Regional Manager, Commercial Planning – Open East Region

Bacardi • Louisville, DC

3d • Hybrid

About The Position

In this role, you will be the brand expert for the Open East Region by facilitating the execution of the Brand Plan with BUSA and distributor counterparts. You will be driving the brand’s strategic performance within your region through commercial engagement with both BUSA and distributor sales teams in local markets. Responsible to deliver key sales and brand targets for your region. Manage the KY Market Manager and structure programs, budget & distributor ways of working to deliver the KY NSV / Depletions goals. Execute brand programming outlined in the Integrated Activity Plan (IAP). Work with distributor and BUSA commercial teams to develop plans that will deliver annual goals and execution of tactical priorities. Expected to manage multiple tasks across functions simultaneously. Strength in communication across channels is crucial to ensure the short and long-term brand strategy is executed across the region. Provide commercial direction in the creation of new activations and programs by having a founder’s mindset continually focused on ways to improve existing platforms and create new methods where needed. Consistently coordinate and plan with state field teams regarding brand strategy, operations, and programming. Evaluate industry insights and analytics to develop tactical action plans to drive brand growth. Think strategically and know your business. Oversight, ownership, tracking, and review of Open East Region budget, including collaborating with TEAM Enterprises to ensure maximization of the region’s budget within the Retail Specialist program. Work cross-functionally with Bacardi Incubation CPA Managers & Director to cascade region programming for Angel’s Envy & Dusse. This role is varied and while based in a home office, a large percentage of your time will be interacting with the local market team members as well as key customers. As a result, you can expect to be travelling extensively to stay connected to all stakeholders. Drive results & excellence in execution Act as a general manager (On and Off Premise) for Angel’s Envy / Dusse within the Open East Region. Achieve volume and fiscal sales / NSV goals within the Open East Region. Develop, implement, and execute sales programs along with pricing with BUSA and our distributor partners. Connected to BUSA commercial & finance teams and distributor partners during monthly forecast meetings to ensure proper forecasting and allocation of product to meet demand within markets. Communicate brand marketing, programming, and commercial execution priorities to BUSA and distributor partners. Accountable for delivery of performance targets and set action plans in region (revenue, profitability, share, equity) as agreed with the local Finance team and Senior Management. Lead and organize blitzes in markets once agreed upon with Bacardi and distributor partners commercial teams. Ensure plans are aligned with Angel’s Envy & Dusse strategic initiatives. A strong sense of accountability and “attention to detail” is essential. Be a strategic partner to internal NAOP/ NRS liaison (Deja et.) to ensure National Account programming is supported and executed to Angel’s Envy & Dusse Standards. Market Execution & Relationship Building Regularly assess and analyse budget spends, ensuring that investment dollars are maximized for efficient ROI. Be the Angel’s Envy / Dusse go-to resource for BUSA and distributor partners within the Open East Region, working proactively alongside Incubation team peers, ensuring consistent communication. Conduct regular “work-withs” alongside both supplier and distributor personnel. Hold monthly and quarterly meetings to evaluate territory and channel programming and ensure resources are leveraged against the right opportunities. Ensure tight collaboration with key BUSA and distributor personnel to leverage promotional activity for incremental sales. Review local programming by thoroughly understanding distributor incentives and local funding. Maintain local market knowledge through communication, regular meetings, and in-market visits. Fully manage all communications, allocation, and sell-in of single barrel program in region, working closely with BUSA and distributor partners to ensure alignment. Responsible for keeping project timeline on track for account selection, samples selection, barrel ordering, etc. Create valuable programming, specific to each market to ensure ROS of single barrel continues at customer level. Be the liaison for all brand home visits for BUSA, distributors, and customers within the region. Consistently provide KY market data to Marketing team and build programs to ensure AE / Dusse have rightful market share both On & Off Premise. Proactively provide actionable market feedback Build both monthly & quarterly business reviews with actionable insights for Brand Marketing, BUSA and distributor commercial teams, and AE / Dusse leadership. Utilize internal platforms like Compass, Sales Navigator & Ground Signal to analyse market opportunity and build programming for BUSA & distributor sales teams. Track and monitor retail pricing both internally and within the category. Demonstrate strong financial acumen by managing your field activation budget effectively and efficiently by applying thoughtful financial decisions. Collaborate with other Regional Managers, Commercial Planning to develop a system for sharing best practices and key learnings across markets. Measure program impact and effectiveness and propose improvements and solutions for future activations. Know our competitors, providing best practice examples and opportunities for brand execution improvement.

Requirements

• Supervisory or management experience and a positive record of developing a winning team.
• Demonstrated ability to develop and build long lasting relationships with BUSA, distributor partners, and key accounts.
• Demonstrated capacity to communicate and work effectively across functional groups/departments.
• Strong Commercial skills gained through hands-on Commercial roles.
• Proven track record of creating compelling and successful sales presentations tailored to customers.
• Ability to effectively communicate programs to Field Sales team.
• Aptitude to think creatively and strategically and translate strategy into operational tactics.
• An independent mindset, valuing collaborative decision making, capable of championing ideas with confidence.
• Excellent presentation, organizational, analytical, interpersonal, and written/oral communication skills.
• Proficiency with MS Excel, PowerPoint, Diver software, MS office and related applications.
• Must have a valid driver’s license with a satisfactory driving record.
• 5+ years of sales experience at a state or channel level, preferably in the Spirits and/or Beverage industry.
• Driven, passionate, and highly motivated individual with a drive to succeed.
• Adaptable to changing market conditions and customer needs.
• Influential and understanding partner in your market, dedicated to the success of Angel’s Envy and the brand’s vision.
• Strong bias for action and focus on results, seeing the business as if it is your own.
• Highly organized, dependable, and accountable to your stakeholders.
• Strong capacity to create a culture of ‘Belonging’.
• High levels of self-awareness, reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others.
• Deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance.
• Consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others.
• Ability to think critically to penetrate complex problems and expand the possibilities by making fresh connections.
• Think strategically whilst being execution focused and bring creativity to the challenges you’re presented with.
• Deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change.
• Growth and learning mindset: ready to test, stumble, learn and apply from experience.

Responsibilities

• Facilitate the execution of the Brand Plan with BUSA and distributor counterparts.
• Drive the brand’s strategic performance within your region through commercial engagement with both BUSA and distributor sales teams in local markets.
• Deliver key sales and brand targets for your region.
• Manage the KY Market Manager and structure programs, budget & distributor ways of working to deliver the KY NSV / Depletions goals.
• Execute brand programming outlined in the Integrated Activity Plan (IAP).
• Work with distributor and BUSA commercial teams to develop plans that will deliver annual goals and execution of tactical priorities.
• Manage multiple tasks across functions simultaneously.
• Provide commercial direction in the creation of new activations and programs.
• Coordinate and plan with state field teams regarding brand strategy, operations, and programming.
• Evaluate industry insights and analytics to develop tactical action plans to drive brand growth.
• Oversee, own, track, and review Open East Region budget.
• Collaborate with TEAM Enterprises to ensure maximization of the region’s budget within the Retail Specialist program.
• Work cross-functionally with Bacardi Incubation CPA Managers & Director to cascade region programming for Angel’s Envy & Dusse.
• Act as a general manager (On and Off Premise) for Angel’s Envy / Dusse within the Open East Region.
• Achieve volume and fiscal sales / NSV goals within the Open East Region.
• Develop, implement, and execute sales programs along with pricing with BUSA and our distributor partners.
• Connect with BUSA commercial & finance teams and distributor partners during monthly forecast meetings to ensure proper forecasting and allocation of product to meet demand within markets.
• Communicate brand marketing, programming, and commercial execution priorities to BUSA and distributor partners.
• Accountable for delivery of performance targets and set action plans in region (revenue, profitability, share, equity) as agreed with the local Finance team and Senior Management.
• Lead and organize blitzes in markets once agreed upon with Bacardi and distributor partners commercial teams.
• Ensure plans are aligned with Angel’s Envy & Dusse strategic initiatives.
• Be a strategic partner to internal NAOP/ NRS liaison to ensure National Account programming is supported and executed to Angel’s Envy & Dusse Standards.
• Regularly assess and analyse budget spends, ensuring that investment dollars are maximized for efficient ROI.
• Be the Angel’s Envy / Dusse go-to resource for BUSA and distributor partners within the Open East Region.
• Conduct regular “work-withs” alongside both supplier and distributor personnel.
• Hold monthly and quarterly meetings to evaluate territory and channel programming and ensure resources are leveraged against the right opportunities.
• Ensure tight collaboration with key BUSA and distributor personnel to leverage promotional activity for incremental sales.
• Review local programming by thoroughly understanding distributor incentives and local funding.
• Maintain local market knowledge through communication, regular meetings, and in-market visits.
• Fully manage all communications, allocation, and sell-in of single barrel program in region.
• Keep project timeline on track for account selection, samples selection, barrel ordering, etc.
• Create valuable programming, specific to each market to ensure ROS of single barrel continues at customer level.
• Be the liaison for all brand home visits for BUSA, distributors, and customers within the region.
• Consistently provide KY market data to Marketing team and build programs to ensure AE / Dusse have rightful market share both On & Off Premise.
• Build both monthly & quarterly business reviews with actionable insights for Brand Marketing, BUSA and distributor commercial teams, and AE / Dusse leadership.
• Utilize internal platforms like Compass, Sales Navigator & Ground Signal to analyse market opportunity and build programming for BUSA & distributor sales teams.
• Track and monitor retail pricing both internally and within the category.
• Manage your field activation budget effectively and efficiently by applying thoughtful financial decisions.
• Collaborate with other Regional Managers, Commercial Planning to develop a system for sharing best practices and key learnings across markets.
• Measure program impact and effectiveness and propose improvements and solutions for future activations.
• Know our competitors, providing best practice examples and opportunities for brand execution improvement.

Benefits

• Competitive Pay Package
• Competitive Holiday/Paid Time Off, plus additional days offered ( i.e., volunteer day, allowing you to give back to the community)
• Retirement/Pension Plan
• Medical, Critical Illness, and Life Insurance
• Employee Assistance Programs
• Best-in-class, family-friendly, and inclusive leave policies

What This Job Offers

• Job Type: Full-time
• Career Level: Manager