. Develops team’s capability to win with multicultural consumers.
- Leads implementation of corporate Diversity and Inclusion objectives for the local team.
Outcomes/Success Criteria
- Absolute performance vs. SIP components (NSV, DGP, KPIs, vs House goals)
- Relative performance vs. competitors within Nielsen and SGWS Sales Nav
- Relative performance against peer set states (i.e., Champion’s Club Tier)
- An engaged, highly professional, functional, diverse, and inclusive team!
- Positive qualitative perception from external trade partners
Qualifications & Experience
- Bachelor’s degree
- 7-10 years of Experience in the Beverage Alcohol industry
- 10+ years of Sales experience
- Exceptional leadership skills
- Experience managing multiple markets and channels
- Strong analytic capabilities
- On and Off Premise experience
- Licensed driver of motor vehicles
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.
