Job Title: Region Manager, Indiana
Department: Spirit Sales
Reports To: GM, Sales
Key leadership position at the state level charged to deliver, drive and execute PRUSA's company strategy designated for the Indiana Market. This person will be responsible for owning NNS and KPI Targets, while bringing national brand plans to life and driving local distributor programming, promotional activity and pricing execution. Leading and working with our RNDC distributor partners to ensure visibility, availability and velocity ultimately to beat the market.
Major Responsibilities / Accountabilities:
Individual: 50%Owns and drives the market level P&L, achieving all relevant financial targets and KPIs (net-net sales, depletions, etc...)Develops high performing local sales team by providing direction and leadership consistent with PRUSA culture and leadership philosophySets strategic direction for market across all channels & brands and is ultimate decision maker on tactical execution & activation plansDrives execution of all National and Local Chain programming and ensures compliance of authorized distribution and programmingConduct monthly business review meetings with local market leadershipDevelops market level pricing plans in accordance with brand pricing strategies & guidelinesDrives execution of market-level plan, including PRUSA strategic imperatives and KPIs, in-line with market AOP expectationsOwns resolution of execution-related issues with distributorEnsures PRUSA portfolio receives "fair-share" of distributor focus/prioritization through management of distributor quotas and incentive resources
Shared: 50%Key contributor to the development of the market AOP, specifically setting market level priorities, channel plans, KPI/ROI expectations, and developing pricing and A&P/LMF plansWorks with distributor VP/GSM and PRUSA commercialization team to create execution plans that deliver against financial objectives, KPIs, and strategic imperativesOversees distributor 12-month field forecast of depletions directly tied to demand; ensures alignment reconciles w/PRUSA forecastCoordinates ROI analysis of market-level programming and key initiatives with market activation and finance teamsProvides accurate and timely communication of market conditions across market that affect volume, profitability, distributor staffing and competition to key stakeholder
Nature & Scope:
Key Metrics Market-level KPIs (volume, NNS, distribution, etc...) in strategic/priority channels and/or brands achievedKey brand retail execution KPIs achievedROI analysis completed on all key brand, priority programming80% of all programming is nationally (vs. locally) developedDistributor prioritization, quota expectations and contract requirements metOngoing management market budgets: tactical pricing, T&E, A&P, and LMFWeekly interaction with GM and distributor VP/GSMMinimal day-to-day management from GM required
Financial Targets Market and key brand Net-Net Sales target achievedDepletion targets metKey brand KPIs met
Organizational Context Reports directly to General ManagerCollaborates with Finance Manager, Field Marketing Manager and Chain leads to develop annual operating planWorks closely with FMM to support and execute trade marketing activitiesWorks collaboratively with GM, distributor Division Director, PM and Specialists to build and ensure execution of PR plan in-market
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 wine and spirit distribution industry. Sales experience within a Spirits, Wine or Beer Distributor is a plus.
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 an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.
* Offers will be subject to United States local terms.
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