Sales Capability Lead

What makes this a great opportunity?

The Sales Capability Lead for Suntory Global Spirits Spain is charged with developing, implementing, and optimizing sales skills and processes tailored to the Spanish market. This role aims to build a Suntory-unique, competitive sales team that can outperform market rivals, drive customer engagement, and maximize sales results, while serving as the Champion leading the Suntory Commercial Academy program starting in 2026. The position ensures strict alignment with Global Commercial Excellence’s Sales Capability strategies and maintains ongoing coordination with global counterparts to embed company-wide best practices. In addition, this role leads and coordinate the PDCA process for Spain, engage and irradiate the Company to this way of working and maintains ongoing coordination with global counterparts too. 

Role Responsibilities

• Design and deliver sales training programs specifically adapted for the Spanish market, fostering a team that embodies Suntory’s unique strengths, such as Gemba mindset and Akinai-no-Kokoro, and differentiates from competitors.
• Serve as the Champion of the Suntory Commercial Academy launched from 2026, leading, promoting, and managing program implementation to ensure optimal knowledge transfer and development.
• Collaborate closely with the Global Commercial Excellence team to maintain ongoing alignment with global Sales Capability guidelines, ensuring all initiatives in Spain reflect global standards.
• Work with sales leadership to identify and address capability gaps, and develop unique improvement initiatives that strengthen Suntory’s market position in Spain.
• Create, update, and share Suntory-specific sales best practices, tools, and playbooks to support team excellence and consistency.
• Monitor and evaluate the effectiveness of sales capability programs, making data-driven adjustments relevant to the Spanish market.
• Support onboarding and ongoing development of new and existing sales staff, fostering Suntory’s distinct team culture and competitive edge.
• Partner with cross-functional teams (e.g., marketing, HR, product) to ensure sales capability initiatives are fully integrated with broader business goals and strategies.

• Lead the implementation of PDCA meetings in the Spain team in alignment with global guidelines (e.g., fewer bigger focus approach,  leveraging tools such as the Scorecard for regular performance monitoring and Gemba Insights), while fostering and promoting a culture that values PDCA as a core practice.
• Partner with the PDCA meeting owner, normally brand team now in Council meeting,  by providing support in meeting preparation, facilitation of discussions, and progress tracking, in order to ensure the effective adoption and sustainability of PDCA practices.
• Continuously learn from PDCA best practices and case examples shared by Global Commercial Excellence, as well as from other regions and markets, and apply these learnings to enhance the structure of PDCA in Spain, improve the quality of discussions, and elevate the effectiveness of resulting action items.

Qualifications

• Master/Bachelor’s Degree.
• Strong knowledge of Sales and Distributors in FMCG.
• Strong communication, influencing skill and presentation skill.
• Excellent communication and interpersonal skills: Ability to communicate effectively with sales teams and other stakeholders.
• Analytical and problem-solving skills: Ability to analyze sales data, identify trends, and develop solutions to improve performance.
• Leadership and coaching skills: Ability to motivate and guide sales teams.
• Knowledge of sales methodologies and technologies: Familiarity with sales processes, CRM systems, and other relevant technologies.
• Ability to work independently and as part of a team: Ability to manage multiple projects and work effectively with other
• High availability to travel.