Senior Manager, Customer Development, IL

at  Pernod Ricard

Location: Chicago, IL, US, Remote
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 Illinois is $128,160.00 to $160,200.00. 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
At Pernod Ricard USA, we have accelerated and transformed our organization around experiences of conviviality, placing the consumer at the heart of our business model. The Senior Manager, Customer Development plays an important role in our mission to drive the success of our complete portfolio across our entire customer base.
In summary, the Senior Manager, Customer Development plays a leadership role driving frontline business in top key accounts for the full PR USA portfolio, inclusive of Spirits, Wine, and Champagne. The position oversees a team responsible for the execution of best-in-class activation, consultative selling, and programming execution in a designated region. The successful candidate is highly influential, collaborative, and coordinated with State and Distributor leadership to ensure optimized account coverage. This position will effectively plan, execute and track innovation launches and brand program goals, which lead to positive ROI and robust KPI reporting.
This position reports directly to the State Director.

Major Responsibilities / Accountabilities

• Management of key accounts in assigned regions.
• Vet the rigorously developed account list in assigned regions and identify and new key accounts to be added with high depletion and/or high potential.
• Track performance of key accounts and drive retail controllables for the full PR USA portfolio – inclusive of spirits, wine, and champagne – in assigned accounts.
• Assign key accounts to PR USA internal sales overlay team, matching our resources to the outlets with the highest potential for strong performance.
• Work with State and Market leadership to optimize account coverage between PRUSA Customer Development team and our Dedicated Distributor overlays.
• Maintain a broad awareness of competition, industry, on/off-premise channel, and category trends to ensure we remain competitive in the highest potential accounts.
• Oversee the PR USA internal sales overlay team accountable for customer-facing consultative selling to drive optimal total PR portfolio penetration and long-term growth in designated outlets.
• Ensure there is compliance and consistency in data collection and tracking platform / tool used by team.
• Foster strong ways of working across internal PR USA Customer Development overlays and our Distributor team.
• Provide guidance on budgets and KPI’s; ensure activation spend is kept within budget; confirm positive ROI is within the guidelines / thresholds for proposed programs and activations.
• Conduct regular market visits to ensure compliance and success by spot-checking customer satisfaction; Support the Customer Development overlay in problem solving with key accounts.
• Collaborate closely with State and Market Managers through reporting on key account execution activities, successes, and market intelligence.
• Attend local Distributor meetings with State / Market Managers to report on key account execution (as needed).
• Utilize data dashboards to manage the productivity and effectiveness of immediate and overlay team against Brand and Portfolio programs in assigned accounts with local KPI setting, accounting for variances in account universe.
• Manage the Customer Success POS budget, ordering, logistics and distribution from HQ to local storage and distribution to key accounts.
• Identify opportunities for Brand Ambassador involvement in key accounts with high potential ROI.
• Coordinate with stakeholders in Commercial Planning & Operations and Field Marketing to ensure local needs are accounted for in L3F turns of programming.
• Provide sales enablement support through quarter turn of selling stories and localizing selling materials within guardrails.
• Coordinate with eCommerce to provide digital marketing assets and eCommerce support to Customers.
• Team leadership, coaching, development, and collaboration (for direct and indirect reports).
• Overall:
• Drive corporate culture of inclusivity, high accountability, and high performance across team.
• Set consistent performance standards to drive PR USA beating the market and promote the consistent use of management dashboards to drive business decisions and monitor compliance / progress against goals.
• Reinforce ethical operations across team to ensure operation within full legal compliance with state and local regulations.
• For Direct Reports:
• Increase performance impact through clear, strategically aligned objectives and key results (OKRs). Ensure OKRs are meaningfully and effectively prioritized and cascaded throughout the team.
• Conduct quality performance huddles, occurring monthly, with direct reports that focus on goal planning and tracking, employee development, and two-way feedback.
• Ensure decision-making is data driven.
• For Indirect Reports (where there is strong cross-collaboration with stakeholders):
• Work closely with State and Market leadership to ensure high customer satisfaction, especially in outlets with high potential and top volume / NNS.
• Execute consistency in Customer Development operations through regular collaboration and check-ins with other Customer Development leads; partner with Activation and Education centers of excellence to promote, share, and leverage Activation best practices.
• Provide key Channel / Customer insights to appropriate Channel and Field Marketing Teams.

Job Requirements

The ideal candidate will be a highly motivated self-starter with strong leadership, analytical, organizational, and interpersonal skills as well as the ability to collaborate effectively across functions with passion and enthusiasm. Strong entrepreneurial ability to work around obstacles, results driven, and a bias for action with a pilot/learn/scale approach.

• Education: Bachelor’s degree required.
• Experience / Background: Minimum 7-10 years of previous sales or management experience, preferably within the wine and spirit or consumer goods industry.
• Travel: This position may travel up to 30% of the time.

Required Competencies

• Functional Competencies
• The ability to foster trust and to influence diverse team members at all levels and across various functions; ability to leverage relationships to accelerate delivery; ability to use these skills to facilitate connection with internal and external stakeholders.
• Exceptional cross-organization consensus-building skills with the ability to gain buy-in and universal alignment.
• Strong financial and business acumen; understanding of State’s dynamics, subchannels, customers, distributors, and legal requirements.
• Management-level communication skills.
• Ability to anticipate needs of key customers and distributor partners; deliver proactively against their needs.
• Strong proficiency in problem solving, prioritization, and the ability to multitask in a rapid-changing environment.
• Experience coaching and leading teams, fostering an inclusive culture and environment.
• Entrepreneurial and able to thrive in ambiguity.
• Leadership Competencies
• Growth Mindset: Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Consumer Centricity: Building strong customer relationships and delivering customer-centric solutions.
• Drive Results: Consistently achieving results, even under tough circumstances.
• Deliver through collaboration: Building partnerships and working collaboratively with others to meet shared objectives.
• Bold and Agile: Actively learning through experimentation when tackling new problems, using both successes and failures as learning fodder; courageous; strong decision-making ability that keeps the organization moving forward.
• Grow Diverse Teams: Leverages and values diversity of profiles to build empowered teams and develops talents creating a sense of belonging to help them meet both their career goals and the organization’s goals.

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.
Job Posting End Date:
Target Hire Date:
2024-09-01
Target End Date

• Management of key accounts in assigned regions.
• Vet the rigorously developed account list in assigned regions and identify and new key accounts to be added with high depletion and/or high potential.
• Track performance of key accounts and drive retail controllables for the full PR USA portfolio – inclusive of spirits, wine, and champagne – in assigned accounts.
• Assign key accounts to PR USA internal sales overlay team, matching our resources to the outlets with the highest potential for strong performance.
• Work with State and Market leadership to optimize account coverage between PRUSA Customer Development team and our Dedicated Distributor overlays.
• Maintain a broad awareness of competition, industry, on/off-premise channel, and category trends to ensure we remain competitive in the highest potential accounts.
• Oversee the PR USA internal sales overlay team accountable for customer-facing consultative selling to drive optimal total PR portfolio penetration and long-term growth in designated outlets.
• Ensure there is compliance and consistency in data collection and tracking platform / tool used by team.
• Foster strong ways of working across internal PR USA Customer Development overlays and our Distributor team.
• Provide guidance on budgets and KPI’s; ensure activation spend is kept within budget; confirm positive ROI is within the guidelines / thresholds for proposed programs and activations.
• Conduct regular market visits to ensure compliance and success by spot-checking customer satisfaction; Support the Customer Development overlay in problem solving with key accounts.
• Collaborate closely with State and Market Managers through reporting on key account execution activities, successes, and market intelligence.
• Attend local Distributor meetings with State / Market Managers to report on key account execution (as needed).
• Utilize data dashboards to manage the productivity and effectiveness of immediate and overlay team against Brand and Portfolio programs in assigned accounts with local KPI setting, accounting for variances in account universe.
• Manage the Customer Success POS budget, ordering, logistics and distribution from HQ to local storage and distribution to key accounts.
• Identify opportunities for Brand Ambassador involvement in key accounts with high potential ROI.
• Coordinate with stakeholders in Commercial Planning & Operations and Field Marketing to ensure local needs are accounted for in L3F turns of programming.
• Provide sales enablement support through quarter turn of selling stories and localizing selling materials within guardrails.
• Coordinate with eCommerce to provide digital marketing assets and eCommerce support to Customers.
• Team leadership, coaching, development, and collaboration (for direct and indirect reports).
• Overall:
• Drive corporate culture of inclusivity, high accountability, and high performance across team.
• Set consistent performance standards to drive PR USA beating the market and promote the consistent use of management dashboards to drive business decisions and monitor compliance / progress against goals.
• Reinforce ethical operations across team to ensure operation within full legal compliance with state and local regulations.
• For Direct Reports:
• Increase performance impact through clear, strategically aligned objectives and key results (OKRs). Ensure OKRs are meaningfully and effectively prioritized and cascaded throughout the team.
• Conduct quality performance huddles, occurring monthly, with direct reports that focus on goal planning and tracking, employee development, and two-way feedback.
• Ensure decision-making is data driven.
• For Indirect Reports (where there is strong cross-collaboration with stakeholders):
• Work closely with State and Market leadership to ensure high customer satisfaction, especially in outlets with high potential and top volume / NNS.
• Execute consistency in Customer Development operations through regular collaboration and check-ins with other Customer Development leads; partner with Activation and Education centers of excellence to promote, share, and leverage Activation best practices.
• Provide key Channel / Customer insights to appropriate Channel and Field Marketing Teams