Strategic On-Trade Sales Leader

About the Role

As the Business Manager On Trade in the area, you will be accountable for creating value through driving sales and developing strategic relationships with key customers in the area assigned. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s full portfolio presence in the Italian Ontrade. Your deep commercial knowledge, ability to develop strategic relationships and lead and inspire a Sales team will be key to your success in this role. You will be responsible to deliver key revenue and commercial targets as determined by the Country financial plan. You will build and maintain effective relationships with strategic customers for your channel. You will be accountable for the implementation of the customer and shopper programs within your channel as agreed in the Country Integrated Activity Plan (IAP). You will drive use of Commercial Excellence assets (e.g. Pictures of Success) and approach to activate our brand to influence consumers at the point of purchase. You will identify opportunities for new business development and provide critical input into the development of category and channel plans. You are an entrepreneur and a full portfolio thinker. You will drive a shared vision and winning team spirit among the sales teams. This role is varied and a large percentage of your time will be spent interacting with the local sales team’s members as well as key customers. As a result, you can expect to be travelling extensively within your area in order to stay connected to all stakeholders.

Key Accountabilities and Responsibilities

• Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
• Deliver on Pictures of Success, temporary activities and new business target
• Deliver impact from channel and shopper marketing program agreed in the Country IAP
• Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
• Create effective long-term relationships with strategic customers and key stakeholders to drive financial impact
• Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized
• Continuously work on maximizing the effectiveness and efficiency
• Drive executional excellence through a strong, functioning and orientated agenda
• Work closely with the On-trade Area Manager to build a shared sense of purpose among your teams
• Align all employees behind the targets and create a passion for winning in the organization
• Recognize accomplishments and behaviors in a timely manner
• Ensure all employees have a knowledge of Bacardi history and culture

Measures of Success

• Performance: Achieve financial targets (revenue, profitability) vs. budget; Achieve Pictures of Success targets
• Value share: Drive value share growth of key Bacardi brands in key accounts
• Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan
• Customer: Achieve target customer satisfaction measures – Picture of Success
• Employee engagement: Drive sustained improvement in engagement and enablement

Leadership Agility

At Bacardi we care deeply about finding brilliant talent who can bring the following personal attributes to help elevate our 3Fs: Fearless, Family, Founder culture to the next level.

• Belonging: You have a strong capacity to create a culture of ‘Belonging’, where people feel appreciated for who they are, what they do, and who they can become
• Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others
• People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance
• Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others.
• Mental Agility: You can think critically to penetrate complex problems and expand the possibilities by making fresh connections. You think strategically whilst being execution focused and bring creativity to the challenges you’re presented with
• Change Agility: You have a deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change. You have a growth and learning mindset: ready to test, stumble, learn and apply from experience

Benefits Overview

At Bacardi, we are committed to providing our Primos (employees) with a comprehensive Total Rewards package of compensation, benefits, incentives, allowances, well-being, and much more to meet the needs of themselves and their families. It goes beyond just cash! The total rewards program is based on pay for performance, whereby the incentive programs are linked to company and individual performance.

• Compensation, Paid Time Off & Retirement
• Competitive Pay Package
• Competitive Holiday/Paid Time Off, plus additional days offered (i.e., volunteer day, allowing you to give back to the community)
• Retirement/Pension Plan
• Medical, Critical Illness, and Life Insurance
• Employee Assistance Programs
• Best-in-class, family-friendly, and inclusive leave policies

• Additional Benefits
• Flexible work arrangements (depending on role/office/site location)
• Access to E-learning Platforms and Career Development programs
• Travel Discounts (i.e., hotel and car rental)
• And much more!

Disclaimer and EEO Statement

Disclaimer: Bacardi seeks talent from all backgrounds to bring diversity of thought, agility and capability to our organization across the globe. We promote a working environment where all employees are treated and rewarded fairly. We do not tolerate any form of discrimination that adversely affects individuals or groups on the basis of national origin, race, color, religion, sex, gender, sexual orientation, marital status, disability, age, and any other legally protected aspect of a person's identity.