Senior Manager, Commercial Excellence Emerging Asia

at  BEAM SUNTORY ASIA PTE LTD

The role of Senior Manager, Commercial Excellence EA is critical to facilitate implementation of best practices (e.g. PPM), build sales capabilities (e.g. Trade Terms) and deliver Gross-to-Net & Net Sales Value budget/KPI. Reporting to Managing Director, EA, this role will ensure a globally consistent process and alignment of priorities for key markets with particular focus on fully integrated marketing-sales executions. In addition, as part of commercial excellence and considering characteristic of EA market, this role needs to engage Japanese on/off chains with strong collaboration with Suntory Japan, commercial excellence team.
Senior Manager, Commercial Excellence EA will ensure single focus on this important P&L spent. Improving annual negotiation process, introducing TT&C, increasing efficiency of the sales force should lead to increase sales growth and potential savings for Beam Suntory.
In working with such a broad and diverse set of markets, this role offers the opportunity to impact and equally, develop oneself in a variety of market conditions. This is a highly cross functional role that will work closely with Marketing, Commercial and Local Market teams.

IDEAL EXPERIENCE

• Minimum 15 years professional experience in different Sales functions in a top performing multinational FMCG company with significant Sales Force. This must include experience to manager Japanese account. Japanese language proficiency must be business level.
• More than 5 years in a National Sales Director position in a relevant market. Experience as Country Manager of a small market will be valued.
• International Sales experience working in a complex matrix organization.
• Track record of building distribution in a front-line sales position, across a variety of trade channels and proven success in changing RTM.
• Financial acumen, good understanding of internal cost structures, revenue, balance sheet and management of outstanding debts.
• English Fluent. Other languages will be valued.

CRITICAL LEADERSHIP CAPABILITIES

• Developing and communicating a clear business vision and strategy that can be reflected in a focused tactical plans.
• Developing talent for the business unit, ensuring that the business unit has the diverse talent to meet business goals.
• Building best-in-class team that fully leverage all market opportunities, internal systems, programs, and tools.
• Leading teamwork proactively across a variety of situations.
• Understanding implicitly how to manage and work with different people and various working styles.
• Establishing conditions systematically for high performance teamwork based on the requirements of the situation.
• Ensuring that effective team processes are implemented down in the organization.
• Developing and leading, on a consistent basis, well-aligned strategies that win commitment for key initiatives, inside and outside the company.
• Ability to persuade individuals and groups. Building support systematically at multiple levels, not overlooking any stakeholders.
• Managing Sales Organization’s overall business performance.
• Setting SMART goals; balancing short term and long-term results to benefit the business unit.
• Actively assessing financial impact of all implemented options and recommending changes when necessary.
• Translating corporate business goals into well-defined performance plans for the Sales Organization.
• Engaging the entire Sales Organization in tracking performance metrics to ensure superior results.
• Possessing strong project management skills; setting processes and building talent to create an efficient organization to answer demand for mobility and speed to market.
• Proactively shaping the market environment, defending and improving market position and depth of market access by developing strong, trust-based relationships with customers and other stakeholders.
• Public face of the Sales Organization, ensuring legal and ethical conduct, corporate compliance, and adherence to company guidelines and procedures.
• Building and maintaining collaborative relationships, partnerships and a broad network of contacts across the company and externally.
• Anticipating market changes and actions of competitors. Proactively acting to address current and/or future problems or opportunities. Probing easily and deeply into important details, even on exceptionally complex financial or quantitative issues.
• Breaking down problems skillfully and in various ways to ensure that “no stone is left unturned”.
• Seeing subtle - but important - details or issues that others often miss.