Position Title: Market Manager, Pac NW
Location: Portland ,OR, 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 Oregon is $98,600.00 to $123,200.00, 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
The purpose and accountabilities of this position are to drive PR USA Net Sales performance and execute brand priorities in assigned markets through programming 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.
- Works with distributor team, broker team, and independently to achieve execution (AV3) goals within territory
- Manages locally based National Accounts to present new items, planner/ ad support, and implement PRUSA retail standards
- Builds brands by identifying and overseeing targeted sell-through activities (implementing national programs, limited local promotions)
- Ensures execution of brand standards through rigorous communication and oversight of distributor teams, both dedicated and full-book teams, with clear communication and consistency
- Maintains and calls on a focused list of key accounts in line with the expectations set by the State Manager to maximize the presence of our entire portfolio
- Manages T&E Budget, LMF and A&P budget for the assigned territory and responsibilities
- Supports (With State Manager):
- Monitors retail pricing to ensure price strategy compliance and recommends further price programming based on ROI and elasticity analysis
- Provides Forecasting commentary on the Spirits portfolio for the assigned territories
- Creates and manages sales priorities, incentives, and programs to drive agenda for distributor team in line with full year & monthly goals
- Provides State Manager Spirits Monthly commentary on assigned territories and or brands
- Train, motivate & develop distributor’s sales teams to achieve targets by executing flawlessly in key accounts across all channels
- Co-manages relationship with key customers
- 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 VP/GSM and PRUSA commercialization team to create execution plans that deliver against financial objectives, KPIs, and strategic imperatives (with State Manager)
- Conducts analysis of market level data to assess performance and identify net sales and overall business growth opportunities
- Manages and allocates local resources against market priorities and plans (with Field Marketing Manager)
- Identifies, plans, and executes account sell-through activities (with distributor partners)
- Develops local initiatives and drives them by utilizing programs, sales tools, and communication
Nature & Scope
- Key Metrics:
- Regularly communicates with Wholesaler Dedicated Team & Portfolio Managers
- Participates in conducting formal business reviews with distributor management monthly
- Achieves all key brand KPIs
- Financial Targets:
- Delivers NNS targets for territory and key accounts
- Depletions (# of cases, total increase, target account improvements)
- Key brand KPIs and distribution goals
- Organizational Context:
- Reports solid line to State Director/ State Manager
- Works closely with Marketing team
- Works closely with distributor dedicated and full book sales teams
Decision Rights
- Owns:
- Drives Broker AV3 execution against sales priorities and programs for channel / territory
- Allocating budgeted local resources
- Distributor DM / Sales rep activity & communication
- Distributor incentive execution
- Activation execution and budget in assigned territory
- Influences:
- Evaluation and appointment of distributor resources
- State-level budgets and forecasts
- Local pricing programs
- State level programs
Key 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 the 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
Estimate: _10_% of time.
Required Competencies
Strategic Vision
- Proactively participates in activities/projects that involve change
- Translates objectives and plans into effective tactical actions
- Continually expands internal relationships to include additional key partners. Begins to build external relationships
- Demonstrates 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 performance
- Maintains a positive, can-do attitude even during difficult time
- Influences others to gain support for an idea or cause
- Results Oriented
- Assigns tasks and accountabilities for work outputs to the most appropriate individuals, when needed
- Displays a sense of urgency in accomplishing goals and takes corrective actions to ensure results
- Maintains composure and high-performance standards in a challenging environment
- Achieves 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, ethics and charter
- Demonstrates commitment to Corporate Social Responsibility (CSR) priorities by promoting Group and local initiatives
- Establishes a mutual trust environment by communicating in an honest, straightforward and transparent manner with colleagues at all levels
- Displays enthusiasm and values everyone’s contribution to the success of Pernod Ricard
- Functional Competencies
Negotiation
- Understands more complex customers’ business stakes and environment (multi-channel, complex organization and processes, buyer demands, supply chain, …)
- Takes customers objections and influences negotiation process to ensure successful closing
- Uses the resources and techniques (including persuasive story telling) to reduce the gap between PR and customer’s demands
- Understands the meaning of customers behavior and reactions during a meeting, and adjusts his/her strategy if needed
- Manages stress and potential hostility
Relationship Building &Influencing
- Gets the right collaboration (& support) and develops influential relationship with key internal stakeholders and customers in line with PR Values, to influence positively the way of doing business
- Plans regular meetings and actions with customers to develop a privileged working relationship
- Comfortably deals with people at all levels of the organization (internal & external)
- Anticipates potential conflicts and reaches the right stakeholders to try and resolve it
- Adapts his/her presentation techniques to audience’s characteristics
- Understands client’s organization and identifies customers’ key stakeholders
Consumer /Shopper Insight
- Analyzes multiples sources of information to get a deeper understanding of the consumer / shopper (purchase & consumption behavior, shopper motivation...) and shares key findings internally
- Demonstrates sound understanding of the role of PR category segments in the whole Wines and Spirit industry, and develops argumentation accordingly
- Uses insights to optimize 4P (portfolio, promotions, price, placement)
- Develops activities that drive brand awareness with the consumer
Market & Environment
- Analyzes external market data (including consumers and retailer panels) to adjust action plan
- Understands competitor’s strategy on his / her area of responsibility
- Makes daily business decisions through the understanding of key growth levers of the category
- Understands customer segmentation
Portfolio, Brands & Products
- Knows Wine & Spirit universe, and especially PR products, their history, elaboration, production, consumption modes
- Differentiates our brands & categories vs. competitors’, promoting PR products’ main characteristics, taste and other qualities
- Executes the portfolio / brand action plan in his/her area of responsibility, applying distribution guidelines
Drive for Sales Results
- Understands the basics of commercial indicators (selling data, rotation, volumes, distribution, costs) and knows how to track them, using basic tools (trackers/panels, retailers data…)
- Implements basic commercial action plans, ensuring things are properly executed
- Evaluates commercial activities by routinely monitoring sell-in figures and comparing them to sell-out figures when available
- Reviews basic KPIs of previous commercial activities and suggests potential improvements to optimize sales results
Contracts, Prices & Trade Terms
- Understands legal, financial and logistical environment as well as market’s usage
- Understands how contracts, prices and trade terms impact results
- Keeps updated on legal evolutions on his/her scope and ensures contracts, prices and trade terms in his/her scope are compliant with legal constraints and company’s strategy & targets
- Analyzes and assesses competitor’s trade terms and pricing strategies
- Designs contracts proposal on joint business objectives and maximizing the PR portfolio
Commercial Strategy & Planning
- Builds forecast (short- and mid-term) and conducts SWOT analysis based on his/her understanding of market & customer trends
- Implements main action plans at local level on his scope (distribution channels & customers), taking PR strategy into account
- Implements consistent trade terms structure and investment level, suitable with customer issues
Analytical Thinking
- Analyzes multiple information sources, filters and summarizes them and outlines key issues
- Makes multiple recommendations, weighing pros and cons of different alternatives
- Anticipates and assesses consequences of several alternative options
Organization & Planning
- Manages his / her working time proactively, managing priorities and respecting deadlines
- Identifies and recommends areas for improvement in terms of organization
- Updates the information and adjusts organization in reaction to environment changes
- Uses planning tools to monitor activities
Financial Acumen for Sales
- Demonstrates an overall understanding of company’s vision, priorities and financial objectives
- Demonstrates basic understanding of PR Financial vocabulary (Contributive margin, Net sales, ROI, A&P…)
- Monitors forecast & results vs the allocated budget
- Understands volumes, net sales data and product mix implications
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 term
Job Posting End Date:
Target Hire Date:
2024-05-01
Target End Date:
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