Market Director

3 weeks ago

Washington, United States LVMH Full time
Poste

Mot Hennessy, the Wines and Spirits Division of LVMH, regroups twenty-five Maisons, many of which have been around for centuries, while others are just starting their journey. Our vision is to lead the future of luxury Wines and Spirits from nature to communities.

Located in the most prestigious terroirs around the world, we have unique savoir-faire from winemaking to art de vivre, hospitality, and brick-and-clicks retail management to craft exceptional experiences for consumers. For many years, with the ambition to pass on a better world to future generations, we have been committed to the Living Soils Living Together program structured around four key commitments: Regenerating our Soils, Mitigating our Climate Impact, Engaging society, and Empowering our People.

Mot Hennessy is proud to promote a diverse, equitable and inclusive working environment for all. As an employer, Mot Hennessy offers unique journeys throughout its global ecosystem, opportunities to develop new skills and grow professionally.

The Market Leads are responsible for handling MHUSA's relationship with its distributor partners and is the primary distributor interface for these subchannels. The Market Lead oversees this relationship in the territory, Maryland, Delaware & D.C., where they serve as the interface for senior distributor relationships. The Lead is responsible for handling distributor performance (Key Performance Indicator achievement) and that all initiatives align with MHUSA's strategy and within established guidelines, contract terms and budgets.

Market Management:
  • Leads all aspects of depletion and revenue goals for market
  • Plans and handles budgets and brand allocations for accounts. Allocates resources across states/cities
  • Ensures quality of brand mix, inventory, size mix, & market pricing are set to drive growth and profitability
  • Monitors sales & depletion metrics and performance. Handles the distributor to ensure targets are met
  • Coordinates and plans the program & pricing calendar in partnership with the distributor
  • Monitors flow of activities and program/activity calendar required to achieve brand priorities and overall performance for Distributor-managed accounts
  • Is accountable for the markets forecast in partnership with Forecasting & Operations.
  • Attends a once-a-week operations call and a monthly working session with the Forecasting & Operations. Gains alignment on the forecast with the distributor
  • Effectively runs DPP and FTT budgets
  • Aligns with commercial enablement budgeting & analytics on pricing feedback
  • Participation in Market/Maison visitors, blitzes, and distributor education
Leadership & People Development:
  • Develops market leads and cultivates the talent within the markets (e.g., training, education)
  • Negotiates internally on behalf of the Commercial Sales team
  • Facilitates distributor alignment with MH strategy, priorities and operational objectives, and leads regular business reviews.
Account Management
  • Engages with key customer accounts with high volume and established customer relationships
Profil

Education
  • Bachelor's degree or relevant industry experience required, MBA Preferred
Professional Experience
  • 10+ years of professional experience in sales and marketing in wine and spirits
  • 5+ years of people management and leading distributor teams
Practical/Technical Knowledge
  • Extensive understanding of and experience leading distributor teams and operation elements
  • Deep understanding of and delivery on consumer expectations within the state/market
  • Able to maintain a flexible and adaptable mentality by continually evaluating, revising, and responding with agility to meet rapidly evolving business needs
  • Strong interpersonal and people management skills to navigate complex relationships spanning broad geographies
  • Well-developed finance and budget management skills
  • Highly effective influencing & partnering skills
  • Refined communication & presentation skills
  • Flexible approach/ability to handle change in direction
  • Delivering MH net income through management of portfolio mix
  • Volume targets
  • Financial return on investment on budgets (MH & Distributor)
  • Overall revenue, margin, and growth


External applicants must be currently authorized to work in the United States on a full-time basis.

Mot Hennessy USA, Inc. is an equal opportunity/affirmative action employer. Mot Hennessy USA, Inc. considers candidates without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.

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