The incumbent must reside within 1 hour of a major airport with very strong preference to candidates living in: LOS ANGELES, CA; DALLAS, TX; NEW YORK CITY, NY; CHICAGO, IL; ATLANTA, GA; CINCINNATI, OH.
No relocation is offered.

Introduction
The Senior Manager, Sales (SMS) will be responsible for managing and developing the commercial business development of all imported Kirin brands across the US market.

Responsibilities will include management of commercial direction both in sales and marketing of all imported Kirin brands, development of strategic relationships at all levels of distributors and brokers, creation of commercial marketing tools and communication with brand owners on US market conditions, training and collaboration with brand owner representatives/ambassadors, coordination of marketing/PR agencies, and the management of the internal Kirin Brewery of America (KBA) team consisting of Regional Sales Managers and National Accounts.  This position will work closely with the Senior Director, Sales to ensure brand development, market accountability, strategic pricing implementation, annual commercial plan development, and overall budget management.  National Account and key account development will also be required with a keen eye towards profitable volume gains for Kirin.

Summary/Objective
The main objectives of the SMS will consist of two areas:
1) Development and execution of key sales growth opportunities and profitability targets and
2) Creation and management of brand development tools for all channels of US business for imported Kirin brands.  The SMS will need to be an effective, dynamic leader with a strong organizational background to ensure accountability to the commercial plan and delivery of US financial results.

Essential Functions

A. Major Responsibilities
Development and execution of Commercial Plan in US market:    40%
• In coordination with the Senior Director, Sales, development of Annual US Commercial Plan in conjunction with brand owner marketing plans.  Will include volume and profitability targets, sales promotion plan, national marketing plan and tactical market plan.  Plans will include Regional/Market level as well as National Accounts. 
• Manage shipments, depletions, and allocations (when necessary) to achieve assigned sales targets with distributors and brokers
• Manage KBA brand presence and profitability (pricing & budget management) and align with brand price strategy.
• Communicate and gain alignment on state level plans with distributor management and work closely in managing the execution of these plans by market.
• Utilize and analyze internal and external data sources (Nielsen, NABCA, Power BI, VIP, Great Vines) to understand market intelligence, trends, and opportunities including competitive activity and overall brand performance.
• Responsible for Shipment and Depletion forecasting across the US as assigned.  Will collaborate with Sr. Director and Brand owners as needed to ensure effective internal supply chain to the US market; ensuring that the import and inventory level is properly monitored and operated.   
• Deliver effective business updates of US market (monthly, quarterly reviews, annual plans) for Sr. Director and Kirin leadership team.
• Collaborate with Sr. Director in preparation of annual Commercial budget to achieve financial objectives of the Company; scheduling expenditures; analyzing variances; initiating corrective actions.

Creation and Management of Brand Development
and Trade Marketing plan in US market: 40%
• Collaboration with Kirin import brand teams on brand direction and execution of brand standards in the US market.
• Active communication back to brand teams on commercial tools and budgets needed for consumer and gatekeeper activation.
• Development of commercial tools for all channels to impact brand awareness, distributor execution, and overall volume growth.
• Management of brand education process on all import brands.  Responsible for implementation of education platform with distributors, retailers, and consumers.
• Regular communication with KBA distributors/brokers to ensure alignment with and performance against brand goals and market positioning. 
• Coordination and management of brand ambassadors, Master Distillers, and/or trade visits made by Kirin import brand teams.
• Support of RSMs in their performance of execution against brand standards and distributor education.
• Consistent collaboration with KBA distributors/brokers to ensure KBA brand growth and increased market share and visibility across the US market.  Consists of team meetings, market work withs, training and education, and monitoring and evaluation of trade spend.

B. Minor Responsibilities           
Organizational Strategy and Management: 20%
• Identify areas for process improvement and provide guidance to team.
• Complete operational requirements by scheduling and assigning team members; active direction of team to ensure executional results.  Includes planning, monitoring, coaching, and counseling.
• Maintain commercial staff by selecting, orienting, and training team members.
• Develop staff talent by providing information, educational opportunities, and experiential growth opportunities.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

Compliance Management
• Ensure market activities are in line with all Compliance and regulatory requirements.
• Coordinate with Sr. Manager – Compliance and Sales Strategy on tactical marketing activities and brand registration in each state.

Brand Ambassador
• Speak at conferences and events about the company’s products and services.

C. Other Job Duties
• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Qualifications

A. Required Competencies
• Entrepreneurial spirit
• Flexible mindset; able to embrace change
• Confident, dynamic and driven leader
• Proven ability to develop and initiate strategies for revenue and distribution growth as well as expense control.
• Ability to establish and maintain positive external and internal relationships
• Strong understanding of sales and accurately forecast sales results.
• Ability to develop trade marketing tools to drive commercial success.
• Follow structured sales methodology as well as meet/exceed sales targets.
• Excellent listening, negotiating and presentation skills
• Analytical and logical thinking.
• Team competency and cooperation, positive attitude
• Proficiency in Microsoft Office Suite; CRM software and tools, knows how to use data to improve customer retention, drive sales growth and enhance overall business relationships.
• Exquisite communication and interpersonal skills, oral and written

B. Required Education and Experience
• Bachelor’s degree in Business, Marketing or relevant field
• Proven track record of achieving sales growth and delivering results
• Years of experience - 8-10 years sales management experience on a regional or multi-regional level in consumer goods with strong preference for alcoholic beverage experience
• Exposure to controlled and non-controlled states
• Experience leading sales teams

C. Preferred Education and Experience
• National sales experience
• Experience with startup brands a plus

Job Related Information

A. Supervisory Responsibility 
The Senior Manager, Sales supervises two (2) Regional Sales Managers.  

B. Work Environment 
While performing the duties of this job, will work primarily in a climate-controlled environment with minimal safety/health hazard potential. Sedentary, sitting, walking, occasional lifting (overhead, waist level) from floor, bending, frequent near vision use for reading and computer use; frequent stressful conditions (cardiovascular). Could be exposed to infrequent fumes or airborne particles, moving mechanical parts and vibration as could be expected in any OSHA compliant operation and may be occasionally exposed to a variety of extreme conditions in the distillery/warehouse/bottling environment.  

C. Travel 
Travel will be required throughout the US market expected 60% of the time.

D. Physical Demands 
The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job.   While performing the duties of this job, the team member is regularly required to talk and hear. This position is very active and requires standing, walking, bending, kneeling, stooping, crouching, crawling, and climbing stairs, as the job requires. The team member must work as team member in comparable work and actions. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.