Chain Customers – Chain Markets: WA, AK, HI
Pernod Ricard USA
Position Title: Manager, Chain Customers – Chain Markets: WA, AK, HI
Position Location: Greater Seattle, WA area (home-based)
The primary purpose of this position is to plan, develop and execute PRUSA’s off-premise program strategy across all 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. This position requires close work with the VP Chains, State, Division, Finance, Marketing, Sr. Manager, National Chain Customers (SMNCCs), Wholesale teams and Operations as the strategy is implemented to outperform the market and grow share.
•Execute national programs in regional and local accounts.
•Lead state and distributor communication on performance, programming, performance, post-program analysis, etc.
•Drive Look of Success and local execution and tracking for national chains in the local market. Give feedback to the SMNCCs, State, & Division leadership on programming effectiveness.
•Develop, lead & manage regional customer relationships working within the context of the chain selling strategies & tactics. Lead 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, state, division, & distributor in establishing execution, market and value / share growth targets.
•Lead the PEP meeting – content, performance tracking for respective customer(s).
•Identify gaps in the plan, work with the SMNCC’s along with state, division and distributor partners to develop measures to close gaps.
•Work with state leaders on pricing & promotional budgets to support programming and Revenue Growth Management initiatives.
•Work 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 national & regional customers across state channel mix in accordance with brand & channel strategies.
•Lead marketing and product innovations in regional, & national customers through KPI benchmarking & tracking.
•Leverage effective nationally generated ideas in developing regional level sales tactics in accordance with state & customer strategies.
•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 within national & regional customers.
•Lead & manage multicultural / digital programs for national & 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 in accordance with State, division, brand, & chain allocations.
•Work with VP, US Chain Customers – Off-Premise in creating metrics to evaluate customer & market performance, Pre- and post-program volume analysis working in conjunction with CSM.
•Work with VP, US Chain Customers – Off-Premise, Station & Divisions on budget allocation, negotiation, and implementation of customer programs & budgets.
Education: Bachelor’s Degree required.
Experience / Background:
•5-7 years of experience 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
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