Senior Manager Commercial Excellence
Location
Gurgaon | India
Job description
JOIN OUR BEAM SUNTORY FAMILY!
As a world leader in premium spirits, Beam Suntory inspires the brilliance of life by delivering great consumer experiences through its world-class portfolio of brands. Known for its craftsmanship of premium whiskies, including Jim Beam®, Maker's Mark®, Basil Hayden® and Knob Creek® bourbons; Japanese whiskies, including Yamazaki®, Hakushu®, Hibiki® and Toki™; and leading Scotch brands including Teacher's, Laphroaig® and Bowmore®, Beam Suntory also produces leading IMFL brand Oaksmith in India. For more information on Beam Suntory, its brands, and its commitment to social responsibility, please visit and
What makes this a great opportunity A global company with approximately 6,000 employees in more than 30 countries, one of Beam Suntory'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, Beam Suntory is a subsidiary of Suntory Holdings Limited of Japan.
Mission of the Role
A global company with approximately 6,000 employees in more than 30 countries, one of Beam Suntory'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, Beam Suntory is a subsidiary of Suntory Holdings Limited of Japan.
Role Responsibilities Develop & Maintain reporting processes & ensures adequate analytical tools - Promotes standardized reporting & develops action-driven automated dashboards
- Ensures cross-functional data integrity within organization
- Looks for automation driven solutions which drive effectiveness and efficiencies within organization
- Promotes best practices in terms of data accuracy and master data management
- Drives efficiencies in cross-functional dataflow (between systems/processes/functions)
Lead Sales Planning & Forecasting with data-driven insights - Lead the closure of Annual Budget & Strategic Plan for the commercial organization closely working with Sales, FP&A, Revenue Management & Marketing
- Ensuring integrity of Monthly Sales forecasting process with S&OP
- Identifies sales opportunities using shipment, secondary & tertiary to plan sales
- Support organization with actionable Revenue & Profitability Market Share growth insight
Roles and Responsibilities
Lead the Commercial Learning & Development - Set up the training vertical for the commercial organisation
- Set up a process of commercial need analysis, develop a commercial learning calendar for all existing team members & new hires in commercial function
- Timely implementation of the commercial training calendar
- Oversee high quality content creation in areas of Data & Analytics, Revenue Growth Management, Premiumisation, Supply Chain Forecasting, Outlet execution.
- Conduct talent needs assessment sharing insights with the HR & talent development team for future hiring in Commercial organisation
Review Process - Lead the Monthly Commercial Review process along with Sales Director & Commercial Marketing Director
- Review of Automation tools performance & Usage
Role and Responsibilities
Delivers operational reporting and tracking of sales execution performance indicators - Lead relevant automation projects working with Global IT & Commercial Excellence team aimed at tracking must win KPIs tracking by State, City & Outlet
- Recommends sales execution criteria for monitoring purposes
- Delivers sales reports for performance monitoring, for business & customer reviews
- Verifies effectiveness of route-to-market assumptions through analysis of sales coverage, outlets performance and merchandising Fosters data & automation analytical culture within the organisation
- Communicates the culture of automation effectively with key business partners from sales, marketing, finance, IT, demand planning
- Increasing adoption of Salesforce, Bar dashboards and Outlet level tool by sales team'
- Leads trainings & presentations regarding analytics for internal & external customers
Roles and Responsibilities
Legal Ethics & Compliance - Ensure legal compliance with all appropriate legislation occurs in all external interactions and ensure business is done the right way, the Beam Suntory Way
Qualifications - Postgraduate in business/strategy/management from Tier 1 or Tier 2 institution
- 12-15 Years with substantial experience in areas of outlined responsibility obtained either through working on such topics in leading FMCG/beverage companies and/or some sales/commercial experience in consumer goods sector coupled with project-based work on route-to-market/sales excellence (e.g., within a consulting setting or as part of internal project teams within a corporate)
- Bias towards fact-based, analytical approach
- At least some experience in field sales and demonstrated progressive levels of people responsibility (incl. direct sales reports)
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