Asahi USA is undertaking a step change to achieve its 5-year ambition of making ASD the top Imported Premium Japanese Beer and a top 15 International Beer. We also have ambitious plans to expand and grow both our beer and non-beer portfolio, including our spirits based Twisted Shotz brand, over the same timeframe.
Very excitingly, EMEAA has recently purchased a fantastic new production facility in Wisconsin USA, Octopi Beverages. This marks a key step forward in accelerating our growth journey and realizing our ambitions for our Global Brands, most notably Asahi Super Dry for North America.
Local production in the US has been an ambition of ours for some time and we are acutely aware of the benefits it brings; both in terms of reducing scope three carbon emissions and in being able to deliver fresher beer in a wider variety of packaging to suit different consumer preferences.
For more information visit Asahi Beer USA
Key purpose statement
As a member of the Asahi USA Senior Leadership Team, the Head of Sales is tasked with delivering the core commercial KPIs for the business around volume revenue and profit for our beer and spirits-based brands, while leading the strategic thinking around channel and RTM strategies. A key contributor to the strategic direction of the business through contribution to Asahi USA leadership on purpose, strategic choices and people and capability development
In conjunction with the Managing Director, the Head of Sales has a specific focus on building premium brands via executional excellence. As the day-to-day customer and distributor lead for Asahi in the USA, the Head of Sales will lead internal and external teams in the pursuit of short-term and long-term revenue, profit and brand development targets.
Key accountabilities
Sales Leadership / Portfolio Selling Strategy / New Business Development
- Lead the development of a compelling customer facing ‘premium brands portfolio selling strategy’ leveraging the power of the Asahi USA brands.
- Embed Asahi Leadership Behaviours and customer/category insight in pursuit of a sustainable competitive advantage for Asahi in USA.
- Direct the team to identify, assess and acquire new business in both off & on-premise aligning to USA Ambition and in coordination with route-to-market partners where required.
- Have a ‘future focused’ mentality to understand, anticipate and take advantage of channel, customer and category trends & opportunities to deliver accelerated growth in the USA market.
- Deliver profitable revenue growth from robust internal commercial management of the P&L, with rigorous financial control and governance processes in place.
Customer and Distributor Relationship Management
- Lead and define customer engagement strategy with Sales Leadership in both Off and On-Premise channels and both private and control state retail channels
- Understand and internalize the goals and objectives of key off & on-premise customers in key markets and develop specific Asahi strategies to engage and address.
- Cultivate strong, purposeful relationships at the most senior customer and distributor level (top-to-top/presidents and other executives)
- Anticipate and adapt to ever evolving marketplace and ensure internal capability exceeds grows ahead of market evolution.
Partner Management
- Select and retain the best route to market partners across beer and spirits distributors to deliver our mid- and long-term strategies.
- Actively manage route-to-market partners towards the delivery of monthly, quarterly and annual targets in terms of volume, key financial metrics and premium brand execution standards and compliance.
- Develop and monitor robust forecast sales plans with customers, partners and Asahi supply chain via the channel sales leaders and internal and external stakeholders
- Hold partners accountable daily to Asahi executional standards.
Team Leadership & Development
- Lead and develop Asahi USA Sales organization
- Continually deploy team resources in support of annual business objectives and long-term Asahi USA Ambition.
- Develop National and Regional Accounts team and ensure management routines are in place to deliver against key chain timelines and processes
- Review and refine regular internal governance and management routines for the sales organization ensuring alignment with EMEAA and AEI requirements
- Develop data driven insights and analytics approach to facilitate faster, more impactful decision making.
- Establish and provide ongoing training, development and learning opportunities.
- Benchmark sales team capability and put measures in place to enhance commercial competence and capability
Experience required
- 10+ years US beverage alcohol experience, preferably in beer
- Success in developing existing and new relationships with US distributors and retailers
- Leadership experience within, and deep understanding of US national and regional off and on-premise chains
- Demonstrated success in developing premium brands and leading commercial teams
- Experience of leading high performing teams
- Proven experience with strategy development and brand building to create organic growth within markets
- Proven track record of utilizing data and insights to drive decision-making
- Solid understanding of the US alc-beverage category
- Bachelor’s Degree
- Demonstrated progression within a blue-chip organization
- Experience in managing complexities of beverage alcohol trade practices across multiple state and local jurisdictions.
Key Competencies
- Business Understanding: Thorough business knowledge and understanding of the industry, our organisation, brands, categories and our competitors.
- Relationship and Customer Management: Build and maintain collaborative relationships internally and externally for the commercial benefit of the business.
- Sales Planning: Ensuring all commercial and business activities are planned and consider customer and business needs.
- Commercial Management: Understanding the financial drivers and influence on cost and profitability.
- Selling Process: Applying a structured framework to the selling, closing and negotiation of a sale.
- Customer Activation: Excellence in activation to achieve profitable choices.
Leadership Competencies
- Thinks Strategically: Thinks ahead and leads the way.
- Values People: Creates a safe and inclusive environment.
- Enables Collaboration: Works together both internally and externally.
- Drives Impact: Drives accountability and delivers sustainable value.
- Leads Change: Embraces change and leading others through it.
- Inspires Learning: Creates a culture of continuous improvement and innovation.
We are committed to nurturing a workplace where we celebrate and respect difference, and support everyone to be true to who they are! At Asahi Europe and International we believe you can SHINE AS YOU ARE - no matter your age, gender, ethnicity, sexual orientation, disabilities, religion, or beliefs. We want to support you to be courageous in your individuality and to know that whoever you are and whatever your circumstances, you can belong with us without having to conform.