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Posted February 2nd

Director, Sales Ops & Planning - Texas

Irving, Texas

Employer

Pernod Ricard USA

Industry

Supplier

View Full Profile

Posted February 2nd

Director, Sales Ops & Planning - Texas

Irving, Texas

Function

Marketing

Experience

Other

Type

Full Time

Job Title: Director, Sales Operations & Planning
Department: Sales

Reports To: GM

POSITION SUMMARY:

This role is responsible for leading the implementation and execution of industry best sales strategies, practices, and overall maturity evolution of the Business Optimization, Operations & Sales Transformation (BOOST) processes, in collaboration with cross-functional teams and senior leaders. Primary goal will be to grow our brands and our total portfolio ahead of target and ahead of the competition with best practices, S&OP tools, and processes to manage the business (geographic division deliverables) while also supporting select National Account (Chains) off- and on-premise sales teams. This should be accomplished through establishing and fostering internal and external relationships that will drive success while serving the Division as change agent for transformation and acceleration of growth.

Role is a key advisor to the General Manager in the development of the division's sales strategy, and specifically manages all aspects of the Commercial Analytics (to inform overall route-to-market) and Sales Operations processes, as well as leading current and future Strategic Transformation Initiatives .

MAJOR RESPONSIBILITIES / ACCOUNTABILITIES:

Sales Data / Commercial Analytics

  • Run point on Project "ACE" - Account Centric Execution - to maximize local business opportunities
  • Be the Account Segmentation subject matter expert - driving an ACE culture to win in accounts that matter including chains
  • Drive a data/analytic mindset throughout the division
  • Be the champion for all Power BI Management Dashboards, while also data mining for opportunities in Compass/SalesNav/Microstrategy
  • Own all aspects of territory management including Route to Market decisions and Lilypad integration with Commercial Activation Team/Distributors
  • Measure sales performance KPI's via automated tools (GreatVines, GoSpotCheck, PowerBI)
  • Oversee Distributor programming (quotas, goals, incentives) in line with the national and divisional calendar


  • Commercial Ops / Supply Chain

  • Contribute to the overall product supply reliability, customer service levels, and inventory management Own the demand forecast and lead all supply chain planning - both mainline portfolio and innovation. Lead and drive the monthly Joint Demand Planning process.
  • Account lead for key National Chains Customer and regional chains demand forecast across divisions
  • Improve depletion forecasting and local inventory management to better pilot the upstream supply chain
  • Oversee Distributor orders/on-hand inventory, active gap analysis followed by swift action/resolution
  • Working key stakeholders on innovation and allocated rollouts, ensuring alignment on product supply and market orders.
  • Analyze performance on core innovation to include tracking against Division goals: depletions, accounts sold, velocity, by state and channel. Providing recommendations on future opportunities.
  • Act as division hub for all national and division led sales incentives by reporting/updating cadence that is reported out to the division.
  • Drive accountability and compliance to Distributor service level agreements - fill rates, DoH, OOS, etc
  • Primary point of contact with Supply Chain and Customer Service teams for all things related to inventory, allocations, VAP, logistics, distributor, new item setup, etc.
  • Working key stakeholders on innovation and allocated rollouts, ensuring alignment on product supply and market orders.
  • Create a roadmap to improve enterprise S&OP maturity and ensures overall health of the S&OP processes.


  • Sales Transformation

  • Develops strategies, tools, and processes that maximize sales execution against the KPI's. Embraces technology.
  • Manage the annual and long-range planning calendar, as well as portfolio/program prioritization (ruthlessly)
  • Evaluates RTM and organizational impacts - thought partner to the GM on alternatives and pivots
  • Champion and accelerate all current and future transformation initiatives - serve as the "CTO" for the division

  • Media to Shelf
  • Sales Team of the Future
  • E-Commerce
  • Provide decision support to internal teams



  • ORGANIZATION CONTEXT:

  • Collaborates closely with Division Leadership - Sales / Marketing / Finance / Chains - to build and execute PRUSA's strategic priorities thru a Division lens
  • Close interworking with other BOOST facing employees in a "One Team One Dream" way
  • Cross-Functional touchpoints include:

    Operations / Supply Chain

    Customer Service

    Portfolio Strategy and Insights

    Go-To-Market, Long-Range Planning, Commercial Analytics

    BP&A
  • Reports solid line to General Manager
  • Works closely with Regional Managers/Directors, Div. Finance Director (DFD), Marketing Activation Director (MAD) to execute and deliver the division level goals and to implement strong sales strategy
  • Works closely with Distributor Group Sales Managers/Sales Managers in division to train and ensure compliance with sales strategy
  • Regularly communicate with Corp Customer Solutions team and with other DSOP's to share best practices


  • KEY REQUIREMENTS

    Education: Requires Bachelor's Degree, ideally in Supply Chain Management, Mathematics, Statistics, Computer Science, Economics or related field with additional training in sales force effectiveness and sales and local marketing strategies; MBA a plus. Sales management or commercial operations and planning experience in FMCPG or beverage alcohol industry considered as well.

    Experience / Background:

  • Typically requires 8-10 years of previous sales or management experience within the wine and spirit industry.
  • Proven, successful track record of earning trust and influencing across the organization and leading others cross-functionally to deliver on projects and goals
  • Thinks strategically, but stays on top of tactical execution
  • Team Building and Leadership Experience
  • Experience in supply chain optimization including Network flow optimization, Inventory Optimization and Facility Planning a plus
  • Adept at solving complex problems in dynamic situations. Ability to quickly conceptualize opportunities and their potential impact on key performance metrics.
  • You work well in a team environment and drive best-in-class performance from others - particularly in an indirect reporting relationship.


  • Required Skills/ Competencies:

  • Resourceful in defining systems strategy, developing systems requirements, designing and prototyping, testing, training, defining.
  • Ideally experience with ERP systems (JDE, SAP, etc)
  • Ideally experience with Supply chain planning technologies like JDA, Logility, Oracle ASCP, etc
  • Excellent presentation and communication skills
  • Ability to Multi-task and Prioritize
  • Experience working with multi-echelon hierarchies and senior management
  • Strong analytical skills
  • Strong MS Office skills with Excel, Power Point, and Word
  • Entrepreneurial, can cope with ambiguity
  • Good knowledge of leveraging technical information for data collection (data visualization)


  • Working Conditions:

    General Office: Work is performed in a typical office environment. Limited demands for movement and lifting. Normal visual, hearing and language acuity required for correspondence and computer usage.

    Travel:

    Estimate: 10-15% of time

    Who are we?

    Pernod Ricard USA is the premium spirits and wine company in the U.S. The company's leading spirits and wines include such prestigious brands as ABSOLUT® Vodka, Chivas Regal® Scotch Whisky, The Glenlivet® Single Malt Scotch Whisky, Jameson® Irish Whiskey, Malibu®, Kahlúa® Liqueur, Beefeater® Gin, and Avión™ Tequila (through a joint venture with Tequila Avión); such superior wines as Jacob's Creek® and Brancott Estate®; and such exquisite champagnes and sparkling wines as Perrier-Jouët® Champagne, G.H. Mumm™ Champagne and Mumm Napa® sparkling wines. Learn more about our history, values, strategies and organization by visiting us at http://www.pernod-ricard-usa.com/

    Working at Pernod Ricard:

    Working for Pernod Ricard USA means working for the co-leader in the global wines and spirits industry - and having the opportunity to work with great people and great brands in diverse and challenging roles. Our success is the result of the passion and creativity of our people, our exceptional portfolio of leading premium brands, and a shared commitment to our values of entrepreneurship, mutual trust, and a strong sense of ethics. Pernod Ricard USA rewards both individual initiative and a spirit of collaboration and encourages ongoing professional development. Pernod Ricard USA recognizes the importance of continuously building upon our diverse workforce and inclusive culture. We believe in championing an inclusive culture that embraces differences and encourages employees to challenge themselves and their colleagues.

    Benefits

    Pernod Ricard USA offers competitive compensation, performance bonuses and domestic & international career development opportunities.

    * Pernod Ricard USA is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.

  • Offers will be subject to United States local terms.


  • Job Posting End Date:

    Target Hire Date :
    2020-12-10-08:00

    Target End Date :