VP Sales, International

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 role of the VP Sales – International region is critical to deliver the commercial budget objectives (sales and trade investment) for the international region, customize and ensure the execution of the global strategic initiatives for the different markets (outlet standards), build sales capabilities within the team (e.g. Trade Terms / 6P’s execution at store with excellence), facilitate implementation of best practices (e.g. PPM), cultivate a “Merchant´s heart” culture and build the future sales leaders for Beam Suntory.   This role is the key representative of the International Region on Commercial Excellence capabilities and needs into the COE,  as well as from the Global Commercial Excellence COE back to the International Region.  The ideal candidate plays a key role in the collaborative development of global Commercial Excellence strategies fit for future

Reporting to the President International Region, and with dotted line to the Global Commercial Excellence Officer, this role will ensure a consistent process and alignment of priorities for key markets. This is a highly cross functional role and will build strong relations with other key stakeholders: Brand houses, S&OP, Finance, Commercial Excellence leads in other regions, and HR to ensure a comprehensive and multifunctional approach for the different markets.  Commercial/Sales Directors in market report to the VP Sales in dotted line.

The VP sales is a true Sales Expert and a strong leader, able to manage change and energize local Sales teams to drive results. The ideal candidate should be focused on Net Sales Value (NSV) and Trade Investment (TI) budget delivery through building harmonized best practices across key markets. He/she will set annual negotiation objectives, oversee key sales initiatives and review/improve efficiency of the local sales organizations.

Trade Investment (TI) is a very important P&L component which the company wants to maximize. The VP Sales will ensure single focus on this important P&L spent,  helping improve through planning, negotiation process, aligning TT&C, increasing efficiency of the sales force leading to effectiveness and potential savings for Beam Suntory.

An important member of the ILT, the VP Sales will play a vital role in ensuring the Beam Suntory brands and commercial strategies are successfully deployed in the markets. This role provides an opportunity to visibly impact both the short and long term growth of the business.

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. The ideal candidate is able to exemplify our Suntory Leadership Spirit, role model leadership behaviors and be highly committed to our ambition of becoming the Most Admired Premium Spirits Company.

The position will report to the President International and will be based in Madrid, where the International Region Headquarters are located.

Role Responsibilities

Define with the President of the region the budget objectives for Sales (volume and value) and Trade Investment

Ensure the achievement of the Budgeted NSV growth for the region

Builds the sales, channel and customer strategy and its implementation agenda for the region

Drives the consist execution of 6P’s across markets and channels

Maximize Trade Investment budget through revenue management, sales efficiency and implementation of pay-for-performance. Review and approve the budget TI and Trade Terms changes per key country

Lead sales reviews to ensure compliance to agreed Sales strategy

Ensure distribution targets per trade channel per key country

Lead and develop the sales leadership team to build a best-in-class commercial organization and talents for the future

Develop on-premise capabilities, focus on building prestige business in key cities and best practice sharing

Create and implement commercial policies and procedures.

Facilitate the execution of consistent outlet standards within the region across on, off and digital.

Ensure globally aligned tools, technology and processes

Drive and develop further indirect trade management capabilities to maximize indirect country sales coverage. Develop and implement outsourcing approach for Feet-on-the-Street

Ensure shopper and category insights are embedded into the commercial plans

Establish KPIs for merchandising and sales reps coverage. Drive improvements for merchandising and sales efficiency. Approve key country coverage plans

Support the development of a competitive sales organizational structure for the function, create a positive climate and effectively organize work

Develop, coach and maintain a professional well motivated team in the extended Sales function, capable to meet the current and future challenges in an effective and efficient way

Qualifications

Minimum 10 years professional experience in different Sales functions in a top performing multinational FMCG company with significant Sales Force

More than 3 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

Experience implementing Trade Terms & Conditions across different clients, including Key Accounts and Distributors/Wholesale

Experience working as Key Account Director running the process of annual negotiations and Joint Business Planning

Financial acumen, good understanding of internal cost structures, revenue, balance sheet and management of outstanding debts

English Fluent. Other languages a plus

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.