The role of Senior Manager, Commercial Excellence EA is critical to facilitate implementation of best practices (e.g. PPM), build sales capabilities (e.g. Trade Terms) and deliver Gross-to-Net & Net Sales Value budget/KPI. Reporting to Managing Director, EA, this role will ensure a globally consistent process and alignment of priorities for key markets with particular focus on fully integrated marketing-sales executions. In addition, as part of commercial excellence and considering characteristic of EA market, this role needs to engage Japanese on/off chains with strong collaboration with Suntory Japan, commercial excellence team.

Senior Manager, Commercial Excellence EA will ensure single focus on this important P&L spent. Improving annual negotiation process, introducing TT&C, increasing efficiency of the sales force should lead to increase sales growth and potential savings for Beam Suntory.

In working with such a broad and diverse set of markets, this role offers the opportunity to impact and equally, develop oneself in a variety of market conditions. This is a highly cross functional role that will work closely with Marketing, Commercial and Local Market teams.

KEY RELATIONSHIPS

Reports to: Managing Director, EA

Other key relationships: Leaders in relevant functions and markets, Global Commercial Excellence

KEY RESPONSIBILITIES

<Sales Strategy> Twice a year (Autumn / Spring)

• Build sales strategies and tactics (Commercial plan, Products & Promotion schedule, Distributor incentive) which is cascaded down form Global Commercial Excellence

<Execution Plan-Do-Check-Action>

• Manage commercial activities and execution.
• Feedback activities and Gemba info to Marketing team

<Sales Support> Continuously through a year

• Perfect menu/Brand promotion/Top accounts program
• Category management / Negotiation materials/ etc.

<Training> from time to time

• Develop sales capabilities and Educate talents.
• Training programs by Channel/Country/Seniority

<Japanese account development> *Personnel cost funded by Suntory Japan

• Negotiate with Japanese on/off account to maximize BSI’s PL
• Cascade down strategy which Japan develops with each chain to Emerging Asia by communicating local commercial team
• Ensure quality of our product at the consumption.
• Manage, support and advise commercial team in markets to drive our business at Japanese IZKAYA account, which has huge presence in Emerging Asia.
• Japanese language skill is preferable

IDEAL EXPERIENCE

• Minimum 15 years professional experience in different Sales functions in a top performing multinational FMCG company with significant Sales Force. This must include experience to manager Japanese account. Japanese language proficiency must be business level.
• More than 5 years in a National Sales Director position in a relevant market. Experience as Country Manager of a small market will be valued.
• International Sales experience working in a complex matrix organization.
• Track record of building distribution in a front-line sales position, across a variety of trade channels and proven success in changing RTM.
• Financial acumen, good understanding of internal cost structures, revenue, balance sheet and management of outstanding debts.
• English Fluent. Other languages will be valued.
• CRITICAL LEADERSHIP CAPABILITIES
• Developing and communicating a clear business vision and strategy that can be reflected in a focused tactical plans.
• Developing talent for the business unit, ensuring that the business unit has the diverse talent to meet business goals.
• Building best-in-class team that fully leverage all market opportunities, internal systems, programs, and tools.
• Leading teamwork proactively across a variety of situations.
• Understanding implicitly how to manage and work with different people and various working styles.
• Establishing conditions systematically for high performance teamwork based on the requirements of the situation.
• Ensuring that effective team processes are implemented down in the organization.
• Developing and leading, on a consistent basis, well-aligned strategies that win commitment for key initiatives, inside and outside the company.
• Ability to persuade individuals and groups. Building support systematically at multiple levels, not overlooking any stakeholders.
• Managing Sales Organization’s overall business performance.
• Setting SMART goals; balancing short term and long-term results to benefit the business unit.
• Actively assessing financial impact of all implemented options and recommending changes when necessary.
• Translating corporate business goals into well-defined performance plans for the Sales Organization.
• Engaging the entire Sales Organization in tracking performance metrics to ensure superior results.
• Possessing strong project management skills; setting processes and building talent to create an efficient organization to answer demand for mobility and speed to market.
• Proactively shaping the market environment, defending and improving market position and depth of market access by developing strong, trust-based relationships with customers and other stakeholders.
• Public face of the Sales Organization, ensuring legal and ethical conduct, corporate compliance, and adherence to company guidelines and procedures.
• Building and maintaining collaborative relationships, partnerships and a broad network of contacts across the company and externally.
• Anticipating market changes and actions of competitors. Proactively acting to address current and/or future problems or opportunities. Probing easily and deeply into important details, even on exceptionally complex financial or quantitative issues.
• Breaking down problems skillfully and in various ways to ensure that “no stone is left unturned”.
• Seeing subtle - but important - details or issues that others often miss.