Manager, National & Regional Customers - CA
Pernod Ricard USA
Position Title: Manager, National & Regional Customers - CA
Position Location: Southern California (Orange County, Los Angeles) or San Francisco/Bay Area
The primary purpose of this position is to lead, plan, develop and execute PRUSA’s off-premise program strategy across all chain channels and segments in designated national & regional customer accounts. This incumbent will be responsible for owning and driving the market, account plan, execution, promotional funding, and pricing while leading internal PRUSA field teams and distributor partners to sell and execute against that plan. The incumbent will also have a direct report designated as a customer act manager. This position reports to the VP Chains, and requires close work and communication with State, Division, Finance, Marketing, Wholesale Partners, Sr. Manager, National & Chain Customers (SMNCCs) and Operations as the strategy is implemented in order to outperform the market and grow share.
•Execute national programs in regional and national accounts.
•Lead state and distributor communication on programming, performance, post-program analysis, & key KPI execution across the market.
•Drive Look of Success, execution and tracking for national / regional chains in the market. Give feedback to the SMNCCs and Customer Account Manager (CAM) on programming effectiveness.
•Develops, leads & manages regional customer relationships working within the context of the chain selling strategies & tactics. Leads with insights and customer first approach to category selling opportunity with PR USA brands.
•Drive multi-cultural efforts in national & regional chains.
•Collaborate with SMNCCs & MNCCs in establishing execution, market and value growth targets.
•Lead the PEP meeting – content, performance tracking for respective customer(s).
•Identify gaps in the plan, work with the SMNCCs and MNCCs along with state and distributor partners to develop measures to outperform the market & grow share.
•Work with state leaders on pricing & promotional budgets to support programming and Revenue Growth Management initiatives.
•Works within budget parameters of brand, state & chain resources to deliver on key distribution, programming, brand KPI’s & overall management of the business.
•Manage, implement and track innovation and VAP execution for respective markets.
•Track scorecard performance for state and distributor stakeholders. Provide recommendations / insights on key trends and opportunities within the market and customers.
•Implement programs & performance in regional accounts across state channel mix.
•Lead marketing and product innovations in regional accounts through KPI benchmarking & tracking.
•Leverage effective nationally generated ideas in developing regional level sales tactics.
•Communicate, survey, sell-in and implement regional marketing and sales initiatives as well as brand priorities.
•Align pricing, shelf L3F, promotions, advertising, distribution and programs
•Lead multicultural / digital programs for regional customers.
•Share data and insights with division marketing to assist in local market planning process and enables evaluation of marketing programs.
•Utilize standard ways of working from national chains and implement them in Regional Chains.
•Own account advertising & promotion budget.
•Communicate and coordinate national chain plans and execution within their regions.
•Work with VP, US Chain Customers – Off-Premise in creating metrics to evaluate pre-program, during and post-program volume / share gains for PRUSA.
•Work with VP, US Chain Customers – Off-Premise and Account Executive in calling on key regional accounts and develops / maintains relationships.
•Negotiate all programs together with VP, US Chain Customers – Off-Premise.
Education: Bachelor’s Degree required.
Experience / Background:
•A minimum of 7-10+ years of proven success in sales serving a large number of diverse retailers
•Experience with distributors and direct key account or channel responsibility is required.
•Excellent relationship-building skills.
•Demonstrated success in distributor management, customer management and field operations.
•Strong written and verbal communication skills.
•Ability to command an audience while delivering presentations.
•Business and Analytical Acumen
?Experience building a customer’s business plan.
?Success in managing financial P&L budgets.
?Understanding of category management.
?Ability to apply revenue growth management initiatives to customer business plan(s).
?Proficiency in applying analytics to provide business building solutions for the customer.
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Physical 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.
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Estimate: 50% of time
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Posted On: 6/11/2018