Position Title: Market Manager, Southern CA, On-Premise
Location: Remote - within the market
At Pernod Ricard USA, we have accelerated and transformed our organization around experiences of conviviality, placing the consumer at the heart of our business model. The Market Manager plays an important role in our mission to drive the success of our complete portfolio across our entire customer base.
In summary, the Market Manager plays an important role in driving and motivating our Distributor partners to execute our plans to grow the holistic PR USA Spirits, Wine, and Champagne portfolio and beat the market in a designated channel or geography. Acting as the specific channel/geography's main day-to-day point of contact for our local Distributor partners, this role leads the local market-level planning and execution, as well as the tracking of our Distributor's performance, with data-driven rigor. The Market Manager ensures the local level plan, including PR strategic imperatives and local KPIs, remain in line with broader region priorities at the local level.
This position reports directly to the State Director or State Manager.
Major Responsibilities / Accountabilities
Work with Distributor partners to sell and execute against the full PR USA brand and portfolio plans - inclusive of Wines, Spirits, & Champagnes - in assigned market (specific channel or geography) Lead local market-level planning and execution with Distributors and track performance.
Ensure data-driven decision making in assigned market through the utilization of data dashboards. Effectively utilize the data meet market goals, as well as to regularly track and inform Distributors of progress against goals.
Execute local level plan, including PR strategic imperatives and local KPIs, in line with region priorities at the local level.
Manage day-to-day channel planning and performance tracking for appropriate channel / geography.
Support State Manager / State Director in reviewing account lists and segmentation; recommend high potential accounts for inclusion.
Execute localized national programs and initiatives with cross-functional teams (Distributor, Customer Success, eCommerce), and work with Customer Success team to meet program goals (as applicable).
Identify and oversee targeted sell-through activities - using local marketing funds (LMF) / A&P - within budget and policy guardrails.
Collect market and channel insights and disseminate them via Field Marketing to support broader planning processes (i.e. channel plans, field marketing, etc.).
Ensure balance between Chains and non-Chains resourcing, allocations, and growth plans.
Provide sales enablement support through quarter turn of selling stories and localizing selling materials within Guardrails.
Ensure performance operates within full legal compliance with state and local regulations.
Influence and oversee distributor partners in selling and executing against the holistic PRUSA brand and portfolio plans and programs in designated market (channel or geography) Apply designated performance management guardrails against Distributors and monitor / drive performance as programs are executed using data dashboards and tracking tools.
Oversee dedicated Distributor resources (when applicable) within market and work closely with split-book and full-book Distributor teams to ensure optimization and prioritization of PR USA brands and portfolio. Ensure allocation of local resources against market priorities and key accounts.
Align local Distributors to PR USA's strategies and goals; ensure the tracking of Distributor / Customer compliance.
Act as the local Distributor's first point of contact for specific channel / geography; attend local Distributor calls / meetings.
Coordinate and leverage educational materials and Brand Ambassadors to support Distributors and Customers with a better understanding of the PRUSA portfolio.
Own resolution and decision making of execution-related issues in designated market with minimal support from State leadership.
Work with Distributors and Customer Success Team (when applicable) to ensure timely and accurate POS ordering, logistics and distribution from HQ to Distributors and to key accounts.
Conduct "work withs" with Distributor to ensure compliance and keep abreast of distributor practices and customer trends.
Coordinate with eCommerce to provide digital marketing assets and eCommerce support to Distributors.
Support market-level pricing and forecasting activities Identify potential pricing and promo programs; partner with State leadership and Division Finance to evaluate ROI.
Ensure execution and compliance of pricing, within guardrails defined by RGM.
Track / review / evaluate forecasting for geography / channel, assisting State leadership as needed.
The ideal candidate will be a highly motivated self-starter with strong leadership, analytical, organizational, and interpersonal skills as well as the ability to collaborate effectively across functions with passion and enthusiasm. Strong entrepreneurial ability to work around obstacles, results driven, and a bias for action with a pilot/learn/scale approach.
Education: Bachelor's degree (or equivalent) highly preferred.
Experience / Background: Minimum 5 years of work experience in relevant sales management role, preferably within the wine and spirit or consumer goods industry.
Travel: This position may travel up to 40% of the time.
Functional Competencies Strong relationship-building skills with internal and external partners; effectively serve as the lead for local market-level Distributor contacts.
Strong cross-organization consensus-building skills with the ability to gain buy-in, trust, and universal alignment.
Strong financial and business acumen; understanding of market's customer and distributor requirements, including legal statutes.
Proven experience driving strategies to execution, as well as delivering results through others.
Management-level communication and reporting; can communicate effectively in customer / distributor meeting.
Demonstrated ability to utilize digital tools, platforms, and channels, as well as analyze data and dashboards to drive strategy, decision-making, and business opportunities; uncover themes to make effective recommendations; and monitor compliance/track progress against goals.
Strong proficiency in problem solving, prioritization, and the ability to multitask in a rapid-changing environment.
Entrepreneurial and able to thrive in ambiguity.
Effective budget management capabilities.
Leadership Competencies Growth Mindset: Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
Consumer Centricity: Building strong customer relationships and delivering customer-centric solutions.
Drive Results: Consistently achieving results, even under tough circumstances.
Deliver through collaboration: Building partnerships and working collaboratively with others to meet shared objectives.
Bold and Agile: Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder; courageous; strong decision-making ability that keeps the organization moving forward.
Grow Diverse Teams: Leverages and values diversity of profiles to build empowered teams and develops talents creating a sense of belonging to help them meet both their career goals and the organization's goals.
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 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.
Pernod Ricard USA offers competitive compensation, performance bonuses and domestic & international career development opportunities.
* Pernod Ricard USA is anEqual Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.
* Offers will be subject to United States local terms.
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