Sr. State Director - IL/WI

What makes this a great opportunity?

Fantastic entrepreneurial opportunity in a highly competitive, high volume, high value and high visibility market in
our North America Headquarters. This is an exceptional opportunity to promote integration with our internal and
external stakeholders and build/develop current team and an opportunity to sharpen consumer-centric plans,
financial acumen, and long-term strategies to improve market performance. You will work in collaboration with
Cross Functional Partners, and On and Off Premise accounts. You will lead and develop a team of talented and
motivated sales professionals to be the best solution-oriented supplier managers for their distributor(s),
customers and consumers.

Role Responsibilities

• Lead state managers, channel managers, portfolio managers, and National Account partners to ensure
Suntory Global Spirits products are marketed and sold in accordance with budgeted objectives to obtain
maximum revenue, profitability, market share, and sales depletions.
• Ensure strategic alignment with the distributor directly linked to the geographical area of responsibility.
• Develop meaningful relationships and business practices with key accounts and customers to build yearly
business development plans that will build both the SGS portfolio and the spirits category within the
accounts.
• Creates a long term and near team vision for business growth and development while determining the
strategy, resources and budget to achieve financial objectives.
• Uses available data to anticipate trends and developments in the market and is able to derive and define
comprehensive priorities for assigned area. Is able to foresee potential risks or delays in defined plans and
can make contingency plans to mitigate envisioned risks.
• Drive results through engaging, inspiring, empowering, and holding team members accountable.
• Lead top to top QBRs for all areas in assigned geography in alignment with the distributor General
Manager.
• Manages the complexities of go to market with size and revenue to determine the best approach for
geographical area of responsibility.
• Leads the formulation of guidelines on cost structure/suggested retail pricing/suggested Distributor
margins/& recommended Retailer margin. Create robust pricing for the entire area of responsibility in
alignment with revenue management and in collaboration with commercial business managers. Manages
implication of pricing for entire area of responsibility.
• Collaborate cross-functionally and adjust brand activation plans to meet changing market and sales
conditions.
• Identifies opportunities in non-traditional Spirits channels (i.e., convenience) to optimize opportunities for
new RTD launches
• Partners with cross functional partners optimizing marketing plans and implementing programming to win
hearts and minds of the local consumer. Develops team’s capability to win with multicultural consumers.
• Leads implementation of corporate Diversity and Inclusion objectives for the local team.

Outcomes/Success Criteria
• Absolute performance vs. SIP components (NSV, DGP, KPIs, vs House goals)
• Relative performance vs. competitors within Nielsen and SGWS Sales Nav
• Relative performance against peer set states (i.e., Champion’s Club Tier)
• An engaged, highly professional, functional, diverse, and inclusive team!
• Positive qualitative perception from external trade partners

Qualifications

• Bachelor’s degree
• 7-10 years of Experience in the Beverage Alcohol industry
• 10+ years of Sales experience
• Exceptional leadership skills
• Experience managing multiple markets and channels
• Strong analytic capabilities
• On and Off Premise experience
• Licensed driver of motor vehicles

Compensation
Salary Range: $240,000-$260,000, 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.