Sr. Manager, Territory Sales - N.TX
About The Position
The Sr. Manager, Territory Sales is responsible for developing and establishing a sustainable territory strategy for a critically important market and serving as the holistic General Market Manager for Off- and On-Premise key accounts. The role leads a market team and holds distributor partners accountable for Suntory Global Spirits goals, objectives, and financial performance. It supports State leaders in achieving net sales volume, DGP, and KPI targets, while driving distribution, demand creation, and promotional activity. The manager develops category and brand plans, promotional programs, new item introductions, customer volume opportunities, and local programming strategy. The role manages budgets and resources, monitors market and distributor execution, builds relationships with key customers, trains distributor sales teams, and works closely with Field Marketing to deliver in-market activations. It also ensures compliance with company standards and applicable laws and regulations.
Requirements
- Bachelor’s degree in business or equivalent experience.
- Exceptional planning and self-management skills.
- Thorough knowledge of distribution, promotion, and selling techniques.
- Sales experience, including selling promotion and marketing programs.
- Strong working knowledge of the MS Office Suite.
- Experience working with account buyers.
- Licensed driver of motor vehicles.
- Ability to travel intermittently.
Nice To Haves
- Experience in the spirits industry.
- Experience in channel management, on-premise and off-premise sales, and people leadership.
Responsibilities
- Develop and establish a sustainable territory strategy and expectations for the market.
- Lead, manage, mentor, and motivate the market team, including Combo Key Accounts Managers, On- and Off-Premise Key Accounts Managers, Prestige Managers, and Refreshment Managers.
- Serve as the holistic General Market Manager for Off- and On-Premise key accounts and hold distributor partners accountable for Suntory Global Spirits goals and objectives.
- Establish distributor on- and off-premise targets and evaluate the return on investment of activities.
- Support State leaders in achieving net sales volume, DGP, and KPI targets.
- Lead the market team to achieve quarterly KPIs, NSV, DGP, Big Bets, and innovation targets.
- Align Suntory Global Spirits and distributor teams to maximize efficiency, effectiveness, distribution penetration, and sales.
- Create and manage category plans, brand plans, promotional activity, and new item introductions, ensuring compliance with Suntory Global Spirits standards.
- Foster a culture of inclusion, diversity of thought, and accountability among internal and distributor teams.
- Maintain and develop customer volume opportunities, including displays, menus, well placements, and shelf or backbar distribution.
- Develop local programming strategy and manage its execution and resources.
- Work with distributor leads to track and monitor progress and ensure goals are achieved.
- Hold distributor principals accountable for financial performance objectives and KPI delivery.
- Ensure compliance with Strategic Accounts initiatives, coordinating with national and local teams and managing programs and follow-up reporting.
- Spend time in GEMBA to assess market conditions, distributor execution, and competitor pricing and programming, and adapt plans accordingly.
- Execute on- and off-premise sampling activations and events and use available tracking and execution recaps.
- Conduct monthly, quarterly, and yearly planning and market performance review sessions with the Senior State Director and distributor teams.
- Develop and maintain relationships with national, regional, and independent customers.
- Provide monthly sales training and communications to distributor sales forces on market, category, and brand trends and sales tactics; plan and schedule wait-staff training at key accounts.
- Keep current with federal, state, and local laws and regulations and ensure sales activities comply.
- Manage budgets for self and the team, including OPEX, Brand Investment Funds, and travel and entertainment.
- Coach and monitor distributor sales forces and motivate teams to meet performance objectives.
- Anticipate risks or delays and develop contingency plans.
- Work with Field Marketing to deliver in-market activations.
- Communicate effectively with stakeholders.
Benefits
- Annual bonus
- 401(k) match
- Profit sharing
- Medical benefits
- Wellness benefits
- Possible relocation, immigration, and/or tax compliance assistance for successful candidates, depending on role requirements and company guidelines
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
