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Careers at Bacardi

State Business Manager NSW

Job Name

State Business Manager NSW







Reporting Line:


Job type:

Full time

Lead recruiter:

Kelly Eastwell

About the role

Your Opportunity

As a State Business Manager - NSW / ACT you will be the driving force toward profitable and sustainable business growth within your region. Responsible for leading strong relationships with key On Trade customers to implement Bacardi Martini Australia’s growth strategy, whilst effectively managing the state sales team, you will be an inspiring leader who delivers results. 
In this role you will report directly to the Sales Director – On Trade and play a leading role in the NSW/ACT sales team’s pursuit for market share growth and trade advocacy.

About You

With a Founder’s mentality approach, you are responsible for the NSW / ACT region growth and success through coaching and developing the team, executing the On Trade strategy, delivery of financial metrics and management of key strategic state-based customers. 
You will be a role model of the Bacardi’ Family culture and embody this cultural pillar through excellent partnerships with your team, our customer and building value-based cross-functional relationships.


With Our Consumer at the heart, your key focus will be to:

The NSW / ACT State Business Manager is a pivotal role within the Senior Leadership On Trade team. Located in Sydney the role will be responsible for leading, coaching and developing the team, executing the On Trade strategy to ensure maximum exposure for BMA brand whilst ensuring delivery of key financial metrics of Net Sales, Volume, Gross Margin and market share and be responsible for our large key strategic state-based customer relationships.

Key Responsibilities:

State Sales Team Leadership
  • Develop, coach and manage a strong team by utilizing tools provided by National Sales to lead the state salesforce in ‘go to market’ processes
  • Ensure that a minimum of 2 days per week is spent in market with both On Trade BDE’s to implement ‘best in class’ execution standards 
  • Provide leadership and insights to build sales capability of Mobile Touch CRM tool in the field and work with Data Insights Manager to lead the improvement of “customer facing” effectiveness of the tool 
  • Manage and monitor team performance and development in line with company procedures. Implement actions to address performance issues
  • Champion and lead solutions that direct team members have not been able to resolve in a timely manner
Customer Engagement 
  • Manage Key NSW / ACT On Trade Customer base to deliver net sales revenue growth and increased brand distribution and visibility in the region 
  • Develop and maintain effective working relationships throughout the state customer base by ensuring that a minimum of 1 day per week is spent in market with Key Customers to align and drive successful outcomes 
  • Work with Distributor/Wholesalers in each state with assistance of the On Trade Sales Director 
  • Working with the Sales Systems and Finance team to enable effective communication with customers/ distributors with quality execution of national initiatives. E.g.: price increases, business process changes etc. 
Planning and Execution
  • Own the State demand plan and accuracy as part of the S&OP process
  • Ensure all sales and marketing initiatives are planned and executed as per agreed plans and timings locally 
  • Ensure all BDE journey plans are up to date and adhered to in order to maximise sales force effectiveness 
  • Ensure company trade spend and pricing policies and procedures are adhered to by the state sales team 
Competitive Advantage
  • Work with the National On Trade sales team and Customer Planning and Activation Manager to develop solutions to meet the State Sales needs for execution in the field
  • Work within project teams as directed by the Sales Director – On Trade
  • Report on competitive activity within the region
Reporting and Analysis 
  • Provide monthly report analysis through monthly business performance reviews and weekly sales updates. 
  • Oversee all On Trade business plans including the preparation of all quarterly business reviews with key On Trade customers
Promotions and Marketing 
  • Develop and maintain quality relationships with Marketing Managers and Customer Planning and Activation Manager to support the States growth aspirations
  • Ensure that all State initiated marketing activations meet with Bacardi legal standards and remain within the budget set for such activity

Skills and Experience

The Skills & Experience needed to create your legacy
  • Previous sales experience in FMCG – Preferred but not essential
  • Understands the market and industry dynamics and is able to apply expertise to create effective strategies
  • Demonstrated enthusiasm, strong planning and negotiation skills
  • Computer literacy and strong administrative abilities
  • Strong time management and organizational skills
  • Tertiary Qualifications are preferred but are not essential 
  • Current Australian Driver’s License
  • Current Responsible Service of Alcohol (RSA)
Personal Qualities
  • Fearlessly perseveres in overcoming obstacles and setbacks by taking swift and efficient action and share best practices
  • You are a self-motivator and continuously challenge yourself to achieve the best results possible
  • Demonstrate the drive, initiative and tenacity required to define winning at Bacardi
  • An independent mindset, valuing collaborative decision making, capable of championing ideas with confidence

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.

Disclaimer: 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. The duties and responsibilities described in the role profile might not be a comprehensive list.