Sr. Commercial Director, US RTD (Flavored Malt Beverage)
What makes this a great opportunity?
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.
MISSION OF THE ROLE
Sr. Commercial Director, US RTD (FMB) will lead the development and execution of the commercial strategy and route-to-market for Suntory Global Spirits' RTD business within the US Flavored Malt Beverage (FMB) channel. This role is accountable for building a fit-for-purpose RTM model, strengthening distributor capabilities, and driving execution excellence to accelerate growth in this high-priority segment. Operating at the intersection of strategy and execution, this leader will serve as the commercial expert for FMB, partnering closely with Marketing, Innovation, and the broader US Commercial organization to translate portfolio and brand strategies into winning market execution. This Role will report to the US Chief Sales Officer, with a dotted line to VP, US RTD. Success will be defined by establishing a scalable FMB route-to-market, delivering strong financial results, building best-in-class distributor partnerships, and elevating commercial capabilities to win in a fast-growing and competitive category.
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Role Responsibilities
1. FMB Strategy & Route-to-Market Leadership
• Lead the development and execution of the US FMB commercial strategy, aligned with overall RTD growth ambitions.
• Design and implement a fit-for-purpose route-to-market model for the FMB channel, ensuring effective coverage, execution, and scalability.
• Translate brand and portfolio strategies into actionable commercial plans across channels and customers.
• Identify and unlock growth opportunities across key accounts, channels, and regions to drive market share gains.
2. Commercial Capability Building & Execution Excellence
• Serve as the "go-to" commercial expert for the FMB segment, driving thought leadership and best practices across the organization.
• Build and enhance RTD/FMB commercial capabilities, including distributor management, execution standards, and ways of working.
• Partner with Commercial Planning to establish KPI frameworks, performance tracking, and execution benchmarks.
• Drive activation excellence, ensuring consistent and high-impact execution across all markets.
• Lead cross-functional processes such as forecasting, planning, and S&OP collaboration to support business delivery.
3. Distributor & Stakeholder Management
• Build and manage strong relationships with key distributors, including beer/FMB networks, to drive best-in-class execution.
• Partner closely with the Chief Sales Officer, National Sales team, and regional teams to align priorities and maximize impact.
• Act as a key connector across Commercial, Marketing, Innovation, and external partners to ensure aligned and effective execution.
• Lead customer engagement within the FMB segment, strengthening partnerships and driving share of mind.
4. Business Delivery & Performance Management
• Own and deliver against key commercial and financial objectives, including revenue, profit, margin, and market share as well as be responsible for Brand Investment operating effectiveness and Opex budget management with field-level feedback flowing back to the RTD marketing org.
• Monitor performance and proactively adjust strategies to ensure delivery of business targets.
• Drive accountability across teams and partners to ensure initiatives are delivered on time and in full.
• Balance short-term execution with long-term capability and business building priorities.
5. Cross-Functional Collaboration & Innovation Enablement
• Partner with Marketing and Innovation teams to support portfolio prioritization, new product launches, and commercialization strategies.
• Ensure strong alignment between commercial execution and innovation pipeline to maximize market impact.
• Provide commercial input into portfolio and brand strategy to ensure market relevance and execution feasibility.
Qualifications
Experience:
• 10 years experience in the Beer, RTD or broader alcohol categories, proven experience in the beer or FMB category, with deep understanding of its route-to-market dynamics.
• Demonstrated track record of developing and executing commercial strategies that drive growth and market share.
• Strong experience working with third-party distributors and managing senior-level trade relationships.
• Experience operating in a matrixed organization, effectively managing internal and external stakeholders.
• Experience balancing strategic planning with hands-on execution in high-growth or entrepreneurial environments.
• Bachelor's degree required; advanced degree preferred.
Skills:
• Commercial & Strategic Leadership: Ability to develop and execute commercial strategies that deliver measurable business results.
• Route-to-Market Expertise: Deep understanding of the US three-tier system and FMB/beer distribution networks.
• Execution Excellence: Strong bias for action with the ability to drive initiatives from strategy to execution.
• Distributor & Customer Management: Proven ability to build strong partnerships and drive performance through external partners.
• Cross-Functional Collaboration: Ability to work effectively across Sales, Marketing, Innovation, and Supply Chain.
• Analytical & Performance Management: Strong capability in KPI development, forecasting, and performance tracking.
• Communication & Influence: Ability to influence stakeholders across levels and functions in a matrixed organization.
• Agility & Resilience: Comfortable operating in fast-paced, ambiguous environments with a solutions-oriented mindset.
Salary Range - The salary range for this role, based in New York, is $235-250k base salary, along with an annual bonus, 401K match, profit sharing, and medical and wellness benefits. The salary range is commensurate with the candidate's location, experience, and skillset. This range will vary if outside of this location.
Nearest Major Market: Manhattan
Nearest Secondary Market: New York City
Job Segment: Outside Sales, Supply Chain, Performance Management, Manager, Supply, Sales, Operations, Human Resources, Management
Perks and Benefits
Health and Wellness
- Health Insurance
- Dental Insurance
- Vision Insurance
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- FSA
- HSA
Parental Benefits
- Birth Parent or Maternity Leave
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
- Hybrid Work Opportunities
Office Life and Perks
- Commuter Benefits Program
- Casual Dress
- Happy Hours
- Company Outings
- Snacks
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
Financial and Retirement
- 401(K) With Company Matching
- Performance Bonus
- Relocation Assistance
Professional Development
- Tuition Reimbursement
- Promote From Within
- Shadowing Opportunities
- Access to Online Courses
- Lunch and Learns
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Employee Resource Groups (ERG)