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Careers at Bacardi

Manager Sales Rest of Karnataka (ROK), India

Job Name

Manager Sales Rest of Karnataka (ROK), India







Reporting Line:

Controller, Sales

Job type:

Full time

Lead recruiter:

Vibhuti Shrotria

About the role

In this role you will be accountable for creating value through driving sales and developing strong relationship with key customers in your dedicated territory. You will be driving the performance and growth of Bacardi’s brands within your territory through negotiating the commercial terms and building long lasting relationships with customers. Your strong communication, presentation, networking and interpersonal skills will be key to your success in this role.
  • Monitor the performance of the sales teams within the state and re-allocate resources to improve overall results
  • Contribute to the development of sales, marketing, customer retention, advertising, pricing, and distribution strategies for the region
  • Oversee sales support activities such as sales administration, customer service, distribution, invoicing, and credit and collections to ensure that customer orders are processed, dispatched, invoiced, and paid accurately and on time
  • Coach sales representatives on the technical aspects of the organisation’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
  • You will be responsible to deliver key sales and Commercial targets for your dedicated territory as determined by the Country financial plan.
  • You are an important day-to-day face of Bacardi towards the customers in your dedicated territory and will act as the key contact for customers in that territory, driving new business and maintaining sustainable relationships.
  • You will guide & execute customer and shopper programs agreed in the Country Integrated Activity Plan (IAP).
  • You will be accountable for optimizing the return on Investment across your territory
  • Manage the day-to-day activities of a state sales force in order to implement the organisation’s overall sales strategy for an assigned region

This role is varied and a large percentage of your time will be spent interacting with the local customers. As a result, you can expect to be travelling extensively within your territory in order to stay connected to all customers. 


Deliver results and excellence in execution
  • Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
  • Deliver on Pictures of Success targets, complete survey and work in partnership with customers / distributor to deliver excellence in execution
  • Develop and manage the sales plan for your territory based on delivery of Commercial priorities and the Country
  • Integrated Activity Plan (IAP)
  • Manage territory / channel / account performance on a monthly/quarterly basis, working with customers / distributor to ensure delivery of forecast and budget (volume / value / execution) in line with Bacardi Scorecard
  • Deliver impact from customer and purchaser programs agreed in the Country IAP against KPIs and territory targets
  • Act as the leading customer contact, building effective long-term relationships with customers / distributor
  • Provide input to the Area Field Sales Managers on key channel, customer and competitive activity
  • Communicate effectively with customers to seek inputs for product and service improvement and resolve day-today operational questions/issues
  • Manage price plans, discount plans and budgets
  • Building short term and long term sales strategy for the region based consumer
  • Timely Submission/ Settlements of market claims
  • Liasioning with Govt. Dept as required
  • Forecasting on monthly basis for next quarter
  • Implementation Bacardi Sales Way
  • Bring and encourage new innovative ideas/activities/ processes
  • Implementation of AVQPAP
  • Implementation and evaluation of all marketing activities
  • Managing Key Distributors & Key Accounts

Develop talent and capability
  • Implement standardized Commercial best practices
  • Have a thorough knowledge of Bacardi history and culture
  • Connect resources and capabilities (e.g. Revenue Growth Management (RGM), Point of Sale (POS), research,
  • selling support materials) to support local business objectives

Skills and Experience

To be successful in this role you will have/be:
  • Well-developed written and verbal communication, presentation
  • Effective use of networking and strong interpersonal skills
  • Confident presence and in person professional appearance
  • Problem Solving
  • Planning
  • Strategic agility
  • Motivating Others
  • Demonstrable track record of performance and delivery
  • Excellent computer skills
  • Fluency in country’s most spoken languages
The following experiences are preferred:
  • Experience in Sales roles
  • Experience in the Spirits and/or Beverage Industry is a distinct advantage
  • Proficiency in English & local language skills

Our culture

We share the passion and entrepreneurial flair of our founder and are guided by our three culture pillars - Fearless, Family and Founders, they inspire our Primos to be the best they can be and drive us forward in all we do. But what does this mean?

·       Being Fearless; means adopting an agile mindset, being comfortable trying new things and taking risks. We are empowered to question, challenge and innovate.

·       Family; We treat each other, and our communities, like Family. Always.

·       Founders; The spirit of entrepreneurship is at the heart of everything we do. We see the business as if it’s our own. We do the right thing for the business and we all take accountability for our work.

When you join Bacardi, you become part of our family and gain more than just a job.