Job Title: Senior Market Manager
Department: Spirits Sales
Reports To: Region Director, NJ
Does this sound like you?You thrive in high pressure and high-energy environments.You take challenges head-on and are adept at solving complex problems in dynamic situations.You act as an owner, not a renter, and are the first person to roll up your sleeves and tackle a challenge.You thrive on flawless tactical execution. The details matter and anything less than perfection keeps you up at night.You are the Sherlock Holmes of identifying opportunities. You can easily identify the needle in a haystack and quickly conceptualize opportunities and their potential impact on key performance metrics.Your motto? "Give me some goals and I'll over deliver."You embrace change. You are quick on your feet. You are cool under pressure. You over-communicate.You hate losing more than you enjoy winning. You won't stop until the job is done at an elite level.You have incredibly high expectations for yourself and your team and are the first to acknowledge great performance but also recognize coachable moments.You work well in a team environment, and drive best-in-class performance from others - both those that report to you directly, and more importantly, from dotted-line indirect reports (distributor, agency)You are a strategic thinker and aim to be a thought partner to senior leadershipYou believe in and embrace the following values with passion - entrepreneurship, trust, ethics, conviviality
Position Summary:Your primary goal will be to grow our brands and our business ahead of target and ahead of the competition (by 1.5X or more).You will establish and foster relationships that will drive this success.You will own and drive execution of the state-level plan, including PRUSA strategic imperatives, local KPIs and division P&L.You will develop and guide a high-performing PRUSA and distributor state team with a "one system" mindset.
Major Responsibilities / Accountabilities:
Senior Market Manager exclusively aligned with one major distributor partner covering all NJ.
Manages one (1) trade-facing Market Manager (on/Off-Premise) & two (2) Brand Development Managers (On-Off-Premise) exclusively aligned with distributor sales managers, supporting all PRUSA business related activities in respective territory
Integral in building internal/external customer relationships & influencing/supporting the execution of input KPI's in order to deliver the PRUSA AOP, while reducing share shift & growing the total market
Individual: 60% Ensures execution of effective "local-level" plan, including PRUSA strategic imperatives and local KPIs, in line with AOP on local geography / channel levelOwns resolution of execution-related issues in local geography / channel with minimal support from Region DirectorManages and drives FY agenda for direct reports and distributor team in line with KPIs & AOPEstablishes a cadence of communication for best practices & better ways of working for direct reportsIn addition to annual reviews, executes monthly OKRs w/direct reportsOwns relationships with small number of key accounts; local chains, independent, on-premiseEnsures excellence and ruthless execution of brand standards through rigorous training and oversight of direct reports and distributor teamsManages day-to-day channel planning and performance trackingBuilds brands by identifying and overseeing targeted sell-through activities (implementing national programs, limited local promotions)Oversees implementation of pricing strategy (aligned with FM/RD)Recommends pricing programs and local geography / channel forecasts to Region Director/Marketing Activation ManagersActively works with market leaders to "inspect what we expect" - Direct reports, Distributor leads
Shared: 40% Manages and allocates local resources against market priorities and plans (with Region Director and Division and local marketing)Identifies, plans and executes account sell-through activities (with Division Marketing & distributor partners)Develops local AOP and LE for channel and geo territory (with Division Finance/State Finance / Region Director)
Nature & Scope:
Key Metrics: Regularly communicates with PRUSA Regional Director, PRUSA Division Marketing and Distributor Sales Teams (Dedicated & Full Book)Conduct market work with weekly with both Dedicated & Full Book Distributor personnelParticipate in distributor team meetings to communicate all resources and programmingConducts formal mid-month business reviews with sales managers monthlyAchieves all key brand KPIsManages direct reports to success through execution of their KPIs
Financial Targets: Deliver NNS targets for state and key accounts metDepletions (# of cases, total increase, Target account improvements)Key brand KPIs and account sold goals.Manages Local A&PO Budget for Off Premise ProgrammingManages T&E Budget
Organizational Context: Reports directly to the RDWorks closely with RD, MAM, MM's, PR Regional Chain lead and Dedicated distributor personnel
Owns: Owns definition of sales priorities and programs for distributor / channel / territory / direct reportsOwns allocation of local resources (up to certain amount)Distributor Management / Sales rep activity$ Investments
Influences: Evaluation and appointment of distributor management/ sales teams / Fully-dedicated resourcesState-level budgets and forecastsLocal pricing programsState level programs
Education: Bachelor's degree highly preferred
Experience / Background: Position requires 5-7 years of previous sales management experience in a wine and spirit or consumer goods sales environment
Field Environment: Work is performed in a typical field environment with moderate demands for movement and lifting. Normal visual, hearing and language acuity required for correspondence and computer usage. Frequent travel by land and/or air in diverse weather conditions is required.
Required Competencies:Medium to high competencies in Microsoft OfficePricing understanding regarding margin and mark up calculationsPresentation SkillsSales and negotiation skills
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.
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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