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Market Manager, Key Accounts Southern CA
2 months ago
Position Title:
Market Manager, Key Accounts Southern CA
Location:
Irvine, CA, US, Remote
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 Market Manager, Key Accounts plays a critical role in our mission to leverage the power of the complete portfolio to beat the market, ensuring that our top regional chain accounts and buying groups have the right spirit to match every moment of conviviality.
The Market Manager, Key Accounts will drive frontline business in multi-outlet account groups within the Southern California market. Serving as the key point of contact for these strategic retailers, this role leads customer-facing consultative selling, market-level and collaborates closely with local market leaderships. The Market Manager, Key Accounts acts as the connector between our portfolio of brands, while growing share within these designated account groups. This position is an innovator, continuously identifying and acting on novel opportunities in the market for portfolio growth and increased brand visibility.
This position reports directly to the Senior Manager, Customer Development.
Major Responsibilities / Accountabilities
Drive total portfolio penetration and velocity year-round by acting as a consultative advisor to designated on-premise regional buying groups:
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
Delivering first-class sales execution across PR portfolio with heavy focus on growing share within designated strategic account groups
Drive menus / features year-round with channel-specific trade & consumer programming
Execute monthly and quarterly organizational programs per guidance from market's Sales Leadership; activate brand specific programs based on key priority periods with trade & consumers
Forecast targets by core brand and account required to achieve volume objectives
Orchestrate sell-through activities (made-to-measure service rituals, bespoke POS, in-depth product trainings & immersive brand experiences) designed to engage consumers while simultaneously serving as valuable solutions to operators
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 within designated groups
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
Manage A&P budget strategically to achieve targeted growth ambition
Manage A&P budget tracker to map fiscal year budget progress quarterly
Devise smart and measurable programs that remain within brand standards/guidelines
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
Education: Bachelor's degree preferred.
Experience / Background: Minimum 5+ 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
Demonstrated ability to utilize digital tools, platforms, and channels, as well as analyze data and dashboards to drive strategy, decision-making, and business opportunities; uncover themes to make effective recommendations; and monitor compliance/track progress against goals
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
Flexible 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
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