Responsible for leading the communication to the on-premise overlay and general sales forces in regards to PRUSA Ways of Working, tactical programs and overall strategic imperatives and managing all local resources to obtain a disproportionate share of mind to concentrate on growing KPIs as designated in AOP. Incumbent maintains and analyzes distributor sales of high-marque, core, and portfolio brands. Orchestrates on-premise brand-building activities (drink lists, menus, staff training, promotions, etc…) in conjunction with division marketing teams and the distributor. Gains alignment with Distributor Management on brand/market plans and monitor performance against agreed-to objectives. Trains distributor sales personnel and key retail accounts on our company's portfolio of brands as well as elements of the Pernod Ricard USA integrated sales and marketing strategy, as necessary. Ensures accurate and timely communication of changing field conditions that effect volumes, staffing of distributors and competitors to management, while managing all economic budgets that may be assigned on behalf of the company.
Act as On-Premise Channel expert at the market level. Manages day-to-day performance of on premise performance thru PRUSA, distributor information systems and local market data. Monitor progress against channel specific objectives and suggest course correction where necessary thru the market team.
Lead the communication to the on-premise overlay and general sales force(s) in regards to PRUSA Ways of Working, tactical programs and overall strategic imperatives. Manage all local resources to obtain a disproportionate share of mind to concentrate on growing KPIs as designated in AOP. Conduct "work-withs" with all distributor sales reps to ensure execution against KPIs.
Orchestrate on-premise sell-through activities (drink lists, menus, staff training, promotions, etc ...) with division marketing and dist teams. Work with national on premise agency and distributor team to leverage, and ensure proper execution of, all assigned managed bar nights and events/activities. Maintain and call on a focused list of on-premise accounts to maximize awareness for PR USA and the brand portfolio in the market.
Provide for training of distributor reps and retailers on Pernod Ricard USA brands and target consumers; including use of ambassador and other educational resources.
Position typically works with division marketing manager, distributor management, distributor sales people, brokers and key on-premise trade accounts. Communication can include sensitive information, requiring confidentiality and discretion in dealings with contacts. Incumbent plans activities for this position weekly, monthly, yearly with individual initiative in daily routine. The role must place heavy emphasis on working with, and gaining commitment of the distributor/broker sales and management teams to achieve agreed upon brand building objectives. Decisions impact the departmental leadership and organization as a whole, and errors may cause significant expense and volume loss to the entire organization.
Education
: Bachelor's degree preferred; additional training in MS-Office as necessary.
Experience / Background
: Previous sales or marketing management experience in a wine and spirits environment is required.
Required Skills/Competencies:
A successful individual will demonstrate excellent verbal, written communication and computer skills; possess strong analytical skills, as well as outstanding aptitude for time management and program execution. Thoroughness, interpersonal awareness and influencing skills, as well as proficiencies in problem-solving and customer service are key competencies for success.
Frequent travel is required.
Pernod Ricard - 2 years ago
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