MARKET MANAGER, NJ/FEDWAY
Company: Pernod Ricard USA
Location: Newark
Posted on: October 31, 2024
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Job Description:
Location: Newark, NJ, US, RemoteCareers that unlock the magic of
human connectionPernod Ricard is a global premium spirits and wine
company. We're the team behind leading brands such as ABSOLUT
Vodka, Jameson Irish Whiskey, Malibu, Kahlua Liqueur, Beefeater
Gin, and Avion Tequila, as well as many more superior wines and
exquisite champagnes!Working at Pernod Ricard is all about igniting
conviviality in all that we do. Derived from the French word,
convivialite...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 new friends every day, and
realizing our potential as people and as a business!The salary
range for this role, based in New Jersey is $106,720.00 to
$133,400.00. The range will vary if outside of this location. Base
salaries are determined during our interview process, by assessing
a candidate'sexperience, skills against internal peers and against
the scope and responsibilities of the position.Position SummaryThe
purpose and accountabilities of this position are to drive PR USA
Net Sales performance and execute brand priorities in assigned
market through programming, field work 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 (New Jersey Off Prem)Manages distributor execution (AVV)
within market.Manages sales priorities, incentives, and programs to
drive agenda for distributor team in line with full year & monthly
goals.Ensures execution of brand standards through rigorous
communication and oversight of distributor partners.Maintains and
calls on a focused list of key accounts in line with the
expectations set by the State Manager and State Director to
maximize the presence of our entire portfolio.Partners with Field
Marketing to oversee execution of Local SponsorshipsRegular cadence
of market visibility working with distributor sales force to
inspect what we expect ensuring execution and share of mind.Drives
execution and results through Distributor Sales Team and Overlay
TeamCo-manages T&E Budget, LMF and A&P budget for the
assigned territory and responsibilities.- Supports (With State
Manager):Monitors competitive pricing to ensure price strategy
compliance and recommends further price programming based on ROI
and elasticity analysis.Provides Forecasting commentary on the
portfolio for the assigned territory.Provides State Manager Monthly
commentary on assigned territory.Train, motivate & develop
distributor sales teams to achieve targets by conducting multiple
field work withs weekly.Co-manages relationship with key
customers.Leads all inward market visits with clear communication
of timelines and deliverables.- 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 leadership and PRUSA commercialization
team to create execution plans that deliver against financial
objectives, KPIs, and strategic imperatives (with State
Director)Conducts analysis of market level data to assess
performance and identify business growth opportunities.Manages and
allocates local resources against market priorities and plans (with
Field Marketing Manager).Nature & Scope- Key Metrics:Regularly
communicates with key wholesaler stakeholdersParticipates in
conducting formal business reviews with distributor management
monthlyAchieves all key brand KPIs- Financial Targets:Delivers NNS
targets for territory and key accountsDepletions (# of cases, total
increase, target account improvements)Key brand KPIs and
distribution goals- Organizational Context:Reports solid line to
State ManagerWorks closely with Field and Brand Marketing
TeamsWorks closely with distributor sales team from both Fedway and
ABGDecision Rights- Owns:Drives Distributor AVV execution against
sales priorities and programs for channel / territoryAllocating
budgeted local resourcesDistributor SD / Sales rep activity &
communicationDistributor incentive executionActivation execution
and budget in assigned territory- Influences:Evaluation and
appointment of distributor resourcesState-level budgets and
forecastsLocal pricing programsState level programsKey
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 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:Occasional (Estimated 10% of the time)Required Competencies-
Strategic Vision:Proactively participates in activities/projects
that involve changeTranslates objectives and plans into effective
tactical actionsContinually expands internal & external
relationships to include additional key partnersDemonstrates 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
performanceMaintains a positive, can-do attitudeInfluences others
to gain support for an idea or cause- Results Oriented:Assigns
tasks and accountabilities for work outputs to the most appropriate
individuals, when neededDisplays a sense of urgency in
accomplishing goals and takes corrective actions to ensure
resultsMaintains composure and high-performance standards in a
challenging environmentAchieves 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 and ethicsDemonstrates
commitment to Corporate Social Responsibility (CSR) priorities by
promoting Group and local initiativesEstablishes a mutual trust
environment by communicating in an honest, straightforward, and
transparent manner with colleagues at all levelsDisplays enthusiasm
and values the teams' contribution to the success of-
Negotiation:Leverages negotiation skills and exhibits agility when
overcoming customer or wholesaler objectionsUtilizes the resources
and techniques (including persuasive story telling) to reduce the
gap between PR and customer's demandsAbility to manage stress and
navigate through potential customer hostility- Relationship
Building & Influencing:Develops strong relationships with key
internal stakeholders and customers in line with PR Values, driving
commercial valueConducts regular meetings and builds strong rapport
with key customersComfortably deals with people at all levels of
the organization (internal & external)Anticipates potential
conflicts and takes a solution-orientation approach to
resolutionAdapts presentation style and techniques to their
audienceUnderstands wholesaler organization & enlists key partners-
Consumer / Shopper Insight:Analyzes relevant data to provide
qualitative feedback regarding local consumer behaviorUses insights
to optimize 4P (portfolio, promotions, price, placement)Develops
activities that drive brand awareness with customersUnderstands the
importance of visibility and executes accordingly- Market &
Environment:Analyzes external market data to adjust action
planUnderstanding and awareness of competitor's local commercial
strategyLeverages time in field to provide qualitative feedback to
inform commercial strategyUnderstanding of customer segmentation-
Portfolio, Brands & Products:Well versed in Wine & Spirits
knowledge and the entirety of the PR portfolioAbility to articulate
key differences between our brands & categories vs.
competitors'Executes the portfolio / brand action plan in their
area of responsibilityAbility to confidently present our
brands/innovation items to Wholesaler- Drive for Sales
Results:Understands the basics of the commercial sales process and
business analyticsDrives execution of sales programming through the
wholesalerEvaluates commercial activities by routinely monitoring
wholesaler performance against key initiativesAnalyzes outcome of
previous commercial activities and identifies areas for potential
improvement- Contracts, Prices & Trade Terms:Ability to work
cross-functionally with Legal, Finance, and Field MarketingKeeps
updated on legal evolutions within scope and ensures
complianceAnalyzes and assesses competitor's trade terms and
pricing strategies- Commercial Strategy & Planning:Provides sales
forecasting based market intel & customer trendsDrives commercial
strategy at the local level, enlisting key wholesaler
partnersLeverages field intel to adjust strategy when necessary-
Analytical Thinking:Ability to leverage key resources (DSTAR, PBI)
to drive informed conversation surrounding commercial
performanceAnalyzes pertinent sales data to identify areas of
opportunity- Organization & Planning:Practices proper time
management while respecting deadlinesIdentifies opportunities to
help streamline organizationLeverages planning tools to maximize
sales output- Financial Acumen for Sales:Demonstrates an overall
understanding of company's vision, priorities and financial
objectivesDemonstrates basic understanding of PR Financial
vocabulary (Contributive margin, Net sales, ROI,
A&P...)Monitors forecast & results vs the allocated
budgetUnderstands volume, net sales data, and product mix
implicationsWhen you join Pernod Ricard, you'll experience a
workplace that is rich in heritage, driven by our iconic brands and
a long-standing commitment to sustainability, safety, and giving
back to the people and communities where we work. We know that
happiness at work starts with that feeling of belonging you get
from an inclusive culture where being uniquely you is celebrated.
Our values are lived, they drive our behaviors, and it's what
brings our culture to life.Our work philosophy celebrates the magic
of human connection with the flexibility needed to provide one's
most meaningful contribution. We offer a flexible work policy, with
most of our positions offering a hybrid or remote option. As a
global employer, we understand that not everyone's working hours
are the same, and we empower our employees to work the hours that
make the most sense for their and their team's schedules.We offer
employees great benefits and perks to toast to a life filled with
support. Check out PRUSABenefits.com for details.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.Pernod
Ricard USA is committed to the full inclusion of all qualified
individuals. As part of this commitment, Pernod Ricard USA will
ensure that persons with disabilities are provided reasonable
accommodations for the hiring process. To request reasonable
accommodation during the application process, contact your talent
acquisition manager.Job Posting End Date:Target Hire
Date:2024-10-01Target End Date:Pernod Ricard USA is an Equal
Opportunity Employer of Minorities, Females, Protected Veterans,
and Individuals with Disabilities
Keywords: Pernod Ricard USA, Newark , MARKET MANAGER, NJ/FEDWAY, Executive , Newark, New Jersey
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