Director, Regional Selling, East

Position Title: Director, Regional Selling, East

Location: Miami, FL, US, Remote

Careers that unlock the magic of human connection 

Who we are 

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 that 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 a new friend every day, and realizing our potential as people and as a business 

The salary range for this role, based in Florida is $157,040.00 to $196,300.00, 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

The primary purpose of this position is to lead, plan, develop and execute PRUSA’s Off-Premise Chain strategy across all channels in the designated state or territory. In addition, this individual will lead internal PRUSA field teams and distributor partners in the management and execution of the Chain plan. This incumbent will be responsible for owning and driving the market level chain plans, execution, promotional funding, and pricing. The incumbent will have two (7) direct reports designated as Sr. Account Managers(SAM) & Key Account Manager (KAM). This position reports to the VP Regional Selling Chains, and requires close work and communication with State, Division, Finance, Marketing, Wholesale Partners, National and Regional Chain Team Leads and Operations as the strategy is implemented in order to outperform the market and grow share.

Responsibilities                                                                                                               

• Lead all strategy as it pertains to national and regional chain customers within the designated state/territory.
• Develops, leads & manages regional chain customer relationships working within the context of the chain selling strategies & tactics.
• Work in conjunction with the state team to align on forecasting of business and promotional programming.
• Leads with insights and a customer first approach to the category.
• Manage the communication, sell-in, execution of all national and regional sales, marketing and brand priorities.
• Leverage national opportunities into regional strategies and tactics.
• Work in conjunction with the Customer Solutions team to provide retail selling solutions and insights into action. Key trends and opportunities.
• Lead annual Chain planning and performance tracking for respective customers.
• Identify gaps in the plan, work with the National Chain Customer selling teams along with state and distributor partners to develop measures to outperform the market & grow share.
• Scorecard performance for key state and distributor stakeholders.
• Align distribution, pricing, shelf, promotions, advertising & programs at the account level.
• Collaborate with National Chain Customer selling teams in establishing execution, market and value growth targets.
• Drive look of success, execution and tracking for national and regional chain initiatives. Give feedback to the National Chain Customer selling teams in relation to programming effectiveness.
• Works within budget parameters of the brand, state & chain resources to deliver on key distribution, programming, brand KPI’s & overall management of the business.
• Work with state leaders on pricing & promotional budgets to support programming and Revenue Growth Management initiatives.
• Lead state and distributor communication on programming, performance, post-event analysis, & KPI execution.
• Lead marketing and product innovations in national and regional accounts through KPI benchmarking & tracking.
• Manage, implement, and track innovation and VAP execution for respective markets.
• Lead and develop digital programming initiatives for the regional customer base. Execute national digital marketing initiatives.
• Share data and insights with division marketing to assist in the local planning process and evaluation of marketing programs.
• Implement Chain Division ways of working and best practices.
• Work with VP, US Chain Customers in creating metrics to evaluate pre-program, during and post-program volume / share gains for PRUSA.

Key requirement

- Education: Bachelor’s Degree required.

- Experience / Background:

• A minimum of 7 years of proven success in sales serving a large number of diverse retailers
• Experience with distributors and direct key account or channel responsibility is required.
• Excellent relationship-building skills.
• Demonstrated success in distributor management, customer management and field operations.
• Strong written and verbal communication skills.
• Ability to command an audience while delivering presentations.
• Business and Analytical Acumen.
  • Experience building a customer’s business plan.
  • Success in managing financial P&L budgets.
  • Understanding of category management.
  • Ability to apply revenue growth management initiatives to customer business plan(s).
  • Proficiency in applying analytics to provide business building solutions for the customer.

Working Conditions

• Physical 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- Estimate:  30% of time.

Ready to work with spirit? Read on…

Life and perks at Pernod Ricard 

Proud to belong - Just as we help to create moments that matter for our customers, we lead by example every day...bringing our whole self to work and building bonds that celebrate the human spirit, diversity, and foster deep connections.  

Empowered to soar - We set high expectations and seek to get the most out of life. Through flexibility and a hybrid workstyle, as well as unique learning opportunities, generous tuition reimbursement, and one-of-a-kind learning programs, we passionately grow our skillset. 

Committed to care - We are deeply committed to the long-term sustainability of our people, our industry, and our planet. We call this return on responsibility. From environmental sustainability to supporting local communities, our commitment is steadfast. 

Inspired to dream - We treasure new experiences and are proud to develop as people, not job titles. From rich immersive learning programs in Paris to exciting high-profile events, we blend a love of exploration into all that we do. 

Our hybrid work style 

At Pernod Ricard North America, our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution. Our hybrid teams will work remotely the majority of the time and unite on-site two days per week or 40% of the time. Our team is empowered to start and finish their day at a time that works best for their lifestyle with the whole team available during the core hours of 10am-3pm. 

Plus, great benefits and perks to toast to a life filled with support including: 

• Competitive compensation including performance bonuses 
• Domestic & international career development opportunities 
• Competitive paid time off plan + wellbeing days   
• Medical, dental, vision and life insurance 
• Product allowance to enjoy on Pernod Ricard products   
• Gym reimbursement  
• Employee Assistance Program 
• BetterUp Care wellness benefits including nutrition, sleep, executive coaching, etc. 

And much, much more Check out PRUSABenefits.com to view our extensive people programs and support. 

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.

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