Commercialization Director

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At Suntory Global Spirits, we craft spirits of the highest quality and deliver brilliant experiences to people around the world. Suntory Global Spirits has evolved into the world's third largest leading premium spirits company ... where each employee is treated like family and trusted with legacy. With our greatest assets - our premium spirits and our people - we're driving growth through impactful marketing, innovation and an entrepreneurial spirit.

Suntory Global Spirits is a place where you can come Unleash your Spirit by making an impact each and every day.

Suntory Global Spirits is a world leader in premium spirits with $5.5 billion in annual revenues and an ambition to become the World’s Most Admired Premium Spirits Company. We have a strong vision and strategy, an incredible brand portfolio grounded in quality and craftsmanship, an unwavering commitment to sustainability and top talent across the organization. We are focused on driving value across key priorities including American whiskey, Japanese Spirits, Scotch, Tequila and Ready-to-Drink.

Headquartered in New York City, Suntory Global Spirits is a subsidiary of Suntory Holdings, which is world renowned for delivering quality and excellence across a range of products and categories.

Unlike a traditional Commercial Planning leader, this position owns the Commercial Operating System for a Regional business unit within the U.S. business that will feed into the holistic planning process and performance management led by Commercial Excellence (Comm Ex) Operations. It integrates planning, forecasting, execution, analytics, governance, and performance management into one standardized approach that enables each Business Unit to operate with greater consistency, accountability, and speed.

The success of this role should be reflected not only in stronger business performance, but in a Commercial organization that plans better, forecasts more accurately, measures performance consistently, executes with greater discipline, accelerates share growth, and strengthens commercial decision making.

Commercial Planning at region, market, and customer levels

Lead the annual and monthly commercial planning process across the Regional organization.

• Support Commercial Finance in developing annual depletion targets and monthly phasing and develop differentiated market targets based on:
  • Market consumption trends
  • Population migration
  • Legal Drinking Age (LDA) population growth
  • Market opportunity
• Support U.S. Brand and Comm Ex to align on:
  • Commercial building blocks
  • Customer investments
  • Market investment priorities
  • Innovation allocations
  • Allocated high-value SKU’s
• Support Finance and Comm Ex to ensure consistent planning methodology across Region.
• Lead monthly commercial planning reviews for regions.

Forecasting & Demand Planning

Own the Region commercial demand forecasting process to improve forecast accuracy and business predictability.

• Align Commercial with Supply Chain and Finance on one demand forecast by embedding statistical forecasting into commercial demand planning.
• Support Digital & Technology to enhance Anaplan forecasting capabilities.
• Improve forecast accuracy through predictive analytics.
• Support monthly forecast reviews and help identify forecast, or phasing, risks.

Share Performance Management

Support an enterprise share management process that shifts the organization from measuring share to actively growing share.

• Support the Analytics team to build predictive share forecasting models for Nielsen (Open States) & NABCA (Control States).
• Develop annual share plans focused on moving forecasted share decline into sustainable share growth.
• Prioritize the Customers, State, and Brands representing approximately 80% of Retail Sales Value.
• Drive specific commercial strategies focused on key must win share battles.
• Lead monthly Share Performance Reviews with Commercial Leadership.

Commercial Execution

Implement standardized execution planning and performance measurement across the Region in partnership with Comm Ex Operations.

• Support the Commercial Planning and Strategy teams to establish equitable sprint period and annual execution objectives and quantify the incremental commercial value.
• Collaborate with D&T and Comm Ex Operations on optimizing enterprise performance management tools including Commercial Scorecards, Leaderboards, KPI Dashboards, Annual SIP Performance Tracker.
• Execution focus areas…