Regional Sales Director North

What makes this a great opportunity?

Suntory Global Spirits is a world leader in premium spirits with $5.5 billion in annual revenues and an ambition to become the World’s Most Admired Premium Spirits Company. We have a strong vision and strategy, an incredible brand portfolio grounded in quality and craftsmanship, an unwavering commitment to sustainability and top talent across the organization. Known for its craftsmanship of premium whiskies, including Jim Beam®, Maker's Mark®, Basil Hayden® and Knob Creek® bourbons; Japanese whiskies, including Yamazaki®, Hakushu®, Hibiki® and Toki™; and leading Scotch brands including Teacher's, Laphroaig® and Bowmore®, Suntory Global Spirits also produces leading IMFL brand Oaksmith in India. For more information, on our brands and commitment to social responsibility, please visit www.suntoryglobalspirits.com and www.drinksmart.com. 

Role Responsibilities

SALES PLANNING AND EXECUTION

• Build a bottom-up sales forecast, with the Zonal Sales Managers, covering volumes, NSV, TI and GP by regions, and brands throughout the whole country. Identify gaps versus the budget objectives and prepare plans to accelerate growth and present to the Chief Commercial Officer for approval
• Coordinate sales planning activity with relevant functions (Customer Marketing, Supply chain, commercial finance) maintaining high levels of quality, accuracy and process consistency in the sales planning process
• Ensure all sales objectives are achieved timely as per plan
• Ensure adherence to service norms of the sales team and execution standards across markets and RTM types for the region
• Consolidate all sales data flow to coordinate the sales execution and effectiveness in the market – by different RTM archetypes.
• Manage preparation of sales budget and forecast objectives covering volumes by regions, brands, variants, and organization priorities
• Coordinate sales planning activity with relevant functions maintaining high levels of quality, accuracy and process consistency in the sales planning efforts

COMMERCIAL EXCELLENCE AND CUSTOMER MANAGEMENT

• Engagement with top retail and HORECA customers to deliver business solutions for mutual growth and monitor the overall level of service and Key Account management being provided to business partners
• Identify and resolve process bottlenecks to ensure delivery of revenue/ profitability goals
• Drive an organization of continuous sales, execution and claims process improvement, ensuring adherence of customers to BS India terms of trade and pricing strategies

Qualifications

INTERNAL

• Managing Director
• Chief Commercial Officer
• Finance Director
• Commercial Marketing Director
• RTM Management Director
• Marketing Director
• Human Resource Director
• Human Resources Team
• Finance & Accounts Team
• Procurement/Operations Team
• Compliance & Legal Team
• Strategy Team

EXTERNAL

• Customers
• Regulatory authorities
• PR agencies
• A&P vendors
• Consultants
• Industry bodies
• External auditors

Key Performance Indicators

QUANTITATIVE

• Sales target achievement for IMFL, BII and BIO – overall, by region, by outlet channel, by brands, by variants
• Profitability target achievement for IMFL, BII and BIO – overall, by region, by outlet channel, by brands, by variants
• Achievement of commercial marketing and brand building targets within committed timelines
• Degree of attrition in sales & commercial marketing functions

QUALITATIVE

• Ensure accuracy and consistency of data flow from on-ground teams
• Healthy relationship with internal stakeholders, key channel partners
• Develop good rapport with subordinates and promote organization culture
• People development and skill building
• Compliance with company policies and procedures
• Proactive participation in business strategy discussions