Director, Commercial Strategy

Where Conviviality is at work.  

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, The Glenlivet® Gin, and Skrewball™ whiskey, 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, 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.   

Guided by our 4 core values: (1) grounded in the real; (2) fiercely authentic; (3) passion for challenge; and (4) connected beyond borders; 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 York, is $172,720.00 to $215,900.00. The 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.

Job Summary

The Director of Commercial Strategy will lead the development and execution of integrated commercial strategies that accelerate growth, optimize route-to-market (RTM), and strengthen distributor performance. This highly collaborative role partners with senior leaders across divisions, brands, finance, and insights to bridge commercial execution with long-term portfolio ambitions. You’ll identify growth opportunities, shape account segmentation, and align distributor capabilities to deliver measurable outcomes.

Who will love this job

You thrive in dynamic environments where strategic thinking meets operational excellence. You’re a natural collaborator who can influence senior stakeholders and inspire cross-functional teams. Analytical and data-driven, you enjoy turning insights into actionable plans that create competitive advantage. If you’re passionate about driving transformation and building scalable commercial strategies, this role is for you.

What you’ll do

Define the Integrated Commercial Strategy

• Co-create and operationalize PRUSA’s commercial strategy in partnership with Division VPs, Brand, Finance, and Insights teams.

• Align strategic plans with portfolio priorities and annual planning cycles.

• Translate strategic priorities into executional frameworks and field-ready action plans.

Cross-Functional Work with Markets, Divisions, Finance, Brand, and Commercial

• Serve as the commercial liaison to Brand teams, ensuring trade plans reflect brand strategies.

• Integrate commercial thinking into brand innovation and activation planning.

• Facilitate cross-functional collaboration between Marketing, Sales, and Finance for seamless execution.

• Gain a deep understanding of market-specific nuances to translate national strategy into local tactics.

Engineer Route-to-Market Advantage

• Define and continually optimize RTM strategy to support growth across channels and segments.

• Lead account segmentation and prioritization using data and predictive analytics.

• Partner with divisional leaders and field teams to ensure optimal resource deployment and coverage models.

Define Distributor Success Metrics

• Develop clear, consistent KPIs that measure distributor performance across markets, channels, and customer segments.

• Establish and lead routines that review performance against goals and identify drivers of success.

• Collaborate with the Distributor Partnership and Field Sales teams to embed metrics into commercial conversations.

Continuously Mine Growth Whitespaces

• Monitor and analyze market trends, competitor moves, and innovation across categories.

• Quantify commercial opportunities and build business cases for growth initiatives.

• Drive a systematic pipeline of strategic projects, supported by insights and scenario planning.

Leadership & Collaboration

• Lead and mentor a high-performing team of three direct reports.

• Serve as a key voice in executive forums and commercial leadership meetings.

• Act as a tr