Jobs at Beam Suntory

Role Responsibilities

A sale s representative is the cornerstone to the success of Beam Suntory South Africa, being not only a reflection of Beam Suntory SA, but an extension of its Brands, values and ethos.A Sales rep will be responsible for a specific segments, which may include both on & off trade customers as the area dictates. This role is target driven and the person must be able to work independently in a highly pressured environment.

Effectively manage and develop a universe of suitable outlets in order to deliver individual, regional & company targets for our portfolio of premium spirit brands. Proactively grow the net sales value by observing, analyzing, planning & implementing targeted sales and marketing activities in the outlet universe, that deliver a positive ROI to the business & place our brands in the hearts & hands of our target consumer.

Role Responsibilities
KEY DUTIES & RESPONSIBILITIES:

A Beam Suntory sales rep should always strive for Commercial Excellence in all elements of the role, always considering the triple win of both company, customer & consumer with a view of driving long term, sustainable, profitable sales value growth on our key brands.

• Sales & Promotional execution
• Call on established active customer database, as per provided call cycle, reviewing monthly to drive efficiency as required with line manager, ensuring full call adherence over quarter.
• Increase rate of sale on active items in active universe by utilizing brand building assets & initiatives
• Increase listings & distribution of key brands within active universe, against set targets within tiered segmentation structure.
• Source leads to increase universe of outlets, in line with tiered segment targets, ensuring that all needed documentation is collated & submitted correctly.
• Utilizing provided deals and discounts within agreed parameters, to drive value growth yet ensuring pricing consistency across customer base.
• Ensure high merchandising standards are maintained & POSM is utilized correctly & tracked on repforce.
• Find & implement & measure additional visibility opportunities throughout the year
• Build trust based relationships with customer, handling queries and resolving any issues, driving brand & category knowledge, brand engagement & advocacy.
• Ensure that customer accounts are up to date and in good standing.
• Execution of brand campaigns as per set quarterly KPI’s
• Reporting/Ongoing Measurement & evaluation
• Ensure that monthly &/or quarterly reports are provided as required against all direct trade investment, implemented business plans & contracts and/or promotional events & activations, with a view of ROI & adherence to negotiated contract conditionality.
• Ensure all supporting documents are provided timeously, along with generating associated PO’s and ensuring invoices are submitted within fiscal period.
• Provide key “gemba” insights to the greater team, sharing best practice, consumer, brand, and channel trends via provided

This is a broad description of the role and is not intended to capture all the specific duties of the role and an allowance of variation should be applied

Qualifications & Experience

EXPERIENCE & QUALIFICATIONS:

• Appropriate tertiary qualification (Marketing/Sales/Business Degree)
• National Diploma level with commerce, sales and marketing preferable
• Min 2 years sales experience in the liquor industry or within an FMCG environment
• Driver’s License

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Role Responsibilities

People leadership:

• Focus on people engagement and development, creating an efficient and effective organization and an environment where people want to be and can thrive. Championing an authentically diverse and inclusive workplace.
• Provide energetic and constructive input into EEMEA leadership team, ensuring overall business and people agenda is prioritized over Market agenda.
• Coach and advise teams to analyze problematic situations and occurrences to provide sustainable solutions
• Inspire a One team culture with curiosity and drive for outperformance

Commercial leadership:

• Development and execution of the strategic direction for the market i.e., strategic plan, commercial plans, brand plans, budget and LE’s.
• Accountable for pricing and profitability ambition for the market in partnership with Brand House incorporating the long-term brand and business ambition
• Drive monthly/ quarterly and annual business performance review and forecasting. Know the drivers underlying market results i.e. depletions, stock level, main activities for our brands and for competitors ad share best practice
• Build and align Brand Plans. Set and execute KPI’s (distribution, Market share, ROS, RSP, promotional activities…) and activities calendar. Drive the Innovation agenda in close cooperation with our Brand houses
• Lead and direct the Market to beat the Plan (P&L, market share and distribution goals) and outperform the footprint via developing and executing business strategy
• Optimize RTM and develop superior trust relationships with all distributors, customers and key stakeholders in the organization.
• Build close and effective partnerships with all enabling functions 
• Champion compliance and professionalism. Keep well-informed of all laws, regulations and policies that govern each market and comfortable to lead in any crisis management situation.

Qualifications & Experience

EXPERIENCE & KNOWLEDGE

• Solid experience dealing with South African retailers and in building successful teams
• Strong market understanding in roles such as Sales leadership, Key Account Director & Category management experience. With at least 8 years sales experience.
• Senior commercial experience negotiating and dealing with multiple contracts and close liaison with key customers to deliver a triple win. Negotiations experience with top key customers in France
• Solid experience in Trade Marketing in promotions development, owning key selling moments, driving visibility and cut-though in trade
• Demonstratable strategic thinking and global business problem solving: Experience in building commercial policy, delivering assortment strategy, building terms & conditions
• Strong track record of delivering ambitious growth in challenging external environments.
• Solid managerial positions leading Sales teams => demonstrable experience leading and developing people and building high performing teams
• Experience driving change and bringing people with them, communicating clear, compelling, and cohesive stories and adjusting messaging to the audience
• Experience with the management of joint ventures and 3rd party markets as a plus
• Knowledge of market (on & off trade) and laws governing the spirits industry.

SKILLS & BEHAVIOURS

• Strong and proven people management & development skills. Ability to create an environment where everyone can be at their best, championing an inclusive and outperformance culture
• Team player and able to delegate tasks effectively and inspire positive momentum. Delivering exceptional results through others.
• Strong Financial Acumen – Demonstrate a ‘drive for results’ mentality and a broad business skill set, good strategic perspective and a mature and practical mindset, along with excellent financial modelling skills
• Ability to navigate effectively, influence and thrive in a culturally diverse matrix structure, and maintain healthy working relationships
• Communication Skills – effectively tailor communication across a variety of audiences, both written & oral English and French.
• Business and relationship Focused – demonstrable ability to develop and leverage deep business acumen and quickly grasp concepts. Culturally sensitive attitude and approach to business practices
• Agility – demonstrate flexibility and adaptability in a wide range of situations.  Embrace change and be able to adapt external best practice to own organizational situation
• Attention to Detail – ability to produce high quality accurate output, with particular attention to fine, small details
• Forward thinking and action orientated – challenges the status quo and proactively and creatively identifies opportunities for improvement. Decisive, commercially aware and customer focused approach
• Self-Motivated – ability to work in a fast paced, dynamic environment where you are required to take ownership for business results and drive for growth.  Ability to work outside scope of responsibility and take on additional strategic projects and the ability to manage multiple priorities effortlessly.
• Ability to anticipate and identify the need for change and in then providing the vision to champion and lead change

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Role Responsibilities

Reporting to the Head of Marketing for Beam Suntory South Africa this individual will be responsible for but not limited to:

Development of a strong Brand Plans that use insights and a better understanding of market dynamics to formulate local Marketing plans supported by the Global Brand Strategy.

• Market Review and insight generation & application
• Brand market positioning
• Setting consumer & activity goals (consideration & conversion) and customer goals.
• Working with principles to develop activity plans based on a clear understanding of the estimated impact of both new & existing activities.
• Develop the annual digital marketing strategy
• Clearly identify local market challenges and issues  
• Agency Management and coordination: Media, PR, Creative, Social/Digital and Activation/BTL agencies.
• Translating the brand strategy into activity planning.
• Development and management of brand budgets for each activity/sales driver.
• Brief and plan Communication Strategies for the year.
• Provide agencies with the necessary frame of reference to enable them to advance the brand in a manner that adds value to the brand positioning.
• Manage the marketing budget, supplier cost, invoicing, and general brand admin.
• Measurement & evaluation the A&P effectiveness to maximise activity and consumer engagement.
• Effective use and management of Consumer insight research and other research tools to strengthen Brand performance and develop brand plans that are effective.
• Monthly submission of brand scorecards/reports (rationale & commentary of brand volume, brand performance) & A&P variance commentary.  Development of brand updates for Exec on request.
• Long term brand strategy, architecture, and positioning development in alignment with portfolio strategy through insight generation.  
• Ensure all activities developed within the legislated marketing guides and meets the AWARE principles.
• Manage Brand CI and creative standards on key brand touchpoints such as website, social media, paid media, ATL and marketing collateral.   
• Work closely with the Brand Ambassador to develop an annual activity plan that fully supports the overall brand strategy.
• Work cross-functionally with the Trade Marketing Manager to ensure that channel activations and POS are deployed and delivered at expected standards and on time.
• Establish a close working relationship the commercial teams and jointly develop Brand and Commercial Plans for the most efficient and effective use of the brand investment in order to achieve targets.
• Build strong relationship with the global brand teams and agencies alike.
• Build and source 3P supplier that will steps change the way we go to market and build a sense of partnership with these.

Qualifications & Experience

KEY SKILLS & COMPETENCIES:

• Strategic Penetration (Uses analytical skills to generate consumer driven strategies that deliver focused, growth driving business outcomes)
• Consumer Insight (Identifies key consumer issues and ensures penetrative consumer understanding and insights are applied to drive brand growth)
• Motivating & inspiring agencies & cross functional teams (Understands what drives & motivates internal & 3rd party teams & constantly strives to build great productive relationships by breaking down barriers to performance)
• Marketing Judgement (Understands the true consumer impact of our brand building ‘output’ by using clearly defined logical criteria balanced with practical instinct to judge the work)
• Commerciality (Uses performance measurement & sound financial management – balancing short & long term – to build the brands. Balances commercial, customer & consumer motivations to deliver outstanding results)
• Excellence in execution (Delivers high quality results seen through to world class completion. Maintains high standards by driving quality, speed & cost management appropriately.)
• Project Management (Develops fully integrated project plans and aimed at delivering required outputs within time and budget constraints.)

EXPERIENCE & QUALIFICATIONS:

• Appropriate tertiary qualification (Marketing Degree)
• Post Graduate Degree would be advantageous
• +5 yrs Brand Marketing experience in FMCG industry
• Understanding the South African Market and intimate knowledge of Main Market will be advantageous
• Research & Data interpretation, tools, and usage
• Strong consumer insight and understanding
• Understanding of Influencer Marketing
• Strong Digital Marketing skills
• Influencing skills, with a level of comfort in working across levels and functions within the organization.