Manager, Customer Development, MD

Position Title: Manager, Customer Development, MD / DC-2

Location: Baltimore, MD,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 Maryland is $83,360.00 to $104,200.00, 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

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 Customer Development Manager plays a critical role in our mission to leverage the power of the complete portfolio to beat the market, ensuring that our customers have the right spirit to match every moment of conviviality.

This Customer Development Manager will drive frontline business in top accounts within designated market and areas of responsibility.  Serving as the key point of contact in large on-premise key accounts, this role leads customer-facing consultative selling, trade engagement, and consumer activation for the full PR (Pernod Ricard) portfolio.  The successful candidate collaborates closely with local market leadership and acts as the connector between our portfolio of brands, the trade, and our consumers.  This position is an innovator, continuously identifying and acting on novel opportunities in market for portfolio growth and increased brand visibility.

This position reports directly to the Senior Manager, Customer Development.

Major Responsibilities / Accountabilities

This position conducts customer-facing consultative selling to drive optimal total PR USA portfolio (spirits, wines, and champagnes) penetration and long-term growth in designated outlets. Core responsibilities for the following: 

• Drive total portfolio penetration and velocity year-round by acting as a consultative advisor to designated on-premise accounts:
  • Call on assigned accounts with regularly frequency and act as their main PR USA point of contact
  • Lead customer meetings as a consultative partner through understanding their business processes, plans, needs and how the full PR portfolio can play in their outlet
  • Execute monthly and quarterly programs per guidance from market’s Sales Leadership; activate brand-specific programs based on key priority periods with trade & consumers, incl. samplings
  • Drive menus / features year-round with channel-specific trade & consumer programming
  • Thoughtfully increase brand visibility with POS in key accounts            
• Create and maintain relationships with key stakeholders and local trade within account universe and geographic area:
  • Act as market liaison between PR USA brands and trade / consumers
  • Maintain and grow a diverse trade network in assigned geographic area
  • Work in collaboration with PR USA trade education partners (Brand Ambassadors, Master Sommelier, Mixology & Education) to drive trade education in support of broader PR brand building among the trade
  • Maintain broad awareness of industry, on-premise channel, and category trends
  • Collaborate with local Distributors to ensure customer follow-through and support
  • Identify and act on new opportunities in market for portfolio growth opportunities
  • Serve as a product knowledge expert for PRUSA brands across the full portfolio incl. upcoming innovations         
• Uphold responsibility for key administrative, financial, and operational tasks, including:
  • Management of assigned portfolio / brand activation budgets and assigned T&E budgets
  • Management of POS materials and preparation of POS orders in-time with POS cycles, in partnership with Commercial Planning & Operations team in the Division
  • Support of PR USA and Distributor teams for essential distributor meetings and work withs
  • Tracking of key customer and distributor meetings and deadlines for quarterly / annual plans
  • Overseeing tracking of activation-oriented budgets and spend within limits      

Job Requirements

The role requires a highly motivated self-starter with strong organizational, interpersonal, and communication skills, as well as the ability to influence others.  Individual must have a strong ability to collaborate effectively across functions with passion, charisma, and enthusiasm.  The role requires the incumbent to be data driven and analytically savvy.

• Education:  Bachelor’s degree preferred.
• Experience / Background:   Minimum 2-3 years of work experience in relevant sales capacity, preferably in alcohol beverage or consumer goods industry.
• Travel: This position may travel up to 30% of the time.
• Schedule Flexibility: Able to work evenings and weekends as required by account universe.

Required Competencies

- Functional Competencies:

• Strong relationship-building skills with internal and external partners; effectively serve as the lead in account relationship management and selling for target accounts.
• Excellent verbal and written communication skills.
• Strong financial and business acumen; understanding of market dynamics, sub-channels, customers, distributors, and market-specific legal requirements.
• Ability to anticipate needs of key customers and distributor partners; deliver proactively against their needs.
• Strong proficiency in problem solving, prioritization, and the ability to multitask in a rapid-changing environment.
• Demonstrated ability to influence and collaborate with stakeholders at all levels.
• Strong attention to detail.  
• Flexile and able to adapt with agility.
• Effective budget management capabilities.

- 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.

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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