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Posted May 3rd

State Manager - New Jersey

Jersey City, New Jersey

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Bacardi logo

Employer

Bacardi U.S.A., Inc.

Industry

Importer and Production and Manufacturing

Founded

1862-01-01

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Posted May 3rd

State Manager - New Jersey

Jersey City, New Jersey

Function

Sales

Experience

Senior Level

Type

Full Time

About The Position
Responsible for the development and execution of Off & On Premise strategies within the State of New Jersey. Drive superior performance and value creation in order to ensure goals are achieved through Distributor Management...
About the Role
Responsible for the development and execution of Off & On Premise strategies within the State of New Jersey. Drive superior performance and value creation in order to ensure goals are achieved through Distributor Management and relationship building with strategic accounts. 

In this role you will be accountable for creating value through driving sales and developing strong relationship with key customers in the off / On premise channels of New Jersey. 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 and the distributor. Your strong communication, presentation, networking and interpersonal skills will be key to your success in this role.

  • You will be responsible to deliver key sales and commercial targets for your dedicated territory as determined by the Company’s 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 execute customer and distributor programs agreed in the Integrated Activity Plan (IAP).
  • You will use Bacardi Commercial Way assets (e.g. Picture of Success) and approach with excellence to activate our brands to influence consumers at the point of purchase.
  • You will be accountable for optimizing the return on Investment across your territory.
This role is varied and a large percentage of your time will be spent interacting with Key Distributors, and local customers.  As a result, you can expect to be travelling extensively within the state of NJ in order to stay connected to all customers. 

Key Accountabilities and Responsibilities
  • Implement and achieve fiscal year sales goals through Off & On Premise focused tactics and set Action Plans.
  • Develop our People & Inspire Talent (Internal 2 MM’s 1 BAM / External Synergy Marketing).
  • Develop, implement and execute sales programs and pricing strategy.
  • Review monthly account performance, including Revenue and Value Creation.
  • Analyze, report, and forecast market trends/conditions and work with Regional Director as part of long term planning.
  • Develop and execute distribution standards with Multiple Franchise Distributors. 
  • Build and maintain close working relationships with the top off & on premise accounts, both regional chains and independents.
  • Build and maintain close working relationships with Franchise Distributors (Fedway / Allied) and Management personnel.
  • Conduct mid-year and annual planning and review meetings with Franchise Distributors, in order to actively identify areas of market opportunity and address accordingly.
  • Deliver fact-based selling presentations & Monthly GSM’s as a way to communicate BUSA objectives / brand strategies and keep brands at the forefront at Multiple Franchise Distributors (Fedway / Allied).
  • Ongoing Distributor management responsibilities including Pricing, Budgets (Discounts / NAF), monitoring of KPI’s, Brand training, POS management & driving BUSA’s Commercial Priorities.
  • Conduct quarterly market analysis surveys / KPI audits.
  • Provide monthly reports and status / accomplishments recap to the Regional Director.
  • Assist in the development of the State budget plans under the direction of the Regional Director.
  • Sharing of best practices, i.e. Use of economies of scale and Innovations.
  • Takes a lead in self-development and initiates discussion with direct manager on development plans.  Seeks feedback.
Measures of Success
  • Performance: Achieve Depletion & Net Sales Value based targets vs.budget; Achieve market KPI targets. 
  • Develop & Inspire Talent: Providing developmental feedback & coaching to direct reports & others.
  • Value share: Drive value share growth of key Bacardi brands.
  • Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan.
  • Customer:  Achieve target customer satisfaction measures.
  • Engagement: Support delivery of engagement and enablement activities in order to deliver sustained improvement as measured through the Employee Engagement Survey (EES)

Critical Experiences for Success
To be successful in this role you will have/be: 
  • Bachelor’s degree in Business Management, or related area.
  • Ability to create, maintain and build professional relationships.
  • Effective use of networking and strong interpersonal skills.
  • Demonstrated track record of performance and delivery.
  • Excellent presentation, organizational, analytical, interpersonal and written/oral communication skills.
  • Proficiency with Diver software, MS office and related applications.
  • Must have a valid driver’s license with a satisfactory driving record.
Work Experience Requirements
  • 3 – 5+ years Field Sales experience, preferably in the Spirits and/or Beverage industry.
  • Territory management (budget and tools).
  • Distributor(s) performance management.
  • Retail (key) performance management 
  • 2+ years Supervisory/Management experience, a plus.

Leadership Execellence
Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future.  We have a clearly defined Leadership Excellence framework, and you will be expected, as a member of the Bacardi team, to develop towards all 6 elements: Focus Externally to Win / Drive Execution & Results / Lead Strategically & Know your Business / Make the Matrix Work / Lead by Example / Develop and Inspire Talent

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.
Location
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Jersey City, New Jersey
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