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Posted December 1st

Distributor Development Manager, Wines & Champagnes - Northern California

San Francisco, California


Pernod Ricard USA



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Posted December 1st

Distributor Development Manager, Wines & Champagnes - Northern California

San Francisco, California






Full Time

Job Title: Distributor Development Manager, Wines & Champagnes

Department: Wines & Champagnes Sales

Reports To: VP Sales, Wines & Champagnes

Position Summary:

This is an exciting leadership position at the State / Region level for Pernod Ricard USA. This person will be charged with delivering PRUSA net sales plan and beating the Market. To be successful in this position s/he will accomplish goals through unlocking data driven insights and deepening strong partnerships with established Distributor sales network. This role is entirely about leading through the distributor network, because the role does not have direct account call responsibility.

Distributor Development Managers provide strategic leadership and direction to assigned markets by leading through and influencing others. They analyze and understand business results using all available tools, generate innovative solutions to drive results and persuade business partners to steer the business in the most effective ways.

This position reports to the VP Sales, Wine & Champagne. It is an exciting time to join the team because this role will help our commercial team evolve into the sales team of the future. This role will build trust, lead, influence, and manage distributor relationships to ensure commercial readiness of Wines & Champagnes programs, quotas, and execution goals.

Major Responsibilities / Accountabilities:

Individual Responsibilities: 50%

Commercial Strategy & Planning

  • Lead the Strategic Direction for the market across all channels & brands with the goal to beat the market and deliver the established targets
  • Develop and lead Annual Operating Plan through the market to ensure all relevant Distributor leads understand Wines & Champagnes Plans
  • Leverage data to understand trends & opportunities, devise plans to address

  • Provide accurate and timely communication of market conditions that affect volume, profitability, Distributor staffing and competition to key stakeholders
  • Implementation, execution & adherence of the pricing strategy guidelines

  • Drive for Sales Results

  • Own and drive the P&L targets through the Distributor to achieve financial targets and KPIs (Allowances & Discounts rates, Net Sales, Depletions, Distribution etc...)
  • Hold Distributor accountable for delivering KPIs and Execution expectations (Regional & National Chains / Independents' / e-Commerce)
  • Responsible for developing opportunities to drive Value ahead of Volume
  • Oversees distributor 12-month depletion forecast and distributor profit points; ensures alignment reconciles w/PRUSA forecast and PRUSA Net Sales goals
  • Constantly mitigates risks in accordance with brand customer and channel strategy

  • Data & Analytics

  • Unleashes Pernod Ricard's data & analytic tools to outperform on KPIs and uncover new opportunities
  • Become proficient in SalesNav, PowerBI, Compass, etc to provide market condition context and generate plans, solutions, ideas to drive the business forward
  • Accountable for understanding consumer and competitor trends by analyzing different data & analytic tools / resources
  • A strong understanding of Syndicated Data and how to use it to make choices in the market

  • Relationship Building & Influence

  • Build strong, trusting partnerships with Distributor Partners at all levels
  • Responsible for meeting with Distributor Leadership regularly to discuss short, medium, and long-term business plans and results
  • Influence key Distributor and Wines & Champagnes personnel to ensure the Commercial readiness of Wines & Champagnes programs, quotas and execution goals
  • Partner and influence Spirit Sales counterparts on any Route to Market or portfolio changes that will impact Wines & Champagnes business
  • Influence internal teams to ensure appropriate programming and resourcing

  • Shared Responsibilities: 50%


  • Partner with Finance to Manage Allowances & Discounts Spend, Advertising & Promotions, Invoice Processing and any other financial needs
  • Conducts ROI analysis of market-level programming with Finance teams, then uses analysis to adjust market plans accordingly

  • Marketing

  • Partner with key PRUSA Marketing functions to effectively manage Brand Plans, Activation Elements and other Marketing priorities

  • Distributor

  • Work with local Distributor Leadership to create execution plans that deliver against financial objectives, KPIs, and strategic imperatives which lead to Beating the Market
  • Coordinate/manage "Wine Specialists" - specifically managing account selection and execution priorities, as well as ongoing monitoring of results and program ROI

  • Sales Operations

  • Partners with Operations functions to effectively manage inventory (S&OP), allocations, Supply, VAPs, SLOBs, Misc. Ops Issues...etc

  • Nature & Scope:

    Key Metrics

  • Market-level KPIs (volume, Net Sales, distribution, etc...) in strategic/priority channels and/or brands achieved
  • Utilize Data Resources to develop meaningful and impactful plans
  • Minimizes inventory out of stocks
  • Key brand retail execution KPIs achieved
  • ROI analysis completed on all key brand, priority programming
  • Distributor prioritization, quota expectations and contract requirements met
  • Ongoing management market budgets: tactical pricing, T&E, A&P, and Distributor Banks & Funds
  • Weekly interaction with VP Sales and distributor VPs
  • Minimal day-to-day management from VP Sales required

  • Financial Targets

  • Market and Key brand Allowances & Discounts and Net Sales targets achieved
  • Depletion targets met
  • Key brand KPIs met

  • Organizational Context

  • Reports directly to VP Sales
  • Collaborates with Finance Manager and Marketing to develop annual operating plan
  • Works collaboratively with Pernod VP, distributor Management & Sales Managers to build and ensure execution of PR plan in-market

  • Key requirements:

    Education: Minimum of Bachelor's degree.

    Experience / Background: Position requires 5+ years of sales experience, including 3+ years of previous sales management experience in the CPG, FMCG or wine and spirit distribution industry.

    Required Skills:

  • Excellent relationship builder and influencer at all levels
  • Persuasive selling, negotiation & problem solving
  • Strong analytical skills with proven ability to conduct financial analysis, understand/articulate key insights, and use findings to identify opportunities for growth
  • Previous experience managing P&L
  • Can do attitude with a passion for driving results and being a true business owner
  • Highly organized, able to prioritize time/resources and pivot when necessary

  • 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:25%

    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

    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.


    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 :

    Target End Date :