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Bacardi

Careers at Bacardi

Provincial Sales Manager (Vancouver)

Job Name

Provincial Sales Manager (Vancouver)

Country:

Canada

City:

Vancouver

Function:

Commercial

Job type:

Full time

Lead recruiter:

Emily Clayton

About the role

The role is the most senior sales role within the province of British Columbia. The role is responsible for delivering against annual financial performance targets within the region (BC & Yukon). Working directly with all department leads at the government liquor board, the role is responsible for customer and distributor relations within the retail channel while executing stategy aligned with commercial and consumer insights. The role is responsible for overseeing the region’s fiscal year planning cycle in order to meet BCI annual sales objectives. The role will have overall accountability for managing and developing the regional KAM with a dotted line to the regional Commercial Analyst and Customer Marketing Manager. 

Must be legally entitled to work in Canada due to Human Resources and Skills Development Canada (HRSDC) guidelines. 

Key accountabilities and responsibilities

Strategy  
  • Coordinate with Customer Marketing and Brand on annual channel and trade strategy within the region.
  • Prioritize initiatives, engage with Customers, and implement strategy in a manner that is strategically aligned and supportive of the brand vision and values. 
  • Identify critical goals and success factors in key business situations. Ensure resources (people / budget) are optimally deployed against Brand and Account plans with a view to delivering 1) regional plan and 2) a rich consumer experience for our brands. 
  • Demonstrate skill in managing cross-functionally along organizational lines.
  • Display deep insight into commercial and consumer 
Execution 
  • Develop and drive customer-specific activity across the control and private retailing landscape in a manner that communicates a consistent, strategically aligned, and powerful brand message to consumers.
  • Align customer strategy (sales) with brand strategy (marketing) resulting in effective/efficient promotions & experiential events.
  • Direct change while maintaining operating effectiveness. Develop, monitor, and oversee sales execution goals.
Financial Acumen
  • Effectively lead the development and management of a significant operating budget.
  • Deliver an optimized regional Advertising and Promotion budget. Grasp the full meaning and inter-relationships of key financial indicators.  Provincial P&L accountability.
  • Responsible for the crafting of annual Provincial Sales budgets and Latest Estimate submissions designed to meet or exceed objectives.
Analysis (“Study the past, live in the moment, plan the future”)
  • Ensure full understanding and utility of proprietary Bacardi systems to track, report, and forecast progress vs. expectation. 
  • Develop and participate in departmental Business Reviews to reflect key business issues/successes and performance versus objectives.
  • Use cross functional touch points to create and evaluate strategic options and opportunities.
Innovation 
  • Generate creative ideas, that when implemented, grow the business, overcome strategic hurdles, and position the company’s portfolio of brands as preferred status with consumers and customers. 
  • Collaborate with Sales Planning and Analysis to create best in class commercial plans that effectively change historical practices.
Leadership 
  • Lead, mentor, and provide direction to the cross-departmental regional team. Foster a positive and collaborative environment of energy, excitement, and personal investment.
  • Adapt style and approach to meet the needs of the internal and external stakeholders.
  • Implement rigorous performance appraisals and development plans aligned to the new set of company values and competencies.
  • Nurture effective and dynamic relationships cross-functionally (sales, marketing, and finance). Become a key partner of the sales regions to ensure optimized plans and resource deployment.
  • Model a strong work ethic and provide input into organizational reviews/team development/succession planning and team training.

Measures of success

  • Meet the region’s annual financial objectives both profit and gross sales on annual basis
  • Meet the region’s net sales value targets
  • Establish cross-departmental synergy and collaboration with regional sales, insights, and marketing leads
  • Maintain and grow a productive working partnership with National Distributor in-trade and within a shared office

THE REWARDS

For this role, you will receive the following:  A competitive base salary, annual bonus in line with our annual sales Incentive plan and competitive local market benefits + car

Critical experiences for success

  • Ideally 5 years provincial/regional sales management/staff management experience preferably in the beverage alcohol/packaged goods industry.
  • Proven below the line strategic plan effectiveness and full P&L management experience
  • Demonstrate experience dealing with key customers, and managing across disciplines in order to ensure execution (marketing, supply chain, finance, hr, IT)
  • An experienced Sales/Business Leader with a proven track record of managing/ negotiating positive results with senior level Key Account  (KA) customer personnel  
  • Broad Sales and Commercial capability ideally with depth in Field Sales, Retail Key Account Management and Customer Marketing within packaged goods environment
  • Proven account decision maker relationship building skills
  • Has deep understanding of how brands and categories are built. 
  • Previous experience of understanding/diagnosing financial/budget  and strategic objectives of KA’s
  • Strong Sales and Commercial strategy skills. Proven track record of aligning internal resources against customer needs
  • Highly skilled in complex negotiations and conflict resolution. 
  • Proven P&L/analytical  diagnostics capability
  • Knowledge of the beverage alcohol industry and experience with the rules and regulations of the liquor industry is a distinct advantage. 
  • Bachelor’s degree preferably in business related discipline
Bacardi is an equal opportunity employer that values workforce diversity. Diversity is core to our business: by embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success and growth.

Our ways of working

Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We’re caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We’re passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we’re most proud of: our True Heart and Winning Spirit – both in our home markets and across the world.