The Manager of Distributor and Key Accounts leads commercial performance by developing and coaching the Suntory in-market sales team while partnering with wholesaler commercial leadership to deliver Share growth, Distribution expansion, Activation objectives, and financial plan delivery across the market.
Additionally, the Manager, Distributor and Key Accounts, is responsible for owning and growing an assigned territory of accounts by developing joint business plans and driving execution against Suntory account standards.
Role Responsibilities
Lead Market Share Growth and Commercial Performance
• Own the delivery of the market's commercial objectives across the market, ensuring the Suntory team and broker commercial organization are aligned against Share growth, Distribution expansion, Activation objectives, and financial plan delivery.
Lead and Develop the Suntory Team
• Manage, coach, and develop Suntory Managers to deliver against their individual business objectives within their assigned account base.
• Build capability in account management, executional excellence, customer influence, and commercial leadership.
Drive Market-Wide Distribution and Activation Excellence
• Build strong partnerships with broker commercial leadership team to translate brand priorities into market execution.
• Establish clear expectations, and drive accountability for distribution, programming, activation, and financial performance.
• Ensure consistent execution of commercial priorities across the market, leveraging both the Suntory team and broker resources.
• Activation includes Off-Premise Displays, Cold Box, Shelf Placement and Facings, and On-Premise Menu and Activation.
Own a Key Account Customer Growth Agenda
• Serve as the senior commercial owner for the assigned Customers, building trusted relationships with the buyer and key cross-functional customer stakeholders.
• Develop a deep understanding of the customer's business, priorities, growth opportunities, and operating model to establish the company as a strategic growth partner.
• Build a comprehensive, joint business plan with the customer that establishes clear financial objectives, distribution targets, activation priorities, and Share Growth ambitions.
Drive Performance and Close Gaps to Plan
• Monitor market performance against financial, distribution, activation, and Share Growth objectives throughout the year.
• Partner with local market leadership and other internal stakeholders to identify gaps, establish corrective actions, and mobilize the resources required to get back to plan.
• Execute consistent consumer programming that strengthens brand visibility, drives consumer engagement and trial, and ultimately accelerates consumer pull.
Qualifications
• Bachelor's degree required; advanced degree preferred.
• 5 years' experience in the Spirits, Beer, RTD alcohol categories, with understanding of its route-to-market dynamics.
• Demonstrated track record of developing and executing commercial strategies that drive growth and market share.
• Strong experience working with third-party distributors and managing senior-level trade relationships.
• Experience operating in a matrixed organization, effectively managing internal and external stakeholders.
• Experience balancing strategic planning with hands-on execution in high-growth or entrepreneurial environments.
Demonstratable Leadership Skills
• Engagement - dynamic individual with the ability to build trust quickly and communicate a strategy.
• Influence - ability to guide key stakeholders who potentially have competing agendas, focus on gaining alignment, not agreement.
• Negotiation - engaging in a dialogue designed to drive an outcome which satisfies various interests.
• Prioritization - effectively identifies and communicates high value opportunities
• Simplification - minimizes low value activities to maximize effectiveness and impact of their team.
• Collaboration - experience managing projects or initiatives across multiple functions.
• Orchestration - proven track record of coordinating a group of individuals around a shared ambition and holding them accountable for performance.
The salary range for this role is $100,000-$130,000 along with an annual bonus, 401K match, profit sharing, and medical and wellness benefits. The salary range is commensurate with the candidate's location, experience, and skillset. The range will vary if outside of this location.
While relocation, immigration, and/or tax compliance support are not guaranteed, we may offer assistance to successful candidates depending on factors such as role requirements in accordance with company guidelines.
