Assistant Vice President, Pernod Ricard (United)

Description

Position Overview

Leads the Off-Premise Channel by driving execution of effective Channel Plan, including strategic imperatives, brand KIP’s and revenue targets. Develops and guides high performance BDM Team to execute KPI & Sales Goals for the PRUSA Spirits, Wine & Champagne Portfolio.

Key Accountabilities:

· Communication all KPI’s to ensure the strategic coverage of all off-premise outlets in the state of MA

· Drive Volume and profit growth in the off-premise channel on an annual, monthly, customer and brand basis through appropriate channels within Martignetti selling divisions

· Development of team of 5 BDM’s through delivery of territory KPI’s

· Create and deploy long term strategic vision with Key Local Account Groups

· Drive focused sales attention to the Pernod Portfolio to ensure appropriate annual and monthly priorities and off-premise brand passion and ownership

· Ensures execution of effective Off Premise Channel Plan, including Martignetti/PRUSA strategic imperatives and Local KPI’s in line with Fiscal Year Operating Plan

· Manages resolution of execution related issues within the Off-Premise Marketplace

· Collaborates with PRUSA Market Manager to set tactical direction, goals, and programming for Off-Premise Channel

· Own, plans and recaps Off Premise Tactical Budget

· Measures / rewards performance; manages incentive-based programs for 5 BDM’s & Full Book Sales Teams

Strategy

· Facilitate the development and manage the implementation of the off-premise annual plans/KPI’s for the marketplace through Pernod VP

· Develop with the team actionable key account roadmaps/plans and attain account by account level objectives

· Communicate all Pernod brand strategies across selling divisions: Excel, United and Connoisseur for Pernod

· Identify and capitalize on marketplace competitive concerns and opportunity gaps while maintaining a cost/benefit positive focus

Customer

· Increase the quality/quantity of accepted innovative business building proposals

· Apply comprehensive market, brand and consumer information to generate proposals

· Troubleshoot and support team on complex customer issues

· Meet and exceed customer expectations on fundamental business needs

· Assist in managing relationships with Key Local Account Chains

Organizational

· Identify and adopt key management best practices

· Facilitate development of tools, technology and infrastructure to support off-premise selling

· Train, coach and manage team of 5 BDM’s to deliver the maximum impact in the marketplace

· Ensure communication of all annual imperatives and all monthly programs to Excel, United and Connoisseur Divisions for Pernod

· Communicate and present to all selling divisions, getting buy-in and accountable for accomplishing all KPI’s

· Coordinate the establishment of volume growth and profit targets for off-premise outlets in territory managed through Sales Divisions – Excel, United and Connoisseur Divisions

· Develop with Excel VP and Pernod VP annual Off-Premise Plan (depletion objectives, budgets and programming needs) across all brands that will deliver market off-premise depletion targets and achieve specific Pernod Brand Strategy Imperatives

· Monitor investment in off-premise channel and outlets and adopt corrective action to achieve return on investment objectives

· Provide local market off-premise expertise to the planning process by actively seeking to provide input into the planning process and actively assessing the results in the Off-Premise channel specific development, recruitment or redeployment needs

· Engage in relationship building activities with buyers for all assigned groups

· Develop consumer driven/customer focused solutions through the 5 BDM ‘s

· Develop process templates – know what to do / roadmap to follow

· Identify required actions

KPI’s

· Sales Performance – achieve volume growth targets for Global, National and Local Brands

· Depletions, displays – primary and secondary, feature ads, cold box placement, POS/permanent, signage 

· People Development – General training, hiring and recruiting

Requirements

Knowledge/Skills/Abilities:

· Strong Leadership capabilities with strong presentation and interpersonal skills

· Strong sales skills

· Strong problem solving, negotiating and influencing skills

· Strong Financial Acumen

· Good accountability and execution bias

· Solid organizational and multi-tasking capabilities

Education/Experience/Training: