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Careers at Bacardi

State Manager Chains, California

Job Name

State Manager Chains, California


United States of America


Los Angeles, CA, San Francisco, CA



Reporting Line:

Regional Director

Job type:

Full time

Lead recruiter:

Angel Guzman

About the role

As the CA Chain State Manager, you will be accountable for growing Bacardi’s share in retail chain sales and execution. You will create the legacy of Bacardi and drive Bacardi’s vision and retail sales growth in CA. Your deep commercial knowledge, ability to develop strategic relationships with key customers and lead remote sales team will be key to your success in this role.

With a Founder’s mentality and approach, you are the leader of your channel’s growth and success by leading successful teams and finds ways to deliver the plan.
You are the role model of the Bacardi’ Family culture and embody this cultural pillar through excellent partnerships with distributors, productive partnerships cross-functionally, and developing talent on your sales teams.



  • Direct call responsibility for all retail chains in California working collaboratively with the distributor sales team and NRS to grow share and key performance metrics.  Key performance metrics include volume share, ad share, display and planner activity, assortment, and shelf/cold box placements.  
  • Coordinate and lead your team to develop and execute key strategic merchandising initiatives to drive business growth at store level.  This includes coordination with shopper, marketing, distributor, e-commerce and retail teams to grow the BUSA brand presence at the point of purchase.
  • You and your team will serve as the primary contact for distributor merchandising teams to ensure they are informed of local and national objectives and programs, while providing brand training and support for all sales-related activities. 
  • Your team will meet with distributor merchandising teams monthly to set objectives and a plan to execute.
  • Align with key local events and participate where the opportunity fits the Company strategy, including the execution of national initiatives in the local market. 
  • Develop and strengthen relationships with key chain accounts to develop customer strategies and plans that translate into “win/win” scenarios through impactful presentations and evaluating return on investments.
  • Manage your budget effectively and efficiently by applying thoughtful financial decisions to increase profitability and demonstrating strong financial acumen with an understanding of retail finances, pricing and logistics.
  • Train, Develop and grow your team of direct reports – ensuring that each team member is growing themselves both personally and professionally.
  • Provide market and competitive brand updates to the commercial team to include timely and accurate communication of changing field conditions that may affect volumes as well as staffing changes at distributors and competitors.
  • Lead all chain planning summits to gain alignment with the following key stakeholders: Distributor sales execution, category management, data insights, NRD, shopper marketing, brand, category management, RGM, e-comm, multi-cultural.

Skills and Experience

  • 6-10+ years sales experience in a leading FMCG company at a state or regional level within a beverage industry preferably the spirits industry
  • Bachelor’s Degree in Business or equivalent, Master’s degree preferred
  • You will have experience strategically implementing pricing plans
  • You must have P&L and budget management experience
  • You demonstrated capacity to communicate, influence and work effectively across functional groups/departments
  • A leader with a positive track record of developing and elevating your team’s talent
  • You have the ability to apply business experiences across multiple product lines and/or channels 
  • You have the aptitude to think creatively and translate strategy into effective actions.  
  • You are influential and excellent communicator with strong interpersonal skills. You will have opportunities to display excellent written and verbal communication skills while also being relaxed giving presentations in front of small groups of people including executives distributor partners, Bacardi primos, vendors and customers (both internal and external) at all levels of an organization.

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.