Location: New York, NY, US, Remote
Careers that unlock the magic of human connection
Pernod Ricard is a global premium spirits and wine company. We're the team behind leading brands such as ABSOLUT Vodka, Jameson Irish Whiskey, Malibu, Kahlúa Liqueur, Beefeater Gin, and Avión Tequila, as well as many more superior wines and exquisite champagnes!
Working at Pernod Ricard is all about igniting conviviality in all that we do. Derived from the French word, convivialité…it means human connection, authenticity, friendly, and jovial. Conviviality is energy and spirit with a splash of je ne sais quoi and is a core philosophy around how we live and work at Pernod Ricard. Here, we are team players, dream makers, trailblazers, movers and (cocktail) shakers. We have a passion for living life to the fullest, making new friends every day, and realizing our potential as people and as a business!
The salary range for this role, based in New York is $194,400.00 to $243,000.00. The range will vary if outside of this location. Base salaries are determined during our interview process, by assessing a candidate's experience, skills against internal peers and against the scope and responsibilities of the position.
Position Summary
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 Area Vice President plays an important role in our mission to drive the success of our complete portfolio across our entire customer base.
In summary, the Area Vice President plays a leadership role in developing local market business plans to grow the full PR USA portfolio – inclusive of Spirits, Wines & Champagnes – and beat the market in its assigned geography. This role is accountable for a significant volume of business (depletions ~6%, NNS ~$100M) and leads a sizable team over multiple states OR one significantly large state. Responsible for driving the area strategy against all brands and channels, this seasoned leader will effectively manage its assigned markets' P&L and will deliver its profit target. The Area Vice President is highly coordinated and influential with its distributor counterparts, as well as its internal stakeholders across Chains, Field Marketing, Finance, and Commercial Planning and Operations.
This position reports directly to the Division Vice President. Reporting to the Area Vice President are State Directors and/or State Managers. This role has an indirect (dotted line) reporting relationship with its counterparts in Chains, Finance, and Commercial Planning and Operations – which are centrally located, but locally embedded.
Major Responsibilities / Accountabilities
- Lead strategy and business performance for designated Area:
- Set and drive Area strategy against all brands and channels for PR USA's complete portfolio, inclusive of spirits, wine, and champagne.
- Manage assigned markets' P&L and deliver profit target for Area.
- Conduct “work withs” with distributor and PR USA field and customer success team to ensure compliance and keep abreast of distributor practices and customer trends.
- Provide regular updates on field intelligence to PR Executive team and Field Marketing stakeholders.
- Translate national calendar into retail controllables to develop market AOP & area level priorities.
- Lead key innovation deployment and transformation initiatives within Area.
- Ensure data-driven decision making in designated Area through the utilization of data dashboards. Effectively utilize the data to monitor compliance and progress against goals, as well as consistent communication.
- Execute ROI analysis of proposed promotions, programs, and activations.
- Ensure there is a balance between Chains and non-Chains resourcing, allocations, and growth plans; support national chains team to maintain positive relationships with chain accounts in assigned region to optimize business performance.
- Lead distributor and customer success management and drive accountability for high performance of PR USA's portfolio of brands within assigned Area:
- Work closely with the Distributors to execute programs and plans, developing strong relationships with Distributor Regional and Local leadership.
- Align Distributors to PR USA strategies and goals. Ensure clear performance management quotas and incentives are in place to motivate and drive Distributor partners to deliver high performance.
- Establish a consistent approach in Area's brand priority calendar and goals development (quotas / incentives) for Distributor teams.
- Ensure data-driven decision making in Area through the utilization of data dashboards and consistent communication to inform Distributor teams of status of efforts against goals.
- Attend Regional and Local Distributor meetings / calls, as needed.
- Work closely with Customer Success Head to ensure high customer satisfaction, especially outlets with high potential and top volume / NNS.
- Ensure effective outlet coverage by PR USA dedicated overlays (as applicable).
- Monitor ROI of Customer Success activities, including promotions and activations.
- Manage overall budget / forecasting / pricing for Area:
- Manage Area spending budgets and forecasts to ensure timely and accurate information is available for key decision making.
- Manage Area structure costs.
- Ensure compliance with brand pricing strategies through consistent interaction with RGM and Finance.
- Drive Area forecasting accuracy and in close coordination with Commercial Planning and Operations, S&OP, Finance, and State Directors/Managers.
- Team leadership, coaching, and development:
- Drive corporate culture of inclusivity, high accountability, and high performance across team.
- Set consistent performance standards to drive PR USA beating the market and promote the consistent use of management dashboards to drive business decisions and monitor compliance / progress against goals.
- Increase performance impact through clear, strategically aligned objectives and key results (OKRs). Ensure OKRs are meaningfully and effectively prioritized and cascaded throughout the team.
- Conduct quality performance huddles, occurring monthly, with direct reports that focus on goal planning and tracking, employee development, and two-way feedback.
- Reinforce ethical operations across team to ensure operation within full legal compliance with state and local regulations.
Job Requirements
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: Minimum Bachelor's degree (or equivalent)
- Experience / Background: Minimum 10-15 years of work experience in relevant sales leadership role, preferably within the wine and spirit or consumer goods industry.
- Travel: This position may travel up to 30% of the time.
Required Competencies
- Functional Competencies:
- The ability to foster trust and to influence diverse team members at all levels and across various functions; ability to leverage relationships to accelerate delivery; ability to use these skills to facilitate connection with internal and external stakeholders.
- Ability to manage a high degree of complexity and to distil information.
- Exceptional cross-organization consensus-building skills with the ability to gain buy-in and universal alignment.
- Strong financial and business acumen; understanding of market dynamics, customers, and distributor requirements.
- High-level communication and reporting; can communicate effectively in Customer / Distributor meetings.
- Proven experience developing strategies from insight to execution.
- Strong proficiency in problem solving, prioritization, and the ability to multitask in a rapid-changing environment.
- Proven experience with long/short-term business planning, team building, and sales management.
- Experience coaching and leading teams, fostering an inclusive culture and environment.
- Entrepreneurial and able to thrive in ambiguity.
- 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.
When you join Pernod Ricard, you'll experience a workplace that is rich in heritage, driven by our iconic brands and a long-standing commitment to sustainability, safety, and giving back to the people and communities where we work. We know that happiness at work starts with that feeling of belonging you get from an inclusive culture where being uniquely you is celebrated. Our values are lived, they drive our behaviors, and it's what brings our culture to life.
Our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution. We offer a flexible work policy, with most of our positions offering a hybrid or remote option. As a global employer, we understand that not everyone's working hours are the same, and we empower our employees to work the hours that make the most sense for their and their team's schedules.
We offer employees great benefits and perks to toast to a life filled with support. Check out PRUSABenefits.com for details.
Pernod Ricard USA is an Equal Opportunity Employer. It employs qualified individuals based solely on ability, training, and experience, and does not and will not, discriminate for or against any employee or applicant for employment or promotion based upon actual or perceived race, color, religion, sex, age, disability, national origin, citizenship, marital status, sexual orientation, gender identity, genetic information, military service or any other classification protected by law. Offers will be subject to United States local terms.
Pernod Ricard USA is committed to the full inclusion of all qualified individuals. As part of this commitment, Pernod Ricard USA will ensure that persons with disabilities are provided reasonable accommodations for the hiring process. To request reasonable accommodation during the application process, contact your talent acquisition manager.
Job Posting End Date:
Target Hire Date: 2024-09-01
Target End Date:
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