Market Manager, Off-Premise

Pernod Ricard   •  

Orlando, FL

Industry: Food & Beverages

  •  

5 - 7 years

Posted 56 days ago

Position Summary:

Drives PR USA sales performance and addresses brand priorities in local markets through programming and distributor resource deployment. Ensures all key / brand KPIs are achieved.

Major Responsibilities / Accountabilities:

Individual: 60%


  • Ensures execution of effective "local-level" plan, including PRUSA strategic imperatives and local KPIs, in line with AOP on local geography / channel level
  • Owns resolution of execution-related issues in local geography / channel with minimal support from Region Director
  • Manages and drives agenda for ALD and Full book distributor team
  • Owns relationships with small number of key accounts
  • Ensures execution of brand standards through rigorous training and oversight of ALD and Full book distributor teams
  • Manages day-to-day channel planning and performance tracking
  • Builds the brand by identifying and overseeing targeted sell-through activities (implementing national programs, limited local promotions)
  • Recommends pricing programs and local geography / channel forecasts to Region Director/Marketing Activation Managers

Shared: 40%


  • Manages and allocates local resources against market priorities and plans (with Region Director and Division Marketing)
  • Identifies, plans and executes account sell-through activities (with Division Marketing and ALD & Full Book Distributor partners)
  • Develops local AOP and LE for channel and geo territory (with Division Finance / Region Director)

Nature & Scope:

Key Metrics:


  • Regularly communicates with PRUSA Regional Director, ALD Director, PRUSA Division Marketing and Distributor Sales Teams (ALD & Full Book)
  • Conduct market work with weekly with both ALD & Full Book Distributor personnel
  • Participate in distributor team meetings to communicate all resources and programming
  • Conducts formal mid-month business reviews with sales managers monthly
  • Achieves all key brand KPIs

Financial Targets:


  • Deliver NNS targets for state and key accounts met
  • Depletions (# of cases, total increase, Target account improvements)
  • Key brand KPIs and account sold goals.
  • Manages Local A&PO Budget for Off Premise Programming
  • Manages T&E Budget

Organizational Context:


  • Reports directly to the RD
  • Works closely with RD, MAM, All Off Indy Distributor ALD Levels, All Off Indy Distributor Full Book Levels

Decision Rights:

Owns:


  • Owns definition of sales priorities and programs for channel / territory
  • Owns allocation of local resources (up to certain amount)
  • Distributor Management / Sales rep activity
  • $ Investments

Influences:


  • Evaluation and appointment of distributor management/ sales teams / Fully-dedicated resources
  • State-level budgets and forecasts
  • Local pricing programs
  • State level programs

Key requirements:

Education: Bachelor's degree highly preferred

Experience / Background: Position requires 5-7 years of previous sales management experience in a wine and spirit or consumer goods sales environment

Working Conditions:

Field Environment: Work is performed in a typical field environment with moderate demands for movement and lifting. Normal visual, hearing and language acuity required for correspondence and computer usage. Frequent travel by land and/or air in diverse weather conditions is required.

Travel: 50%

Required Competencies:


  • Medium to high competencies in Microsoft Office
  • Pricing understanding regarding margin and mark up calculations
  • Presentation Skills
  • Sales and negotiation skills