Market Manager North FL

Location: Orlando, FL, US

Careers that unlock the magic of human connection  

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, Beefeater® Gin, and Avión™ Tequila, 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. Here, 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 Florida is $97,040.00 to $121,300.00.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. 

Position Summary

The purpose and accountabilities of this position are to drive PR USA Net Sales performance and execute brand priorities in assigned markets through programming and distributor resource deployment. The incumbent is responsible for ensuring all key / brand KPIs are achieved.

Major Responsibilities / Accountabilities

- Owns:

• Delivers the NNS targets for entire portfolio in the assigned territory.
• Manages distributor execution (AV3) within territory.
• Builds brands by identifying and overseeing targeted sell-through activities (Fiscal calendar programming)
• Manages sales priorities, incentives, and programs to drive agenda for distributor team in line with full year & monthly goals
• Ensures execution of brand standards through rigorous communication and oversight of distributor teams, both dedicated and full-book teams, with clear communication and consistency
• Maintains and calls on a focused list of key accounts in line with the expectations set by the State Director to maximize the presence of our entire portfolio.
• Oversees the execution of Local Sponsorships and builds a 360 degree selling program to fully maximize sponsorship
• Regular cadence of market visibility working with distributor sales force to “inspect what we expect” ensuring execution and share of mind
• Drives execution and results through Distributor Overlay Team, CDM’s, Brand Ambassadors
• Manages T&E Budget, LMF and A&P budget for the assigned territory and responsibilities.

- Supports (With State Director):

• Monitors retail pricing to ensure price strategy compliance and recommends further price programming based on ROI and elasticity analysis.
• Provides Forecasting commentary on the portfolio for the assigned territory.
• Provides State Director Monthly commentary on assigned territory.
• Train, motivate & develop distributor’s sales teams to achieve targets by executing flawlessly in key accounts across all channels
• Co-manages relationship with key customers.
• Leads all inward market visits with clear communication of timelines and deliverables

- Collaborates (With State Director):

• Contributor to the development of the market AOP, specifically setting market level priorities, channel plans, KPI/ROI expectations, and developing pricing and A&P/LMF plans
• Works with distributor leadership and PRUSA commercialization team to create execution plans that deliver against financial objectives, KPIs, and strategic imperatives (with State Director)
• Conducts analysis of market level data to assess performance and identify net sales and overall business growth opportunities.
• Manages and allocates local resources against market priorities and plans (with Field Marketing Manager)
• Identifies, plans, and executes account sell-through activities (with Customer Development Team and distributor partners)
• Develops local initiatives and drives them by utilizing programs, sales tools, and communication.​

Nature & Scope

- Key Metrics:

• Regularly communicates with Wholesaler Dedicated & Full Book Teams
• Participates in conducting formal business reviews with distributor management monthly
• Achieves all key brand KPIs

- Financial Targets:

• Delivers NNS targets for territory and key accounts
• Depletions (# of cases, total increase, target account improvements)
• Key brand KPIs and distribution goals

- Organizational Context:

• Reports solid line to State Director
• Works closely with Field and Brand Marketing Teams
• Works closely with distributor dedicated and full book sales teams

Decision Rights

- Owns:

• Drives Distributor AV3 execution against sales priorities and programs for channel / territory
• Allocating budgeted local resources
• Distributor SM / Sales rep activity & communication
• Distributor incentive execution
• Activation execution and budget in assigned territory

- Influences:

• Evaluation and appointment of distributor 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 experience in a wine and spirit or consumer goods sales environment with proven success managing distributor relationships.
• Experience in the IN market a big plus.
• Flexibility required to work in the field regularly, including attendance at promotions in the evening.

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 occasionally, estimated 10% of the time.

Required Leadership Competencies

- Strategic Vision:

• Proactively participates in activities/projects that involve change
• Translates objectives and plans into effective tactical actions
• Continually expands internal relationships to include additional key partners. Begins to build external relationships
• Demonstrates an understanding of the various business areas and functions at Pernod Ricard (e.g. brand companies, market companies, regions)

- Entrepreneurship:

• Proposes new ideas/methods on how to improve performance
• Maintains a positive, can-do attitude even during difficult time
• Influences others to gain support for an idea or cause

- Results Oriented:

• Assigns tasks and accountabilities for work outputs to the most appropriate individuals, when needed
• Displays a sense of urgency in accomplishing goals and takes corrective actions to ensure results
• Maintains composure and high-performance standards in a challenging environment
• Achieves own individual objectives, applying professional excellence standards, and delivers high quality work

- Live the Values:

• Maintains high professional standards that are aligned with the organization’s values, ethics and charter
• Demonstrates commitment to Corporate Social Responsibility (CSR) priorities by promoting Group and local initiatives
• Establishes a mutual trust environment by communicating in an honest, straightforward and transparent manner with colleagues at all levels
• Displays enthusiasm and values everyone’s contribution to the success of Pernod Ricard

Functional Competencies

- Negotiation:

• Understands more complex customers’ business stakes and environment (multi-channel, complex organization and processes, buyer demands, supply chain, …)
• Takes customers objections and influences negotiation process to ensure successful closing
• Uses the resources and techniques (including persuasive story telling) to reduce the gap between PR and customer’s demands
• Understands the meaning of customers behavior and reactions during a meeting, and adjusts his/her strategy if needed
• Manages stress and potential hostility

- Relationship Building & Influencing:

• Gets the right collaboration (& support) and develops influential relationship with key internal stakeholders and customers in line with PR Values, to influence positively the way of doing business
• Plans regular meetings and actions with customers to develop a privileged working relationship
• Comfortably deals with people at all levels of the organization (internal & external)
• Anticipates potential conflicts and reaches the right stakeholders to try and resolve it
• Adapts his/her presentation techniques to audience’s characteristics
• Understands client’s organization and identifies customers’ key stakeholders

- Consumer / Shopper Insight:

• Analyzes multiples sources of information to get a deeper understanding of the consumer / shopper (purchase & consumption behavior, shopper motivation...) and shares key findings internally
• Demonstrates sound understanding of the role of PR category segments in the whole Wines and Spirit industry, and develops argumentation accordingly
• Uses insights to optimize 4P (portfolio, promotions, price, placement)
• Develops activities that drive brand awareness with the consumer

- Market & Environment:

• Analyzes external market data (including consumers and retailer panels) to adjust action plan
• Understands competitor’s strategy on his / her area of responsibility
• Makes daily business decisions through the understanding of key growth levers of the category
• Understands customer segmentation

- Portfolio, Brands & Products:

• Knows Wine & Spirit universe, and especially PR products, their history, elaboration, production, consumption modes
• Differentiates our brands & categories vs. competitors’, promoting PR products’ main characteristics, taste and other qualities.
• Executes the portfolio / brand action plan in his/her area of responsibility, applying distribution guidelines

- Drive for Sales Results:

• Understands the basics of commercial indicators (selling data, rotation, volumes, distribution, costs) and knows how to track them, using basic tools (trackers/panels, retailers data…)
• Implements basic commercial action plans, ensuring things are properly executed
• Evaluates commercial activities by routinely monitoring sell-in figures and comparing them to sell-out figures when available
• Reviews basic KPIs of previous commercial activities and suggests potential improvements to optimize sales results

- Contracts, Prices & Trade Terms:

• Understands legal, financial and logistical environment as well as market’s usage
• Understands how contracts, prices and trade terms impact results
• Keeps updated on legal evolutions on his/her scope and ensures contracts, prices and trade terms in his/her scope are compliant with legal constraints and company’s strategy & targets
• Analyzes and assesses competitor’s trade terms and pricing strategies
• Designs contracts proposal on joint business objectives and maximizing the PR portfolio

- Commercial Strategy & Planning:

• Builds forecast (short- and mid-term) and conducts SWOT analysis based on his/her understanding of market & customer trends
• Implements main action plans at local level on his scope (distribution channels & customers), taking PR strategy into account
• Implements consistent trade terms structure and investment level, suitable with customer issues

- Analytical Thinking:

• Analyzes multiple information sources, filters and summarizes them and outlines key issues
• Makes multiple recommendations, weighing pros and cons of different alternatives
• Anticipates and assesses consequences of several alternative options

- Organization & Planning:

• Manages his / her working time proactively, managing priorities and respecting deadlines
• Identifies and recommends areas for improvement in terms of organization
• Updates the information and adjusts organization in reaction to environment changes
• Uses planning tools to monitor activities

- Financial Acumen for Sales:

• Demonstrates an overall understanding of company’s vision, priorities and financial objectives
• Demonstrates basic understanding of PR Financial vocabulary (Contributive margin, Net sales, ROI, A&P…)
• Monitors forecast & results vs the allocated budget
• Understands volumes, net sales data and product mix implications

When you join Pernod Ricard, you’ll experience a workplace that is rich in heritage, driven by our iconic brands and a long-standing commitment to sustainability, safety, and giving back to the people and communities where we work. We know that happiness at work starts with that feeling of belonging you get from an inclusive culture where being uniquely you is celebrated. Our values are lived, they drive our behaviors, and it’s what brings our culture to life.   

Our work philosophy celebrates the magic of human connection with the flexibility needed to provide one's most meaningful contribution. We offer a flexible work policy, with most of our positions offering a hybrid or remote option. As a global employer, we understand that not everyone’s working hours are the same, and we empower our employees to work the hours that make the most sense for their and their team’s schedules.   

We offer employees great benefits and perks to toast to a life filled with support.  Check out PRUSABenefits.com for details.  

Pernod Ricard USA is an Equal Opportunity Employer. It employs qualified individuals based solely on ability, training, and experience, and does not and will not, discriminate for or against any employee or applicant for employment or promotion based upon actual or perceived race, color, religion, sex, age, disability, national origin, citizenship, marital status, sexual orientation, gender identity, genetic information, military service or any other classification protected by law. Offers will be subject to United States local terms. 

Pernod Ricard USA is committed to the full inclusion of all qualified individuals. As part of this commitment, Pernod Ricard USA will ensure that persons with disabilities are provided reasonable accommodations for the hiring process.  To request reasonable accommodation during the application process, contact your talent acquisition manager. 

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