Senior Manager, Customer Development, Southern CA

Position Title: Senior Manager, Customer Development

Location: Southern California (Orange County /San Diego preferred), US, 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 California is $130,200.00 to $162,700.00, 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

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 Senior Manager, Customer Development plays an important role in our mission to drive the success of our complete portfolio across our entire customer base.

In summary, the Senior Manager, Customer Development plays a leadership role driving frontline business in top key accounts for the full PR USA portfolio, inclusive of Spirits, Wine, and Champagne. The position oversees a team responsible for the execution of best-in-class activation, consultative selling, and

programming execution in a designated region. The successful candidate is highly influential, collaborative, and coordinated with State and Distributor leadership to ensure optimized account coverage.  This position will effectively plan, execute and track innovation launches and brand program goals, which lead to positive ROI and robust KPI reporting.

This position reports directly to the Area Vice President or Area Director.

Major Responsibilities / Accountabilities

- Management of key accounts in assigned regions

• Vet the rigorously developed account list in assigned regions and identify and new key accounts to be added with high depletion and/or high potential.
• Track performance of key accounts and drive retail controllables for the full PR USA portfolio – inclusive of spirits, wine, and champagne – in assigned accounts.
• Assign key accounts to PR USA internal sales overlay team, matching our resources to the outlets with the highest potential for strong performance.
• Work with State and Market leadership to optimize account coverage between PRUSA Customer Development team and our Dedicated Distributor overlays.
• Maintain a broad awareness of competition, industry, on premise channel, and category trends to ensure we remain competitive in the highest potential accounts.

- Oversee the PR USA internal sales overlay team accountable for customer-facing consultative selling to drive optimal total PR portfolio penetration and long-term growth in designated outlets

• Ensure there is compliance and consistency in data collection and tracking platform / tool used by team.
• Foster strong ways of working across internal PR USA Customer Development overlays and our Distributor team.
• Provide guidance on budgets and KPI’s; ensure activation spend is kept within budget; confirm positive ROI is within the guidelines / thresholds for proposed programs and activations.
• Conduct regular market visits to ensure compliance and success by spot-checking customer satisfaction; Support the Customer Development overlay in problem solving with key accounts.
• Collaborate closely with State and Market Managers through reporting on key account execution activities, successes, and market intelligence.
• Attend local Distributor meetings with State / Market Managers to report on key account execution (as needed).
• Utilize data dashboards to manage the productivity and effectiveness of immediate and overlay team against Brand and Portfolio programs in assigned accounts with local KPI setting, accounting for variances in account universe.
• Manage the Customer Success POS budget, ordering, logistics and distribution from HQ to local storage and distribution to key accounts.
• Identify opportuniti