Head of Prestige & Key Account

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.

Mission of Role

• Lead the Key Accounts Channel - business for SGS India in the demand creating channel and deliver desired results by delivering market share and volume with enhanced brands presence, brand visibility and consumer experience.
• Lead the Head Office team & the Regional Key Accounts team for in-market execution & business delivery. 
• Create and implement strategic roadmap for the channel considering the long-term objective of the organization and brand portfolio.
• Identify and nurture strategic outlets and trends for building future business opportunities for the SGS portfolio.
• Lead strategic and commercial conversations with National chains (5 star and F&B chains) and create long-term sustainable business for SGS India and our business partners.
• Input and collaborate with SGS Regional teams on monthly/annual plans plus our global teams for contracts with global partners i.e. Soho House etc
• Role is expected to be in trade +60% of the time, travelling to cities across India to engage customers for business delivery, understand trends and opportunities and most importantly coach and mentor our team.         

Role Responsibilities

1. Strategic planning and annual business goals: 

• Develop a comprehensive Key Accounts channel strategy and Road map to develop SGS brands in the on-trade channel (HOS, Malts, Jim Beam, Makers Mark, Teachers….)
• Build annual business plan for the channel with the KA team and the Regional Sales Directors/Managers. (Volume, NSV, Market Share, Distribution, 6Ps, Investment, Capability)
• Lead operations to deliver the annual plan and collaborate with RSD/RSMs to integrate the channel with the overall business.
• Develop/Maintain commercial propositions to drive SGS profitability with sustainable growth - Revenue, Trade terms, BI Inputs
• Review and analyze channel performance against KPI's to determine effectiveness and optimize performance.

2. Development & Execution of the Brand & Advocacy plans in the channel

• Lead & execute the demand creation agenda in the channel in line with SGSs ambition and channel fitment.
• Lead and input into the MDC - Commercial Marketing & the brand team to co-create differentiated / bespoke consumer experiences in partnership with our customers
• Drive planning, alignment & review process in the channel in collaboration with the MDC, Brand team & the Regional Sales Team. (business metrics, commercial marketing, advocacy).

3. Relationship, Influencing & Networking

• Build and harness relationship with strategic accounts at various levels.  

• Manage relationships with key influencers and stakeholders in on trade to ensure preferred partner position for SGS.

• Drive Global/Local Advocacy programs to build relationship and capability in on-trade channel.
• Network with Industry bodies like NRAI and HAI to build corporate goodwill and influence industry shaping agendas including corporate social responsibility initiatives.
• Closely monitor Channel trends, Consumer trends and Competitive activity to effectively stay ahead of the curve.

4. People Development/Talent Management

• Ensure clear understanding of talent, their strengths and areas of opportunity and have development and succession plans in place.  
• Lead & Implement programs for capability/competency building of the team – Luxury Account Management & Selling, Channel / Category Management, Persuasive Selling, Negotiation Skills (as per the capability calendar of SGS)

Qualifications

• MBA from Tier 1 or Tier 2 colleges preferred
• Minimum 10-15 years of experience, 5+ years of experience in a leadership role within alcoholic beverage industry, with a focus on Luxury/On Trade Key Accounts
• Proven track record of successfully developing and executing strategic plans for premium & luxury brands.
• Strong leadership and team management skills.
• Excellent communication, negotiation, and relationship-building abilities.
• Entrepreneurial mindset with the ability to thrive in a dynamic and evolving environment 
• Ability to manage cross functional tasks is a must