Location: Newark,NJ, USA
Location: Newark, NJ, US, RemoteCareers that unlock the magic of human connectionPernod Ricard is a global premium spirits and wine company. We're the team behind leading brands such as ABSOLUT Vodka, Jameson Irish Whiskey, Malibu, Kahlua Liqueur, Beefeater Gin, and Avion 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, convivialite...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 Jersey is $106,720.00 to $133,400.00. The range will vary if outside of this location. Base salaries are determined during our interview process, by assessing a candidate'sexperience, skills against internal peers and against the scope and responsibilities of the position.Position SummaryThe purpose and accountabilities of this position are to drive PR USA Net Sales performance and execute brand priorities in assigned market through programming, field work and distributor resource deployment. The incumbent is responsible for ensuring all key / brand KPIs are achieved.Major Responsibilities / Accountabilities- Owns:Delivers the NNS targets for entire portfolio in the assigned territory (New Jersey Off Prem)Manages distributor execution (AVV) within market.Manages sales priorities, incentives, and programs to drive agenda for distributor team in line with full year & monthly goals.Ensures execution of brand standards through rigorous communication and oversight of distributor partners.Maintains and calls on a focused list of key accounts in line with the expectations set by the State Manager and State Director to maximize the presence of our entire portfolio.Partners with Field Marketing to oversee execution of Local SponsorshipsRegular cadence of market visibility working with distributor sales force to inspect what we expect ensuring execution and share of mind.Drives execution and results through Distributor Sales Team and Overlay TeamCo-manages T&E Budget, LMF and A&P budget for the assigned territory and responsibilities.- Supports (With State Manager):Monitors competitive pricing to ensure price strategy compliance and recommends further price programming based on ROI and elasticity analysis.Provides Forecasting commentary on the portfolio for the assigned territory.Provides State Manager Monthly commentary on assigned territory.Train, motivate & develop distributor sales teams to achieve targets by conducting multiple field work withs weekly.Co-manages relationship with key customers.Leads all inward market visits with clear communication of timelines and deliverables.- Collaborates (With State Manager):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 plans.Works with distributor leadership and PRUSA commercialization team to create execution plans that deliver against financial objectives, KPIs, and strategic imperatives (with State Director)Conducts analysis of market level data to assess performance and identify business growth opportunities.Manages and allocates local resources against market priorities and plans (with Field Marketing Manager).Nature & Scope- Key Metrics:Regularly communicates with key wholesaler stakeholdersParticipates in conducting formal business reviews with distributor management monthlyAchieves all key brand KPIs- Financial Targets:Delivers NNS targets for territory and key accountsDepletions (# of cases, total increase, target account improvements)Key brand KPIs and distribution goals- Organizational Context:Reports solid line to State ManagerWorks closely with Field and Brand Marketing TeamsWorks closely with distributor sales team from both Fedway and ABGDecision Rights- Owns:Drives Distributor AVV execution against sales priorities and programs for channel / territoryAllocating budgeted local resourcesDistributor SD / Sales rep activity & communicationDistributor incentive executionActivation execution and budget in assigned territory- Influences:Evaluation and appointment of distributor resourcesState-level budgets and forecastsLocal pricing programsState level programsKey Requirements- Education: Bachelor's degree highly preferred.- Experience / Background:Position requires 5-7 years of previous sales experience in a wine and spirit or consumer goods sales environment with proven success managing distributor relationships.Experience IN market a big plus.Flexibility required to work in the field regularly, including attendance at promotions in the evening.Working Conditions- 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.- Travel:Occasional (Estimated 10% of the time)Required Competencies- Strategic Vision:Proactively participates in activities/projects that involve changeTranslates objectives and plans into effective tactical actionsContinually expands internal & external relationships to include additional key partnersDemonstrates an understanding of the various business areas and functions at Pernod Ricard (e.g. brand companies, market companies, regions)- Entrepreneurship:Proposes new ideas/methods on how to improve performanceMaintains a positive, can-do attitudeInfluences others to gain support for an idea or cause- Results Oriented:Assigns tasks and accountabilities for work outputs to the most appropriate individuals, when neededDisplays a sense of urgency in accomplishing goals and takes corrective actions to ensure resultsMaintains composure and high-performance standards in a challenging environmentAchieves own individual objectives, applying professional excellence standards, and delivers high quality work- Live the Values:Maintains high professional standards that are aligned with the organization's values and ethicsDemonstrates commitment to Corporate Social Responsibility (CSR) priorities by promoting Group and local initiativesEstablishes a mutual trust environment by communicating in an honest, straightforward, and transparent manner with colleagues at all levelsDisplays enthusiasm and values the teams' contribution to the success of- Negotiation:Leverages negotiation skills and exhibits agility when overcoming customer or wholesaler objectionsUtilizes the resources and techniques (including persuasive story telling) to reduce the gap between PR and customer's demandsAbility to manage stress and navigate through potential customer hostility- Relationship Building & Influencing:Develops strong relationships with key internal stakeholders and customers in line with PR Values, driving commercial valueConducts regular meetings and builds strong rapport with key customersComfortably deals with people at all levels of the organization (internal & external)Anticipates potential conflicts and takes a solution-orientation approach to resolutionAdapts presentation style and techniques to their audienceUnderstands wholesaler organization & enlists key partners- Consumer / Shopper Insight:Analyzes relevant data to provide qualitative feedback regarding local consumer behaviorUses insights to optimize 4P (portfolio, promotions, price, placement)Develops activities that drive brand awareness with customersUnderstands the importance of visibility and executes accordingly- Market & Environment:Analyzes external market data to adjust action planUnderstanding and awareness of competitor's local commercial strategyLeverages time in field to provide qualitative feedback to inform commercial strategyUnderstanding of customer segmentation- Portfolio, Brands & Products:Well versed in Wine & Spirits knowledge and the entirety of the PR portfolioAbility to articulate key differences between our brands & categories vs. competitors'Executes the portfolio / brand action plan in their area of responsibilityAbility to confidently present our brands/innovation items to Wholesaler- Drive for Sales Results:Understands the basics of the commercial sales process and business analyticsDrives execution of sales programming through the wholesalerEvaluates commercial activities by routinely monitoring wholesaler performance against key initiativesAnalyzes outcome of previous commercial activities and identifies areas for potential improvement- Contracts, Prices & Trade Terms:Ability to work cross-functionally with Legal, Finance, and Field MarketingKeeps updated on legal evolutions within scope and ensures complianceAnalyzes and assesses competitor's trade terms and pricing strategies- Commercial Strategy & Planning:Provides sales forecasting based market intel & customer trendsDrives commercial strategy at the local level, enlisting key wholesaler partnersLeverages field intel to adjust strategy when necessary- Analytical Thinking:Ability to leverage key resources (DSTAR, PBI) to drive informed conversation surrounding commercial performanceAnalyzes pertinent sales data to identify areas of opportunity- Organization & Planning:Practices proper time management while respecting deadlinesIdentifies opportunities to help streamline organizationLeverages planning tools to maximize sales output- Financial Acumen for Sales:Demonstrates an overall understanding of company's vision, priorities and financial objectivesDemonstrates basic understanding of PR Financial vocabulary (Contributive margin, Net sales, ROI, A&P...)Monitors forecast & results vs the allocated budgetUnderstands volume, net sales data, and product mix implicationsWhen 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:2024-10-01Target End Date:Pernod Ricard USA is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities