Head of Sales at Beam Suntory

Role Responsibilities

People leadership:

• Focus on people engagement and development, creating an efficient and effective organization and an environment where people want to be and can thrive. Championing an authentically diverse and inclusive workplace.
• Provide energetic and constructive input into EEMEA leadership team, ensuring overall business and people agenda is prioritized over Market agenda.
• Coach and advise teams to analyze problematic situations and occurrences to provide sustainable solutions
• Inspire a One team culture with curiosity and drive for outperformance

Commercial leadership:

• Development and execution of the strategic direction for the market i.e., strategic plan, commercial plans, brand plans, budget and LE’s.
• Accountable for pricing and profitability ambition for the market in partnership with Brand House incorporating the long-term brand and business ambition
• Drive monthly/ quarterly and annual business performance review and forecasting. Know the drivers underlying market results i.e. depletions, stock level, main activities for our brands and for competitors ad share best practice
• Build and align Brand Plans. Set and execute KPI’s (distribution, Market share, ROS, RSP, promotional activities…) and activities calendar. Drive the Innovation agenda in close cooperation with our Brand houses
• Lead and direct the Market to beat the Plan (P&L, market share and distribution goals) and outperform the footprint via developing and executing business strategy
• Optimize RTM and develop superior trust relationships with all distributors, customers and key stakeholders in the organization.
• Build close and effective partnerships with all enabling functions 
• Champion compliance and professionalism. Keep well-informed of all laws, regulations and policies that govern each market and comfortable to lead in any crisis management situation.

Qualifications & Experience

EXPERIENCE & KNOWLEDGE

• Solid experience dealing with South African retailers and in building successful teams
• Strong market understanding in roles such as Sales leadership, Key Account Director & Category management experience. With at least 8 years sales experience.
• Senior commercial experience negotiating and dealing with multiple contracts and close liaison with key customers to deliver a triple win. Negotiations experience with top key customers in France
• Solid experience in Trade Marketing in promotions development, owning key selling moments, driving visibility and cut-though in trade
• Demonstratable strategic thinking and global business problem solving: Experience in building commercial policy, delivering assortment strategy, building terms & conditions
• Strong track record of delivering ambitious growth in challenging external environments.
• Solid managerial positions leading Sales teams => demonstrable experience leading and developing people and building high performing teams
• Experience driving change and bringing people with them, communicating clear, compelling, and cohesive stories and adjusting messaging to the audience
• Experience with the management of joint ventures and 3rd party markets as a plus
• Knowledge of market (on & off trade) and laws governing the spirits industry.

SKILLS & BEHAVIOURS

• Strong and proven people management & development skills. Ability to create an environment where everyone can be at their best, championing an inclusive and outperformance culture
• Team player and able to delegate tasks effectively and inspire positive momentum. Delivering exceptional results through others.
• Strong Financial Acumen – Demonstrate a ‘drive for results’ mentality and a broad business skill set, good strategic perspective and a mature and practical mindset, along with excellent financial modelling skills
• Ability to navigate effectively, influence and thrive in a culturally diverse matrix structure, and maintain healthy working relationships
• Communication Skills – effectively tailor communication across a variety of audiences, both written & oral English and French.
• Business and relationship Focused – demonstrable ability to develop and leverage deep business acumen and quickly grasp concepts. Culturally sensitive attitude and approach to business practices
• Agility – demonstrate flexibility and adaptability in a wide range of situations.  Embrace change and be able to adapt external best practice to own organizational situation
• Attention to Detail – ability to produce high quality accurate output, with particular attention to fine, small details
• Forward thinking and action orientated – challenges the status quo and proactively and creatively identifies opportunities for improvement. Decisive, commercially aware and customer focused approach
• Self-Motivated – ability to work in a fast paced, dynamic environment where you are required to take ownership for business results and drive for growth.  Ability to work outside scope of responsibility and take on additional strategic projects and the ability to manage multiple priorities effortlessly.
• Ability to anticipate and identify the need for change and in then providing the vision to champion and lead change