Director, National Chain Customers – Total Wine & More

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 Dallas, is $168,200.00 to $210,300.00. The range may vary if the role 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. 

Location: CA, FL, TX (Remote)

Job Summary

The Director, National Chain Customers – Total Wine & More leads Pernod Ricard USA’s (PRUSA) end-to-end strategy, performance, and headquarters relationship with one of our most critical national customers. This role shapes and delivers the annual operating plan (AOP) by creating a unified, insight-driven strategy across in-store, digital, and e-commerce channels. The impact: accelerate PRUSA brand performance, outperform category growth, and build sustainable share gains through world‑class execution and partnership.

Who will love this job

This role is ideal for a customer-obsessed sales leader who thrives in complex, matrixed environments and enjoys building joint strategies that win in market. You are equally comfortable shaping long-term strategy and driving near-term execution, leading teams, influencing stakeholders, and partnering externally at the most senior levels. If you enjoy translating insights into growth and owning results against ambitious targets, this role offers meaningful scope and visibility.

What you’ll do

• Lead and own the national customer strategy for Total Wine & More by developing and executing a joint business plan that leverages PRUSA brands, shopper, category, consumer, and digital insights to deliver AOP objectives and outperform the market.

• Own the headquarters relationship, ensuring alignment on priorities, initiatives, and performance expectations across buying, category management, merchandising, and e-commerce teams.

• Manage and develop a team of Senior Key Account Managers to deliver best‑in‑class execution of programming, retail strategies, and local market initiatives.

• Design and implement the annual customer calendar, aligning key holidays and events to impactful programming that drives mutual growth and joint business planning targets.

• Lead brand, package, and multicultural segmentation strategies, and partner with