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Sales Manager - New Brand Ventures (SoCal)
Company: Pernod Ricard USA Location: Southern California (Field Based)
Job Category: Sales/Marketing Career Level: Employee
Salary Range:

Job Details
Position Summary:
Sales Manager who leads incubation brand growth in market through owning and driving execution of effective "market-level" plans and KPIs. Uses entrepreneurial approach to develop brands through brand ambassador and distributor sales teams.

Major Responsibilities / Accountabilities:

• Execute effective, entrepreneurial "market-level" plan to build incubation brands through distributor team and deliver against Key Performance Indicators.
• Own resolution of execution-related issues in state with minimal support from NBV VP Sales
• Drive on and off-premise excellence, consistent with brand strategy, to achieve set state-level targets.
• Own the relationship with key accounts and chains.
• Provide accurate and timely communication of changing conditions across state that effect volume, profitability, distributor focus and competitors to NBV leadership.

• Work with Brand Leaders, NBV Sales VP and distributor VP/General Sales Mgrs. to create effective market-level plans that deliver against Key Performance Indicators and strategic imperatives
• With Brand Leaders and Brand Ambassadors, create an affinity for the NBV portfolio across customers and consumers alike.
• Maintain accurate fiscal year and monthly field forecasts for case volume.

Key requirements:

Education: Bachelor’s Degree
Experience / Background: minimum 6 years in beverage alcohol industry.
** Travel for this role will be frequent, as this position is field-based. **

Leaderships 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)
• Challenges the status quo by thinking out of the box and taking educated risks.
• Exemplifies a personal commitment and desire to achieve despite obstacles.
• Gains commitment by highlighting areas of agreement and focusing efforts on resolving areas of disagreement.

Results Oriented
• Measures and tracks key business results and processes to assess performance.
• Effectively manages time by identifying and removing ‘time wasters’ for self and teams
• Maintains composure and high performance standards in a challenging environment.
• Actively shares lessons learnt from past experiences and knowledge of best practices.

Live the Values
• Maintains and actively promotes the highest professional standards and translates values into understandable behaviors for others.
• 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.
• Recognizes, rewards and celebrates individual success and appreciates the contribution of others.

Functional Competencies:

• Understands very complex customers’ business stakes and environment including all business functions of the customers (finance, marketing, logistics…) – identifying not only expressed requests of the customer but also hidden agenda.
• Anticipates customer changes, identifies risks and opportunities and adapts negotiation cycle if needed.
• Uses sophisticated and innovative negotiation solutions (Out of the box strategy) to reduce significant gaps between customer demands and PR objectives and ensure consistency with PR commercial strategy.
• Anticipates and defuses conflicts with customers before they become critical.

Relationship Building & Influencing
• Identifies global environment key stakeholders & "influencers" (peers, associations, circles of influence).
• Develops an efficient and influencing network, allowing to leverage critical data / knowledge for the benefit of the business.
• Demonstrates inspirational presentation style and uses innovative techniques and technologies, even in front of senior management stakeholders and large audiences.

Consumer / Shopper Insight
• Analyzes multiples sources of information to get a deeper understanding of the consumer / shopper (purchase & consumption behaviour, 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 optimise 4P (portfolio, promotions, price, placement).
• Develops activities that drive brand awareness with the consumer.

Market & Environment
• Defines and optimizes channel and customer segmentation to get a better view of the market
• Analyzes market data and distribution channels and makes recommendations in order to optimize RTM approach and to identify new business opportunities
• Understands PR’s competitors’ strategy at a national level for on- and off-trade channels
• Identifies key trends and evolutions which could impact our way of doing business (categories, technologies, RTM , legal…) and makes recommendations accordingly.

Portfolio, Brands & Products
• Provides input to marketing based on observations and customer feedback, in order to optimize PR brands and products attractiveness
• Recommends some changes in the portfolio structure and/or segmentation based on portfolio’s performance assessment.
• Suggests local new product development
Drive for Sales Results.
• Sources and monitors appropriate data in order to track customer satisfaction level, portfolio distribution efficiency, Sales Force execution and Trade Spend effectiveness, including promotions
• Identifies the most appropriate set of KPIs that will allow to monitor properly more complex commercial activities (complex market, multiple BUs, multi role seller partnerships, multiple stakeholders,)
• Proposes innovative solutions to overcome unforeseen barriers and to drive sales growth and ensure excellence in execution.
• Recommends evolutions of commercial activities (incl. account investments, processes, resource allocation…) to optimize results delivery
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.
• Designs the commercial strategy in a complex environment (multiple channels, strong competitors, declining markets, trade terms…) and formalizes recommendations to management on commercial options
• Ensures the commercial strategy is in line with profitability objectives.
• Takes into account change management issues as needed in order to ensure proper implementation and execution of the commercial strategy
Financial Acumen for Sales.
• Consolidates budgets and optimizes resource allocation (financial, workforce, promotions investment) based on ROI analysis
• Defines relevant sales KPI’s taking into account financial aspects.
• Integrate CAAP ST impact on business decision
• Takes cash into consideration when making decisions.

Who are we?

Pernod Ricard USA is the premium spirits and wine company in the U.S. The company's leading spirits and wines include such prestigious brands as ABSOLUT® Vodka, Chivas Regal® Scotch Whisky, The Glenlivet® Single Malt Scotch Whisky, Jameson® Irish Whiskey, Malibu®, Kahlúa® Liqueur, Beefeater® Gin, and Avión™ Tequila (through a joint venture with Tequila Avión); such superior wines as Jacob's Creek® and Brancott Estate®; and such exquisite champagnes and sparkling wines as Perrier-Jouët® Champagne, G.H. Mumm™ Champagne and Mumm Napa® sparkling wines. Learn more about our history, values, strategies and organization by visiting us at

Working at Pernod Ricard

Working for Pernod Ricard USA means working for the co-leader in the global wines and spirits industry – and having the opportunity to work with great people and great brands in diverse and challenging roles. Our success is the result of the passion and creativity of our people, our exceptional portfolio of leading premium brands, and a shared commitment to our values of entrepreneurship, mutual trust, and a strong sense of ethics. Pernod Ricard USA rewards both individual initiative and a spirit of collaboration, and encourages ongoing professional development. Pernod Ricard USA recognizes the importance of continuously building upon our diverse workforce and inclusive culture. We believe in championing an inclusive culture that embraces differences and encourages employees to challenge themselves and their colleagues.


Pernod Ricard USA offers competitive compensation, performance bonuses and domestic & international career development opportunities.

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Contact Information
 Company: Pernod Ricard USA 
 Reference Code: SAL03491 
   Country: USA 

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when submitting your resume to employers.

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