Head of Global Sales for Duty Free & Cruises

Build your career at Sazerac! With almost 400 years of rich history, Sazerac Company has thrived as an independent, American family-owned company with operations in the United States and around the world. Since the 2000s, Sazerac has averaged double digit growth every year! Sazerac Company produces and markets the most award-winning bourbons and whiskeys in the world, including Buffalo Trace, Pappy Van Winkle, Eagle Rare, Blanton’s, and Sazerac Rye. Additionally, Sazerac owns many popular brands across a range of spirits, including Fireball, Southern Comfort, Seagram’s V.O., Myers’s, Goldschläger, Parrot Bay, 99 Brand, and Platinum Vodka. 

We’re proud of our award-winning culture and distilleries. Our Louisville office has been named one of the “Best Places to Work in Kentucky” four times, and our Buffalo Trace Distillery has earned the title of “world’s most award-winning distillery” through the dedication of our craftsmen for well over 200 years. Whether you’re a recent graduate or an experienced professional, Sazerac provides extraordinary opportunities for growth with competitive salaries and benefits in an exciting, entrepreneurial industry.

The Head of Global Sales for Duty Free & Cruises is responsible for shaping the long-term vision and strategy for SZ business and deliver explosive growth connected with Sazerac’s Global Travel 3 Year ambition whilst being revered as innovative brand builders and disruptive commercial approach by delivering best in class retail experiences. The ideal individual will reside in Miami or in Florida.

Responsibilities: 

• This individual will work with Sazerac Duty Free agent partner, Direct strategic key Duty Free Customers, Cruise operators & Cruise lines to expand our global footprint and building brands the Sazerac Way while engaging the organization behind defining /optimizing RTM’s, Supply / CS / Compliance / Regulatory needs, Brand, Channel & Commercial Strategies, with strong focus on execution excellence.
• The Head of Global Sales for Duty Free & Cruises will display strong ability to shape clear KPI’s on critical success factors that are effectively tracked to deliver strong and sustainable business growth & market share while diligently managing results, working cross-functionally with the marketing teams, Finance, CS & Supply, legal, compliance, regulatory and other key functions.
• Lead the development and execution of commercial strategies to drive Global Travel to reach / exceed its breakthrough performance goals including top line growth (Volumes), NS (Net Sales), BC (Brand Contribution), Market share, Visibility, Capabilities development, Industry key relationships.
• The ideal candidate will have well rounded Key Account, Management & negotiation skills. Candidate is a high performing and has demonstrated consistent success throughout their career whilst being action orientated with high energy levels. Will be required to be hands on and skilled to drive and pivot between Direct key Customers, Agent, Operators.
• The candidate will be a strong and influential leader, capable to drive and execute GT Strategy and make things happens with strong cross-functional interaction (Marketing, Compliance, Legal, Finance, CS & Logistics and other key areas). Detailed orientated and must have strong financial capabilities and has demonstrated success in managing P&L’s, managing complex and competitive business environments and strong ability to navigate within lean structures.

Route to Market: 1) Duty Free agent partner (Only for DF) 2) Duty Free Customers 3) Cruise operators 4) Cruise lines.

• Be an active and visible leader in the Company and represent the Sazerac values towards key Customers & Duty Free/ Cruises partners as well as in the day-to-day business cycle.
• Leads GT expansion, assuring best in class partnership with customers & partners, maximize our investments, engage the organization behind the ambition and apply a disruptive mindset to win with our top priority brands / portfolio.
• Ensure alignment of priorities by brands & Channels (DF & Cruises). Ensure that time and resource allocation and execution are aligned in total and by individual - and that measurements are in place to monitor. Action plan against gaps, remove obstacles and drive results that solve problems. Implement BCSP understanding with the customers, operators and
• Develop strategic relationship with key top customers and Joint Customers plan (top strategic customers).
• Key leader in market analysis / insights / trends / competitors / Customers, GT shopper & consumer motivations that have an outstanding understanding of Channels. Set the agenda to ensure focus on remove barriers and unpack shopper/consumer & customers challenges. Build amazing relationships with customers at all levels.
• The individual will be responsible for implementing the right product mix for his area of responsibility, via direct customers negotiation and agent partner Manage KPIs and accountability closely. Develop joint business plans with key customers. Take over personal Key account responsibility for key customers in the area.
• Utilize price structure system to accurately establish and measure Sazerac's financial contribution with customers, increase efficiency with retail pricing and identify financial opportunities. Review pricing regularly to ensure it is in line with competitive set.
• Help prioritize needs and provides solutions jointly with the marketing Develop rollout plans that will drive sustainable growth. Monitor and measure NBD project health. Course correct where needed. Drive incremental volume/revenue/profit growth. Enter new customers / RTM in the marketplace.
• Involved in analysis and integration of acquisition targets where Helps with market/industry intelligence where needed.

Requirements:

• Bachelor’s degree required in (ideally in Business) or related MBA a plus.
• 3 years Budgeting, planning and/or financial analysis experience (P&L Management)
• 6 years Travel Retail / Cruises, commercial roles, National Accounts / Key Account experience (international / national customers) within spirits industry or CPG companies.
• 3 years On Premise experience
• 5 years Pricing strategy and clear understanding of net revenue management.
• 5 years’ experience in the development and implementation of business
• 8 years relevant sales/marketing experience
• Skilled in managing and leading Key Accounts / Customers with multicultural
• Entrepreneurial learning on the fly, action & and drive for results oriented.
• Self-motivated, innovative, and solution-oriented and ability to lead through others and navigate on lean
• Demonstrate the ability to work as a team (Cross-functional leadership & interaction / influential) as well as self-motivated.
• Highly effective negotiation skills and deal
• Strong Financial Acumen and full P&L management
• Very well-articulated. Communicates a clear vision and priorities with strong planning and organizational
• Excellent analytical, interpersonal, communication and presentation
• Management skills and the ability to prioritize and improve / develop Way of workings and processes in full collaboration with internal teams, Key customers / Accounts and Agencies.
• Strong Customer Centricity oriented, ability to work with all levels of the organization from Field Level to Executive
• Strong ability to launch & develop new brands / open new businesses successfully
• Strong Key Accounts (International players) management and capabilities development
• Open for international travels, a valid driver's license and the ability to work remote
• Excellent oral & written communication and ideally being fluent in Spanish

Preferred:

• Strong computer skills and high comfort using technology and
• Experience with MS Power BI / Cognos, similar reporting
• 5 years Brand Marketing, Trade Marketing or Customer

Salary range

• Placement within the salary range is calculated based upon years of directly relatable experience for the position.
• The salary range refers to base salary only and does not include car allowance, annual bonus, fuel or cell phone reimbursement.

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