Business Development Manager, Pernod Ricard - Off Premise

Description

As a Business Development Manager, you will help shape and drive our customer implementation plans for key accounts each year. You'll boost brand awareness with our sales teams, customers, and consumers by organizing brand training sessions, creating personalized consumer activities, and managing key accounts within your territory.

The ideal candidate will be passionate about business development and have a talent for infusing creativity into activities and educational experiences to build brand awareness.

Key Accountabilities:

Customer Focus

• Achieve our volume and profitability goals for each brand
• Ensure alignment with Corporate Pernod brand strategies
• Design and run programs that hit brand key performance indicators (KPIs)
• Set and achieve KPIs (Distribution, Ads, Display, Features, etc.)
• Boost the number and quality of accepted innovative business proposals
• Stay on top of and implement best practices
• Use market, product, and consumer data to create brand and volume-building activities
• Increase accounts where we are considered a trusted advisor and integrate into the customer planning process
• Gain preferred supplier status (right of first refusal)
• Deliver on account goals and opportunities
• Develop tailored account solutions based on consumer insights (by chain and channel)
• Measure and evaluate programs, adapting to changes and needs
• Align trade spending with the best opportunities per chain and channel/sub-channel priority
• Meet and exceed customer expectations on fundamental business needs

Organizational Focus

• Learn and apply best practices in key account management
• Lead the creation of annual plans for key accounts that align with brand and customer strategies and support business goals
• Develop preferred supplier status by participating in the account planning process
• Share market, brand, and consumer trends and best practices both inside and outside the category and industry
• Encourage sales teams to develop account-specific programs based on local consumer insights
• Recommend the best brand and volume mix targets for accounts
• Manage and allocate spending for each account, including joint spending based on account priority
• Oversee account performance and take corrective actions when needed
• Participate in strategy sessions and provide feedback on program execution and effectiveness
• Ensure Category Management guidelines are aligned with accounts
• Set and achieve KPIs (Depletions, Distribution, Ads, Displays, Features, Menu Placement, Wells, House Pours, POS, Permanent Signage etc.)
• Build strong relationships with buyers for all key accounts

Brand Goals

• Drive sales performance to meet volume growth targets for Global, National, and Local Brands
• In Market Execution – ON PREMISE: depletions, accounts sold, menu placement, feature drinks/BTG, well/house pours, POS & permanent signage. OFF PREMISE: depletions, displays – primary/secondary, feature ads, cold box placement, POS/permanent
• Focus on people development through training and brand ownership

Requirements

Knowledge/Skills/Abilities:

• Experience managing complex customer relationships
• Strong sales, negotiation, and influencing skills
• Leadership abilities with excellent presentation and interpersonal skills
• Proficient in fact-based selling and consumer data analysis (IRI, Nielsen)
• Basic skills in brand marketing, finance, and computer applications (Excel, Outlook, Word, PowerPoint)

Education/Training/Experience

• 1-3 years of sales experience
• 1-2 years of account responsibility
• Background in sales, budgeting, and marketing within the Consumer Package Industry
• Ready to work nights and weekends when needed
• Bachelor's degree or equivalent experience

Physical Demands and Environment:

• Able to lift and/or move 25 pounds up to 40 pounds repetitively 
• Work requires frequent standing or walking throughout the workday
• Work requires considerable mental concentration to effectively execute complex tasks requiring periods of focused mental and visual concentration
• Work requires travel and exposure to weather conditions while visiting customers, prospects, or vendors
• Potential for accidents due to over-the-road travel including traffic accidents, delivery of goods, or the set up of display

At Martignetti Companies, we take pride in creating an environment