Region Director

Pernod Ricard   •  

New York, NY

Industry: Food & Beverages

  •  

8 - 10 years

Posted 49 days ago

Position Title: Region Director, NJ

Position Location: New Jersey

Does this sound like you?

  • You thrive in high pressure and high-energy environments.
  • You take challenges head-on and are adept at solving complex problems in dynamic situations.
  • You act as an owner, not a renter, and are the first person to roll up your sleeves and tackle a challenge.
  • You thrive on leading flawless tactical execution. The details matter and anything less than perfection keeps you up at night.
  • You are the Sherlock Holmes of identifying opportunities. You can easily identify the needle in a haystack and quickly conceptualize opportunities and their potential impact on key performance metrics.
  • Your motto? “Give me some goals and I’ll over deliver.”
  • You embrace change. You are quick on your feet. You are cool under pressure. You over-communicate.
  • You hate losing more than you enjoy winning. You won’t stop until the job is done at an elite level.
  • You have incredibly high expectations for yourself and your team and are the first to acknowledge great performance but also recognize coachable moments.
  • You work well in a team environment, and drive best-in-class performance from others - both those that report to you directly, and more importantly, from dotted-line indirect reports (distributor, agency)
  • You are a strategic thinker and aim to be a thought partner to senior leadership
  • You believe in and embrace the following values with passion – entrepreneurship, trust, ethics, conviviality

Position Summary:

  • Your primary goal will be to grow our brands and our business ahead of target and ahead of the competition (by 1.5X or more).
  • You will establish and foster relationships that will drive this success.
  • You will build, own and drive execution of the state-level plan, including PRUSA strategic imperatives, local KPIs and division P&L.
  • You will develop and guide a high-performing PRUSA and manage multiple distributors to delivery.

Major Responsibilities / Accountabilities:

Individual

  • Build AOP plan to beat the market.
  • Ensures execution of effective "market-level" plan, including PRUSA strategic imperatives and local KPIs, in line with AOP
  • Owns resolution of execution-related issues in state with limited support from GM
  • Responsible for achieving set state-level targets
  • Measures/rewards performance; manages program execution
  • Provides accurate and timely communication of changing conditions across state that effect volume, profitability, distributor staffing and competitors to GM
  • Oversees implementation of pricing strategy
  • Actively works with market leaders to ‘inspect what we expect’ – MM’s, distributor leads
  • Drives brand standards compliance excellence
  • Primary point of contact for all sales execution questions (when elevated above MM)
  • Maintains relationships with key customers – chain, indy, on-premise

Shared

  • Works with distributor VP to create effective market-level plans that deliver against KPIs and strategic imperatives
  • Helps set strategic direction for individual state across all channels / brands
  • Drives the state level P&L
  • Development of 12 month field forecast for case volume and NSV
  • Ensures ROI analysis is completed against market-level activity
  • Develops market AOP and LE for channel and geo territory (with Division Finance and Market Activation Manager)

Nature & Scope:

Key Metrics-

  • Achieve volume and distribution growth in strategic priority channels and / or brands
  • Achieve net sales value deliverable
  • Grow value ahead of volume (target 1% price mix improvement)
  • Beat the market by 1.5X
  • Deliver key brand KPIs

Organizational Context-

  • Reports solid line to General Manager
  • Manages finance manager to develop annual operating plan and drive revenue generation
  • Manages MAM’s to support and execute trade marketing activities
  • Manages Market Managers and  to execute market level plan
  • Works collaboratively with GM and distributor leadership to build and execute PRUSA strategic intent

Key Requirements:

Education:  Bachelor’s degreerequired. Master’s preferred.

 

Experience / Background:  7+  years of sales experience, including 5+ years of sales management experience in FMCPG industry. Beverage alcohol experiencepreferred, wine and spirit experience strongly preferred. Sales experience within a Spirits, Wine or Beer Distributor is a plus.

Working Conditions:

Field Environment: Work is performed in a typical field environment with moderate demands for movement and lifting. 

SAL03960