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Regional Director - Americas GTR - New York

Beam Suntory

Beam Suntory

New York, NY, USA
Posted on Friday, February 9, 2024

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.

This role reports into the General Manager – Global Accounts & Americas. *The chosen candidate will reside in New York City.

What makes this a great opportunity?

Global Travel Retail is a key business unit of Beam Suntory that sphere of influence stretches from East to West, crossing multiple geographies, interacting with the global shopper and consumer. This channel is uniquely positioned to deliver best in class brand-building opportunities alongside a consistently strong commercial performance. The Regional Director role is accountable for delivering the 1-3 year commercial strategy for one of our largest global accounts. This role will manage an experienced team of Key Account Managers in each sub region, to translate the strategy into action, with the ultimate goal of increasing market share, accelerating profitability and driving brand visibility aligned to our commercial and corporate mission.

We are looking for someone able to manage both long and short-term activities to achieve volume and value targets, as well as other financial KPIs. If you know how to create and implement long term commercial, brand and growth strategies that deliver category leading performance, as well as to collaboratively build strong Joint business then you are the right person for this role. You will join the Global Account Leadership Team and have a strong voice on the GTR Leadership Team. This means you will have motivation, well developed interpersonal skills and sound ability to build collaborative relationships.

Role Responsibilities

Strategic Planning

  • Create the long-term vision for the specific account and engage the GTR organization behind this to drive change globally to deliver executional & financial performance goals beyond expectations
  • Act as the champion for your customer, where necessary challenging the internal status quo, and externally through both formal and informal leadership given clear understanding of market dynamics, market trends and competitor activity
  • Support the creation and delivery of the broader one-GTR Accounts strategy in line with our Commercial Vision
  • Deliver on outlet standards and 6 P’s (Promotion, Price, People, POS, Product and Placement)
  • Key internal collaborator & decision-maker on annual investment, stock allocation & key commercial levers to be agreed upon alongside Brand & Shopper Marketing directors.

Commercial Development

  • Lead the management of your customer relationships, maximizing opportunities for the joint benefit of Beam Suntory & our customers to deliver executional and financial goals.
  • Lead annual planning by being commercially astute in effective negotiation, with a value-added approach to sales & strong problem-solving skills, in line with RGM principles and guidelines.
  • Deliver holistic performance to deliver long term sustainable growth through effective P&L management in line with budget across all countries, including effective return on investment.
  • Optimize our RTM and supply footprint to deliver efficiency and improve not just profitability for Beam Suntory by customer satisfaction.
  • Regular review of all P&L metrics with appropriate planning and interventions put in place to ensure achievement of company goals.
  • Set parameters for annual price promotion plan, ensuring brand integrity is not compromised.

Qualifications

  • In-depth understanding of managing sophisticated retailers in a global market
  • Degree level education
  • At least 10 years Strategic Acct Management experience within FMCG/luxury goods/spirits. Travel retail experience preferred
  • Strong and proven people management and coaching skills. A team player able to delegate tasks effectively, inspire positive momentum and create an environment where everyone can be at their best, championing an inclusive and outperformance culture.
  • Demonstrable organizational agility (internal and external)
  • Ability to Drive change whilst negotiating, influencing and engaging others
  • Good financial and commercial acumen – demonstrate a ‘drive for results’ mentality and a broad business skill set, good strategic perspective and a mature and practical mindset, along with financial modelling skills.
  • Team player with a strong collaborative approach
  • People management skills and experience
  • Customer focused strategic thinker with creative flair & and eye for category insight
  • Travel 30-40% of time

The salary range for this role is a base salary of $160,000-195,000 along with an annual bonus, 401K match, profit sharing, and medical and wellness benefits. Salary range is commensurate with candidate’s location, experience and skillset.

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.