Commercial Marketing Manager - Off Trade

Commercial Marketing Manager - Off Trade

A global company with approximately 6,000 employees in more than 30 countries, one of Suntory Global Spirit's core values is Growing for Good and through its Proof Positive sustainability strategy, the company has committed to ambitious goals and investments to promote environmental sustainability in its operations, ensure the company has a positive impact on the communities where employees live and work, and programs to educate and inform consumers to make the right personal choices about drinking. Headquartered in New York City, Suntory Global Spirits is a subsidiary of Suntory Holdings Limited of Japan.

Mission of Role: Work closely with Commercial Marketing Director and Zones (RSM/ ZSM/ RCMM) to pursue the customer marketing agenda of winning in focused geographies in Off Trade. He/she will be responsible for the execution of customer marketing initiatives in consultation to build brand scores by optimizing the allotted budgets. He /She will work closely with Zones to deliver the customer marketing agenda per the agreed yearly priorities and goals. He /She will support the Zones in implementing various initiatives to automate sales data capturing and analysis and roll out efficiency-building IT-enabled tools to increase sales team productivity and maximize returns on investment. Will also be responsible for compliance with Suntory Global Spirits processes and SOPs.

Role Responsibilities

• Work closely with Brand Marketing, Commercial and Commercial Marketing teams to firm up the annual plan for the Off Trade channel.
• Work with the Zonal teams on channel segmentation.
• Accountable for driving Execution Excellence for the channel inputs basis the shopper insights to drive velocity that helps the Zones achieve their revenue targets.
• Work closely with the Zones to form the strategy for Must-win accounts delivering Halo accounts, Halo execution, Hakozukuri accounts, Wall Bays etc.
• Help the zones in delivering the inputs decided through JBPs
• Working closely with all the stakeholders on the Category management work
• Helping the Zones with negotiations to close agreements on Visibility /Space and tracking identified KPIs of these outlets
• Responsible for tracking visibility initiatives (Halo, Hakozukuri, Wall bays/ Paid Shelves) and all semi-permanent assets at Off Trade outlets.
• Plan, roll out, execute and evaluate specific promotions for building distribution efficiencies specific to the Zones/state requirements
• Conduct business review meetings with regional customer marketing teams, collect data, analyze it, and share it with other stakeholders for necessary actions.
• Work closely with CMD & Sr. Manager CM to formulate and execute the Perfect Store guidelines. This exercise should include a visibility plan & promotional programs, planograms, availability & merchandising norms, etc., across touch points.
• Closely monitor the market and competitive landscape to evaluate existing and upcoming opportunities/ challenges and provide hands-on Gemba insights to the stakeholders.
• Keep track of A&P performance regularly, participate in periodic calls, and exchange inputs with sales & marketing leadership on redefining / fine-tuning company strategy in line with market aspirations/competitor moves.
• Identify the need for short-term need-based training sessions for the sales team on product knowledge and building distribution efficiencies to increase volume and market share.
• Monitor distribution of POSM stock across the region per targets, timeliness and territory requirements.
• Act as a pivot to ensure alignment & coordination between the on-field requirement of the sales team and the planned promotional initiatives to get rolled out in the region.

Qualifications

• Postgraduate in business/strategy/management from a Tier 1 or Tier 2 institution
• 8+ years' experience in the Channel with a minimum of 5 years of Managerial experience in Alcobev/ relevant industries
• High level of strategic, conceptual, analytical and creative skills
• Action-biased and output-oriented approach toward ambitious targets
• Team-oriented and collaborative outlook with coaching ability
• Exudes leadership presence and strong communication skills
• Demonstrates experience in driving change management and business re-engineering
• Drive the Channel teams to deliver on the Organizational goals
• Demonstrates high levels of adaptability, and flexibility about new challenges and the use of new networks and entrepreneurial skills