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Sales Director Off Trade

4 months ago

London, Greater London, United Kingdom Suntory Global Spirits Full time

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?

The Off Trade Sales Director will be integral to setting up and bringing our own RTM in the UK to life, setting up and leading an Off Trade commercial team that will drive commercial growth across Grocery, Wholesale and Convenience and Ecomm.

This is a unique opportunity to play a key leadership role; growing our brands, developing a talented commercial team and helping us work towards our ambition to be the worlds most admired premium spirits company.

Role Responsibilities

As a key member and working in full alignment with the UK&I leadership team, the Off Trade Director is responsible for developing and delivering the Off Trade strategy, commercial P&L, commercial negotiations and leading a team of 11 (3 direct reports) to win in the UK Off Trade. This is a 'hands on' commercial leadership role with significant opportunity to grow our performance.

  • Ensure proper management & support of all UK Off Trade customer relationships
  • Manage & own the Off-Trade P&L (inc Volume, NSV, GP, Distribution, BI and Opex)
  • Take ownership of the planning and Implementation of the commercial strategy for the UK Off-Trade
  • Design and deliver the Off-Trade sales strategy with the UK Managing Director, agreeing targets and channel plans each year.
  • As part of the UK&I leadership team, be involved in leading, challenging & embedding strategic and impactful business decisions and processes directly impacting the core of the business
  • Works cross-functionally with Marketing/Finance/HR/Ops to enhance decision making across the business including NPD, COGs, Projects, Culture etc
  • Motivate, mentor, and inspire your team to deliver against company goals
  • Develop and support your teams growth and accountability
  • Ensure all Off-Trade sales team goals are aligned with overall strategy to deliver commercial success
  • Deliver sales performance discipline within the channel using commercial sales tools, external data portals and third-party data trackers
  • Liaison with key company stakeholders, including, but not limited to, Finance, Logistics, Culture, Marketing, and wider leadership team
  • Deputise when required for UK Managing Director when absent
  • Maximize new business opportunities and stay on top of market trends
Qualifications

Qualifications & Experience

  • Strong first-hand market understanding and managerial positions in Sales, marketing, trade marketing
  • Senior commercial experience negotiating and dealing with multiple contracts and close liaison with key customers to deliver a triple win.
  • Strong track record of delivering ambitious growth in challenging external environments.
  • Demonstrable experience leading and developing people and high performing teams
  • Experience driving change and bringing people with them, communicating clear, compelling, and cohesive stories and adjusting messaging to the audience
  • Demonstratable strategic thinking and global business problem solving
  • Experience with the management of joint ventures and 3rd party markets
  • Knowledge of market and laws governing the spirits industry.

Key skills and behaviours

  • 10 years+ commercial experience with significant and demonstrable experience of leading commercial sales teams to deliver sustainable growth
  • Extensive knowledge and demonstrable experience of the UK Off Trade channel
  • Significant, demonstrable leadership & management experience; able to lead, manage, coach & develop to drive performance & engagement
  • Able to influence a wide range of audiences (including the highest level of customer & internal contacts) with high emotional intelligence executed both internally and externally
  • Able to lead by example with high-level ability to flex tone, style and approach across Suntory Global Spirits
  • Results oriented work ethic and can do attitude. Resilient, focused and hands-on.
  • Experience in launching RTM projects or working in start-up/scale up businesses
  • Excellent proven negotiation skills
  • Broad understanding of commercial & sales theories and models
  • Strong financial Acumen and proven analytical capabilities
  • Excellent communication skills and the ability to develop strong working relationships at all levels. Expertise at working in a matrix organization.
  • Challenges status quo with a continuous improvement mindset.
  • Strong Team player and desire to win 'together'.

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.